Dan’s Surfing Snippets

Over 250,000 homes and businesses lost power when the remnant of Hurricane Ike slammed into the SW Ohio area tearing down trees, light poles and damaging businesses and homes and causing fires that burned several down to the ground.

When disasters and other business interruptions happen more then physical damage takes place. There is an affect on our psyche.

We are stunned and can easily fall into a mental and physical rut.

Serious instances like the effects of hurricanes, floods, etc. cause a mental trauma that can impact you and your business.

Ideally a person needs to have a clear head and clear focus to carry on their business responsibilities. So how does a person bounce back?

The best way to deal with these feelings is to force yourself to do productive things. Yes, I said force because there is a tendency to procrastinate that has to be overcome.

Get back into the swing of things. Set up an appointment or lunch with a colleague or client. Start a new project.

Get involved, get involved get involved!

Recommendation: Join Solopreneurs.

http://www.solopreneurs.org/members/solopreneur/info/DanBarrett-join.html

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Networking is about building relationships. However, it is not the quantity, but the quality of these relationships that actually help others and you to grow your business.

Networking is not hard but it does take time and effort for it to work. And, special attention should be placed on making better use of down time. A particular down time that many people overlook is the time you take for breakfast, lunch, a coffee break or dinner.

We get so caught up in our daily routine that it sometimes takes a conscientious effort to make room in our daily routine to prospect for new contacts, sales leads and additional business.

That’s why this book’s title got my attention. And, while I don’t promote trying to go crazy and schedule every meal with a possible client or referral contact, I do suggest that we all can ratchet it up a bit and make better use of sharing the time we eat with someone that can make an impact on increasing our business.

Never Eat Alone: And Other Secrets to Success, One Relationship at a Time (Hardcover)

by Keith Ferrazzi

Two good friends of mine, Elizabeth Riley of Insignia Signs and Jeff Senney of Pickrel, Schaefer & Ebeling, have been making use of this concept for a long time and I have personally witnessed their business grow by leaps and bounds.

Not only do I see them at every networking event in the Greater Dayton Metro Area but they also make use of Not Eating Alone.  Jeff often states that he doesn’t understand how some business people will eat lunch at their desk all of the time when they could be having lunch with a potential client or a great referral contact. And he remarks, It’s not fun to eat alone anyway!

He continues, Its one thing if you have a project that has to get out and you grab a bite to eat while working on the project. But this doesn’t happen all the time. You need to get out there and meet people. Get out there and make things happen.

Elizabeth will also do something called a tag team, which is, calling on clients with a colleague to serve both as an introduction for that person and also as a customer courtesy to see if they have any needs. Then the process gets reversed. They call on the colleague’s clients and Elizabeth gets introduced. This is a great sales technique and my hat is off to her for taking the initiative and time to get out there. She also meets with business people for breakfast, lunch, coffee and dinner!

Doug Barry of BarryStaff has also used this technique for many years.

So the next time you have lunch think about these thoughts and ask yourself if you are networking or just eating alone.

I am very pleased with my lawn care company, Yardmasters (937-275-3800). Besides giving me great service, dependability and a great price they won’t do things that their competitors do when we don’t get enough rain and the grass isn’t growing and looks like straw on their own, without me having to ask… they don’t cut the grass!

They don’t cut the grass!

That says a lot about a company that puts the needs and pocket book of their customers above their own cash flow. They earned my respect!

My neighbor is not as fortunate. Every Monday, rain or shine… yes, even in the rain, their lawn company is out there cutting the grass! And on weeks when the grass isn’t growing and is dry like straw, they are still out there cutting the grass!

People don’t like to be cheated and people are not stupid. Eventually my neighbor will catch on and end up firing that company and getting another one. But for the time being, that company is not looking out for their customer. They are more concerned with generating an invoice than in giving good service.

I like companies that have high integrity and put their customers first. Elizabeth Riley, Marketing Director and Owner of Insignia Signs (937-866-2341), is such a person and company.

I have witnessed on numerous occasions how she would not only give a customer a better price than her competitors, but also went that extra mile to deliver a better product and on time! Consistency like that says volumes. And she does it all with a smiling face. Now that’s refreshing!

There are times when Elizabeth actually turned business away and recommended another vendor because the customer could be served better and for less money. They don’t cut the grass!

I see abuse in my field too of Website Design. When I initially meet with a client I spend a few hours with them so they have a better understanding of what it takes to have a website and how it should be properly marketed. I do not charge for this time because I feel it’s about building a long-term relationship. Some of my competitors call this Discovery and bill their client a substantial amount. More cutting the grass!

Another great example is Jessica Purple of BE Centric. Her main job is to make sure that everything is running smoothly for their customers. What a refreshing idea!

So take a look at your vendors and see if they are utting the grass when it doesn’t need cutting or are they doing what they should be doing looking out for you!

You can debate this question from both sides of the fence whether or not we are actually in a recession. Semantics or definitions aside… does a label really matter?

Some segments of our economy are doing poorly while others are not. What matters is how your individual business is doing and what are you doing about it?

It also boils down to a mindset. When adversity arises some people complain and mope around and do nothing but continue to complain. Others look at all adversity as an opportunity, exploring ways to make things happen.

It is the old glass half full and half empty argument and perception is key.

For many it is not easy and I am not negating hard times. Many people and businesses are truly hurting. I do not mean to downplay any suffering.

Downturns in the economy seem to go in cycles and when you talk to business people who have been around for a while you see that times get better and times get worse.

So it comes back to how you deal with life and its bumps. Stuff happens!

Preparation is important. Most times we don’t concern ourselves enough about the future. We think that we can deal with things as they come or we don’t even give the future any thought.

Katrina has taught us all the lesson of not being prepared and not reacting properly to adversity. As hurricane Gustav approaches this weekend I am pleased that detailed plans have been implemented to avoid another catastrophe.

Do we do the same with our personal lives and business position? Do we plan for any future downturns in the economy, like eliminating debt rather than adding to it? Or, stocking up on extra items in advance?

Making bad choices in life can make a bump feel like a mountain. Sometimes reflecting on past decisions and giving better thought to future decisions can avoid a problem. Life hands us enough problems so why add to this burden by not having a game plan?

Having a positive attitude seems key. When you look at successful people you see the common thread of being positive and getting things done.

In looking around me at the business people I know, most are very successful and despite our present economic situation, they are doing very well. I see them all actively marketing themselves and their businesses mostly through word of mouth networking and staying active in meeting people and getting things done. They give their customers great service. They have high integrity. They are not afraid to think outside the box.

Suggested Reading: I Refuse to Participate in a Recession! By Ivan Misner, Founder of BNI. See also: Metro Dayton Ohio Chapter of BNI.

As a business entity we utilize the service of other companies for many needs. Companies and organizations, large and small, contract with many other companies and sub-contractors for services and products and quite a number have these same arrangements for year after year.

 

You get used to the status quo.

 

It gets to be routine and you take it for granted that they are giving you the best possible service for the best possible price; that they know what they are talking about and that they are the most knowledgeable in their field. But that isn’t necessarily so.

 

I was recently having a conversation at a business meeting with a good friend from Brady Ware, Jim Cornett. One of the services they provide is brokering the best health insurance a company can purchase for their needs.

 

Just this past week Jim was doing his normal fact-finding for a potential new client and discovered a very simply error that will now save this new client $75,000 per year! That means that this client was unnecessarily paying $75,000 for the past three years! My point, their current provider was not doing it right for the client.

 

An attorney friend of mine Jeff Senney, with Pickrel, Schaeffer and Ebeling, has saved countless businesses from IRS problems through the years, mainly because their current providers were not doing it right. As a CPA and attorney he is an expert in Business Tax Law.

 

People say the housing market is slow. Not according to my friend John Warner of Real Living. He thinks outside the box for both buyers and sellers alike and gets things done.

 

Mortgage problems? Sheri Smith at National City Mortgage knows how to get through the mountains of options and paperwork to get the right home mortgage to fit your needs. She also goes way beyond her competitors to help people out.

 

The question to ask yourself as an executive is “Are all my subcontractors knowledgeable and providing the best service at the best possible price?

 

You don’t always have to pay for good service. Another good friend of mine from Smith Barney, Jennifer Baker, will take a look at your portfolio and financial situation (even if not a client) and methodically and meticulously set up a plan for you whether or not you sign with her company… all for free. That alone tells me a lot about her high quality service and dedication to her clients. She takes pride in doing it right.

 

No one wants to pay taxes but having a tax accountant that really knows the Federal and Ohio Tax Code is essential. My friend Brittany McCune, CPA of Clark, Schafer, Hackett & Co. can help you get through the maze of laws and is there for the long haul. Start-up businesses are her specialty.

 

I suggest we all should periodically re-evaluate our current service and product providers to see how they compare to their competitors.

 

Kathy Lewis of Doug Kilfoyle’s State Farm office in New Carlisle, Ohio saved our Condo Association thousands when we switched over to them because of the outlandish overcharges of our previous insurance agency. It pays to check.

 

I know many caring, friendly, competent and knowledgeable business people in the Dayton-Miami Valley Area, like Elizabeth Riley of Insignia Signs, Dave Roark of Chapel Electric, Jeff Anderson of Monroe Heating and Air Conditioning, Brian Smith of Ed Smith Flowers, Donna Armentrout of the Massage Connection and Dave Dickinson of HRI Commercial Realty and many more.

 

If you need a business service or just want to get another opinion, I will be happy to recommend a quality provider. Just contact me at dan@spiritsgifts.com

Almost every day I hear people complaining about the poor and sometimes shoddy service they are receiving out there. And frankly I am surprised.

 

It’s a known fact that the quality of service either makes or breaks a company. So I find it a no-brainer that giving excellent, timely and efficient service should be the ultimate goal of any organization.

 

But the fact of the matter is that the companies that give excellent service are too few and far between. Sure making a profit is the main reason that drives most businesses. However, it doesn’t cost any more to be pleasant and take a little time to listen to what your customer needs and what they have to say.

 

Timely service is important. People don’t want their time wasted nor do they want to feel that they are unimportant or slighted by having to unnecessarily wait.

 

A good example comes to mind. A few years ago I received a call from a business associate that the company they worked for was having a problem with their current webmaster.  Seems that they would give him items to post on their website and weeks later it still was not up. They would have to make several calls urging him to follow through and his answer always was, I am swamped and will get to it when I can.

 

Wow! I could not even imagine myself treating a customer that way. Needless to say, I got the business and they are very happy with my same-day service.

 

I would think that having less customers and give quality service is better than having too many customers and giving them all bad service. Does greed stand in the way of better judgment?

 

Fine restaurants make their reputation from the fine service and food quality they provide. People are smart and love to be treated well and know it when they are mistreated. Customers deserve great service and those companies that do so build a loyal customer base.

 

I always believe in the Golden Rule and that the customer comes first. But this philosophy set aside, no business can survive without its customer base. Therefore, if customers are so important, then why not treat them as such… with dignity, high regard and excellent service!

 

 

 

 

 

 

 

 

 

 

 

If you are looking to grow your business at a good steady pace then proper networking will certainly help you reach that goal. But building solid business relationships is key.

Here’s a great example. The other day I forwarded an email to selected business associates about a local accounting firm that was expanding into the HR market. One of my business networking associates emailed me about getting connected with the CEO of this firm. I have known the CEO for several years and have built a mutually trusting relationship. I emailed the CEO to see if he would meet with my business associate. He emailed me back that he would and they have an appointment date to discuss doing business together.

Subconsciously the trust and bonding that I have with the CEO gets transferred to the business associate through my introduction. This scenario could not and would not happen if there was not a solid business relationship between myself and the CEO.

But, it’s just not about attending a lot of networking events. You have to start by getting your face out there so that you are recognized.

Social events are also very important. Many play golf and many deals have been made on the golf course.

The Dayton Chamber of Commerce hosts many networking events and is a great resource.

It is important to meet other business people so they get to know you. Therefore, it is important to meet in more depth environment on a one-on-one basis. You can do this over lunch or a cup of coffee. It should be a place without distractions as you have a goal to achieve… getting better connected.

What you each want to do is talk a little about your history and what got you to do what you are now doing. Your aim is to have people build trust and confidence in your company, your abilities and most importantly you.

If you belong to BNI (Business Network International) then you already know what I mean. It is called a “dance card” and has to do with setting up this 1:1 meeting and communicating, in more depth than you can accomplish at a group meeting, what type of referral(s) you are looking for and visa versa.

I am not going to refer someone to a client unless they have my 100% confidence and trust. Remember… a poor referral is a negative against you.

You build trust and you find trust in others. Nevertheless, you should strive to fulfill the great expectations people have of you to keep you name in high regard.

Building relationships is important to all size companies but even more important to small size organizations because of limited budget for advertising. A good referral for a business opportunity is like gold and should be treated as such. And please keep in mind that a referral is the highest compliment that you can give or receive.

There are many ways to grow a business. Most follow the advertising mode to marketing which can be very costly and is not always effective. However, networking has proven itself to be extremely cost effective throughout history.

 

Remember the old adage, “It’s not what you know but who you know.” Many deals have been made in smoke filled rooms by members of the “in crowd.”

 

Certainly, this still goes on but this method is readily available to each and every one of us. Of course, it comes with a price. Although the cost, in most cases, is nominal, the real price is in your time. To be an effective networker you have to do your homework by learning and mastering the process and follow the proven procedures for success.

 

It’s not about leads…you can go to the phonebook for that. Modern networking has to do with passing referrals. Qualified business referrals are quite different from leads. A lead is more like a suggestion with no real contact information or history.

 

A referral means first that I have a close business relationship with “A”, who trusts and has a bond with me. In a conversation with “A” I discover that “A” has a need. I know “B” who I also trust and can supply that need. I ask “A” if he/she would like to talk with “B” and is it alright for “B” to contact “A”. A agrees. I then contact “B” that I have a referral “A”. When A and B meet, the bonding and trust that “A” has with me is transferred to “B”. “B” closes the deal and “A” is happy to do business with “B”. This also builds “A’s” trust in me for taking the time to help.

 

That’s how the exchange works but first you have to join networking groups to meet people and build long standing relationships so others have trust and confidence in you and your organization. To build these relationships I’ll give three examples of different types of networking which are all a must:

 

1. Dayton Area Chamber of Commerce: (nominal annual fee) A good start to attend networking events, get exposure and meet business people on an informal basis. http://www.daytonchamber.org/
2. LinkedIn.com: (free) Using the power of the internet to get connected, build a sphere of influence and make contacts using your sphere for introductions. http://www.linkedin.com/
3. BNI (Business Network International, Metro Dayton Chapter): (annual fee) For those very serious about networking. You must commit to attend weekly meetings. Only one allowed per industry so your competitors are locked out. This is a tremendous plus that the other two examples do not have. A time-tested way to build trust and long-standing relationships. Others in your chapter get to know you so they can give you quality referrals. However, it is a giver-gain mentality not the other way around. It’s like planting seeds: The more you plant the more you reap. The better the seed the better the harvest. http://www.bni-referrals.com/  

It certainly takes time and effort and a little bit of cash to network properly but you cannot deny the benefits. Larger companies that have the seen the “vision” and “get it” assign several key employees to different networking chapters to leverage this phenomenon. I believe that this form of networking is the key to unlocking a wealth of business opportunities. Don’t let it pass you by. Get out there and network!

 

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