varseminar.com
Friday, November 27, 2009
What I'm Most Grateful For? OPL...
Since Thanksgiving was yesterday, I suppose it would be wrong of me NOT to tie in this week's fireside "chat" with some sort of message about how grateful I am. However, I gotta warn you...this won't be the warm-n-fuzzy "feed the children" puke you hear everyone else regurgitating. Sorry, I just get sick of hearing that...people who want to express how grateful they are for your friendship or business and care enough to send the very best (a spam e-mail).
Not that those people are wrong for doing that or that I'm some how "better" than them for not doing it. Nor should you mistake this for me not being grateful for my friends, employees, clients, vendors, my health and the like; heck, I thank God daily that I simply can walk around on my own two legs every day.
It's just not my style to send the obligatory e-mail on the Hallmark holidays with some spur of the moment half-cocked sentiment to try and convince everyone how grateful I am. Quite honestly, if they don't already get that from what I've said, done or delivered to them the other 364 days out of the year, I'm certainly not going to get that done with a "heartfelt" e-mail.
Besides, this IS a business and marketing blog after all, so let me give you something to think about...something of value that you can actually use or ponder to take your business to the next level. And what the heck - I'll even tie it into the holiday just for fun.
So, what am I most grateful for?
Are you ready for it? Drum roll, please...
The thing I'm MOST grateful for in business is OPL or "other peoples' laziness." You heard me right...I'm really grateful that most people are completely and utterly lazy. And if you are a "get-r-done" kinda person like me, you know exactly what I'm talking about.
When you cut out all the whining and complaining, it really isn't all that difficult to be successful. I actually think in the LONG run, it's a heck of a lot more difficult to be unsuccessful or mediocre.
All it really takes to be ahead of the crowd is setting a clear goal and then taking consistent and persistent action towards achieving it. Maybe that's a bit simplified, but I don't think so. I truly believe that most people know EXACTLY what they need to do to be more successful, eliminate problems in their lives, overcome their biggest challenges, etc.; but most don't like what they have in mind so they go in search of a faster, easier way because they're too afraid or too lazy to do what they already know they should be doing.
That's both good news AND bad news.
Good news if you're in a crowded marketplace. Most of your competitors and going to be too lazy to consistently, continually and pro-actively grow and market their business. Bad news if you is one of them.
Just remember that the biggest crowd is at the bottom, clumped together by their inaction. Of course, they never CALL it LAZINESS...they're more sophisticated than that. They blame their inaction on being too busy or not having enough money or not knowing how. They'll look around and say, "Well geeze...I'm not doing that bad. After all, everyone ELSE is suffering with the same problems too." Or they'll simply get angry and blame their circumstances for their inability to get to the next level. Or worse yet...they'll simply give up the hope of ever really achieving anything great because they secretly believe they're not smart enough, cool enough, or whatever enough to pull it off (that's the biggest shame of all).
All excuses.
So what's the point to all of this?
First, as an entrepreneur, you have to learn how to pull yourself out of comfortable inaction. You get to be your own boss; therefore, you have to figure out how to self-impose deadlines, urgency and accountability. No one will do it for you. Those in the top 20% do -- those in the bottom 80%, don't.
Second, being successful is as much about what you do (or say yes to) as to what you DON'T do. Learning new things is not easy. It's much easier to sit at home, stay the course, keep the money you have in your pocket, and not venture out into the wild. But no new breakthroughs can come of it. Personally, I live like a hermit. If the city of Franklin would let me, I'd have a moat of alligators surrounding the house. I hate to fly, hate crowds, hate hotels and hate trying to make polite conversation with strangers. BUT, I force myself to go out to seminars, industry events, master mind groups and the like at least once a month because that's where I learn the most...from pulling my head out of the hole and looking around. And like you, I could think of a million reasons why I should stay home; but I force myself because I know it's good for me.
Third, you have to discipline yourself NOT to get bored with the basics, thinking you "got" it. No one does. I've listened to the same Zig Ziglar tape on selling so many times that I can finish his sentences. But every time I listen, I get something new. Mastering the basics is NOT something the bottom 80% of the success pyramid do. They're always on to the new thing...the new guru, the shiny new object.
And finally, the thing I'm REALLY grateful for it that next week is the LAST full-day event we're holding until April of next year. GREAT news for me, but bad news for you if you miss it:
http://www.varseminar.com/
Not that those people are wrong for doing that or that I'm some how "better" than them for not doing it. Nor should you mistake this for me not being grateful for my friends, employees, clients, vendors, my health and the like; heck, I thank God daily that I simply can walk around on my own two legs every day.
It's just not my style to send the obligatory e-mail on the Hallmark holidays with some spur of the moment half-cocked sentiment to try and convince everyone how grateful I am. Quite honestly, if they don't already get that from what I've said, done or delivered to them the other 364 days out of the year, I'm certainly not going to get that done with a "heartfelt" e-mail.
Besides, this IS a business and marketing blog after all, so let me give you something to think about...something of value that you can actually use or ponder to take your business to the next level. And what the heck - I'll even tie it into the holiday just for fun.
So, what am I most grateful for?
Are you ready for it? Drum roll, please...
The thing I'm MOST grateful for in business is OPL or "other peoples' laziness." You heard me right...I'm really grateful that most people are completely and utterly lazy. And if you are a "get-r-done" kinda person like me, you know exactly what I'm talking about.
When you cut out all the whining and complaining, it really isn't all that difficult to be successful. I actually think in the LONG run, it's a heck of a lot more difficult to be unsuccessful or mediocre.
All it really takes to be ahead of the crowd is setting a clear goal and then taking consistent and persistent action towards achieving it. Maybe that's a bit simplified, but I don't think so. I truly believe that most people know EXACTLY what they need to do to be more successful, eliminate problems in their lives, overcome their biggest challenges, etc.; but most don't like what they have in mind so they go in search of a faster, easier way because they're too afraid or too lazy to do what they already know they should be doing.
That's both good news AND bad news.
Good news if you're in a crowded marketplace. Most of your competitors and going to be too lazy to consistently, continually and pro-actively grow and market their business. Bad news if you is one of them.
Just remember that the biggest crowd is at the bottom, clumped together by their inaction. Of course, they never CALL it LAZINESS...they're more sophisticated than that. They blame their inaction on being too busy or not having enough money or not knowing how. They'll look around and say, "Well geeze...I'm not doing that bad. After all, everyone ELSE is suffering with the same problems too." Or they'll simply get angry and blame their circumstances for their inability to get to the next level. Or worse yet...they'll simply give up the hope of ever really achieving anything great because they secretly believe they're not smart enough, cool enough, or whatever enough to pull it off (that's the biggest shame of all).
All excuses.
So what's the point to all of this?
First, as an entrepreneur, you have to learn how to pull yourself out of comfortable inaction. You get to be your own boss; therefore, you have to figure out how to self-impose deadlines, urgency and accountability. No one will do it for you. Those in the top 20% do -- those in the bottom 80%, don't.
Second, being successful is as much about what you do (or say yes to) as to what you DON'T do. Learning new things is not easy. It's much easier to sit at home, stay the course, keep the money you have in your pocket, and not venture out into the wild. But no new breakthroughs can come of it. Personally, I live like a hermit. If the city of Franklin would let me, I'd have a moat of alligators surrounding the house. I hate to fly, hate crowds, hate hotels and hate trying to make polite conversation with strangers. BUT, I force myself to go out to seminars, industry events, master mind groups and the like at least once a month because that's where I learn the most...from pulling my head out of the hole and looking around. And like you, I could think of a million reasons why I should stay home; but I force myself because I know it's good for me.
Third, you have to discipline yourself NOT to get bored with the basics, thinking you "got" it. No one does. I've listened to the same Zig Ziglar tape on selling so many times that I can finish his sentences. But every time I listen, I get something new. Mastering the basics is NOT something the bottom 80% of the success pyramid do. They're always on to the new thing...the new guru, the shiny new object.
And finally, the thing I'm REALLY grateful for it that next week is the LAST full-day event we're holding until April of next year. GREAT news for me, but bad news for you if you miss it:
http://www.varseminar.com/
Tuesday, November 17, 2009
What Are You REALLY Selling To Your Clients?
Last week at my Producers Club meeting Carmine Gallo, author of "Fire Them Up" and "The Presentation Secrets Of Steve Jobs" delivered a 1/2 day workshop on how to be a more influential, persuasive and effective LEADER of your company.
On the surface, many would have thought his presentation was about delivering public presentations or being a better communicator; however, that's a far-too simplistic description of what he actually delivered...and anyone who sat through his presentation and came away with that impression missed the real "meat" of the session.
As a LEADER of your company, you are always influencing and persuading; whether it be a new prospect to become a client or an employee to step up and do his job better. Problem is (as many of you already know) most small IT business owners are terrible communicators. They lack clarify of vision and passion about what they do. They fail to clarify their company vision not only to employees, but also vendors, clients and to themselves. They are unclear on what they are REALLY delivering to clients and therefore think they are selling outsourced computer services.
Not so.
If you think that's what you're really selling, I promise you're missing the boat. So here's a quick exercise worthy of a few hours of work:
1. Develop a "Twitter Post" sentence about what you do. It should have passion and EMOTION. Here's another hint: It shouldn't be about fixing computers...it should be about what you are REALLY delivering to your clients (peace of mind, simplification of problems, hope, convenience, etc.)
2. Once you have that, then outline 3 things that make you different. Ideally these should be short word clips.
Here's an example:
"We are 'success facilitators' for small business owners; we erase problems so they can focus all their time and energy on what they're really passionate about."
What makes us different are three things:
1. We fix things fast.
2. We fix things right.
3. We guarantee the results.
Now, it's your turn...
Want MORE of these types of insights to marketing, communication and leadership? You only have two chances left: http://www.varseminar.com/
On the surface, many would have thought his presentation was about delivering public presentations or being a better communicator; however, that's a far-too simplistic description of what he actually delivered...and anyone who sat through his presentation and came away with that impression missed the real "meat" of the session.
As a LEADER of your company, you are always influencing and persuading; whether it be a new prospect to become a client or an employee to step up and do his job better. Problem is (as many of you already know) most small IT business owners are terrible communicators. They lack clarify of vision and passion about what they do. They fail to clarify their company vision not only to employees, but also vendors, clients and to themselves. They are unclear on what they are REALLY delivering to clients and therefore think they are selling outsourced computer services.
Not so.
If you think that's what you're really selling, I promise you're missing the boat. So here's a quick exercise worthy of a few hours of work:
1. Develop a "Twitter Post" sentence about what you do. It should have passion and EMOTION. Here's another hint: It shouldn't be about fixing computers...it should be about what you are REALLY delivering to your clients (peace of mind, simplification of problems, hope, convenience, etc.)
2. Once you have that, then outline 3 things that make you different. Ideally these should be short word clips.
Here's an example:
"We are 'success facilitators' for small business owners; we erase problems so they can focus all their time and energy on what they're really passionate about."
What makes us different are three things:
1. We fix things fast.
2. We fix things right.
3. We guarantee the results.
Now, it's your turn...
Want MORE of these types of insights to marketing, communication and leadership? You only have two chances left: http://www.varseminar.com/
Tuesday, November 3, 2009
My Lunch With A Billionaire
A few weeks ago I attended a private lunch with Sir Richard Branson, founder of the Virgin brands and 261st wealthiest person in the world. This session was organized by my friend Joe Polish, President of Piranha Marketing and in attendance were 15 other highly successful entrepreneurs who (like me) are extremely interested in learning how the mega-successful accomplish so much while others constantly flounder, flop and struggle.
At the meeting he said a few things that intrigued me, but nothing that surprised me. I made sure I read his books on how he built his empire, so I was already familiar with his philosophies on success, risk taking, building teams and having fun. He truly is a genuine, charming entrepreneur with a heart of gold.
From my perspective, one of the things that has enabled him to attain such incredible success is his courage in taking risks and his tenacity in picking up the pieces when things go wrong and starting over. Many people think that successful people are somehow that way because of a lucky break or being at the right place at the right time. Perhaps...
But one thing I know for sure is this: the elevator goes both directions, up and DOWN. I simply don't know of anyone who achieves great things without having to wade through a mire of unbelievable setbacks, problems and crushing blows -- often unfair and undeserved. Personally, I think this is a major difference between those who reach high places and those who never will - successful people have a habit of reacting quickly to a setback and giving 1,000% to overcoming it. Those who are not simply lay there and give up.
Consider the small IT space as an example. I know of many IT business owners who have given up, thrown in the towel, and closed shop. Maybe you've been the lucky recipient of their abandoned clients. They've taken Woody Allen's cheeky advice which is, "If at first you don't succeed, stop trying and embarrassing yourself."
The question I often think to myself when I hear this is did they REALLY do everything possible to turn the situation around before giving up? Did they honestly take massive action and do everything possible to drive more sales and profits, or did they find ways to stay "too busy" to do any serious work in prospecting for new opportunities? Being too busy is a poor excuse, especially if you're broke in a dying business.
What could you possibly be so busy doing that keeps you from focusing on your #1 role and responsibility of bringing in revenue?
But again, far too many are easily stopped by the inevitable setbacks, disappointments and failed attempts that will undoubtedly happen whenever one is trying to achieve a big goal or overcome a difficult situation. Success doesn't come without a price - and the reason so few achieve it is often directly tied to their unwillingness to pick themselves up again and again UNTIL they have crossed the finish line, scored the goal and achieved what they set out to do.
And if you want to see IT business owners who, just like you, have overcome major setbacks and difficulties to achieve unheard of success during this incredibly difficult recession, then you certainly need to get to one of the final seminars we are holding on this topic:
http://www.varseminar.com/
At the meeting he said a few things that intrigued me, but nothing that surprised me. I made sure I read his books on how he built his empire, so I was already familiar with his philosophies on success, risk taking, building teams and having fun. He truly is a genuine, charming entrepreneur with a heart of gold.
From my perspective, one of the things that has enabled him to attain such incredible success is his courage in taking risks and his tenacity in picking up the pieces when things go wrong and starting over. Many people think that successful people are somehow that way because of a lucky break or being at the right place at the right time. Perhaps...
But one thing I know for sure is this: the elevator goes both directions, up and DOWN. I simply don't know of anyone who achieves great things without having to wade through a mire of unbelievable setbacks, problems and crushing blows -- often unfair and undeserved. Personally, I think this is a major difference between those who reach high places and those who never will - successful people have a habit of reacting quickly to a setback and giving 1,000% to overcoming it. Those who are not simply lay there and give up.
Consider the small IT space as an example. I know of many IT business owners who have given up, thrown in the towel, and closed shop. Maybe you've been the lucky recipient of their abandoned clients. They've taken Woody Allen's cheeky advice which is, "If at first you don't succeed, stop trying and embarrassing yourself."
The question I often think to myself when I hear this is did they REALLY do everything possible to turn the situation around before giving up? Did they honestly take massive action and do everything possible to drive more sales and profits, or did they find ways to stay "too busy" to do any serious work in prospecting for new opportunities? Being too busy is a poor excuse, especially if you're broke in a dying business.
What could you possibly be so busy doing that keeps you from focusing on your #1 role and responsibility of bringing in revenue?
But again, far too many are easily stopped by the inevitable setbacks, disappointments and failed attempts that will undoubtedly happen whenever one is trying to achieve a big goal or overcome a difficult situation. Success doesn't come without a price - and the reason so few achieve it is often directly tied to their unwillingness to pick themselves up again and again UNTIL they have crossed the finish line, scored the goal and achieved what they set out to do.
And if you want to see IT business owners who, just like you, have overcome major setbacks and difficulties to achieve unheard of success during this incredibly difficult recession, then you certainly need to get to one of the final seminars we are holding on this topic:
http://www.varseminar.com/
Wednesday, October 21, 2009
Getting Things Done
"But I'm ALREADY stretched too thin, with no staff, money or resources to help me...and you want me to do MARKETING too!?!"
Last week I consulted with a client who was struggling to get my marketing to "work." They requested a refund and said that despite their best efforts, they just couldn't get a return on their investment. Mandy, my director of customer service and "saves" encouraged the client to schedule a call with me to see where things were going pear shaped and try to turn it around.
Fortunately, they agreed to a call.
But can you guess what I discovered? Exactly...
Their "implementation" of my program consisted of printing up a few business cards and one letter campaign to their client base that resulted in zero sales. When I asked if they had implemented the "cheap" stuff first...the 5 around drop? No. Asking for referrals? No. Selling managed services to existing break-fix clients? No. Any JVs? Nope. Adding his web site to Google local search? No. Developing client case studies and testimonials? No. Reactivating old customers or revisiting unconverted leads? No. Networking? Yes, but the groups he was in were generating zero sales (of course my next question was why is he continuing to go there, to which there was no good answer.)
After a couple of minutes of this he said in a VERY exasperated tone, "But I'm so BUSY servicing my own clients that I don't have time to do marketing...and I'm terrible at selling!!!!"
Look, I NEVER said this would be easy - and being "good" or "bad" at anything is a CHOICE, not a death sentence. As a matter of fact, I've been careful to tell clients that my marketing system is NOT a magic, "get-rich-quick" fix. Hear me out: THEY DO NOT EXIST!
The FTC is getting all over companies who are preying on people's secret desire to get rich quickly, easily and with no work - and rightfully so. Folks, the path to success is NOT an easy one. If it were, everyone would be multi-millionaires, running thriving, successful businesses. If there were ONE secret to success, there would be ONE book written about it, we would all buy that book and be off to the races.
No worthwhile goal comes easy -- you will have to work at it. You will have to be BETTER than you are right now...with more skills, more abilities and more practice. Wherever you are right now in your business, your life and your income is a direct result of the skills and abilities you've developed right now. If you want better results, YOU have to get better.
Better at managing your time, creating boundaries and prioritizing tasks. Better at marketing and selling. Better at hiring, managing and building teams. Better at customer service. Better at managing the numbers in your business to guarantee a higher profit margin.
And better at managing your emotional reaction to setbacks so you don't get upset, angry and then give up because you don't know how to figure it all out right now.
Highly successful entrepreneurs aren't successful by accident -- they WORK at it. Day and night. They don't give themselves "get off easy" cards. They set goals, make plans and EXECUTE those plans with massive action.
Does it always work? Hell no! But the difference between those who succeed and those who flop, fumble and flounder is simple: they keep pushing, getting more determined, more focused and more EDUCATED on how to get things accomplished.
So to be clear --- when you come to one of my seminars, don't come looking for a magic trick. If that's you, stay home. I can't offer you that.
What I CAN offer you is a well researched, well documented, fully-tested set of strategies that HAVE been proven to work time and time again for IT businesses in all levels, stages and sizes. To those who truly want to be winners instead of whiners, it will be a VERY profitable, eye-opening day.
Come join us:
http://www.varseminar.com
Last week I consulted with a client who was struggling to get my marketing to "work." They requested a refund and said that despite their best efforts, they just couldn't get a return on their investment. Mandy, my director of customer service and "saves" encouraged the client to schedule a call with me to see where things were going pear shaped and try to turn it around.
Fortunately, they agreed to a call.
But can you guess what I discovered? Exactly...
Their "implementation" of my program consisted of printing up a few business cards and one letter campaign to their client base that resulted in zero sales. When I asked if they had implemented the "cheap" stuff first...the 5 around drop? No. Asking for referrals? No. Selling managed services to existing break-fix clients? No. Any JVs? Nope. Adding his web site to Google local search? No. Developing client case studies and testimonials? No. Reactivating old customers or revisiting unconverted leads? No. Networking? Yes, but the groups he was in were generating zero sales (of course my next question was why is he continuing to go there, to which there was no good answer.)
After a couple of minutes of this he said in a VERY exasperated tone, "But I'm so BUSY servicing my own clients that I don't have time to do marketing...and I'm terrible at selling!!!!"
Look, I NEVER said this would be easy - and being "good" or "bad" at anything is a CHOICE, not a death sentence. As a matter of fact, I've been careful to tell clients that my marketing system is NOT a magic, "get-rich-quick" fix. Hear me out: THEY DO NOT EXIST!
The FTC is getting all over companies who are preying on people's secret desire to get rich quickly, easily and with no work - and rightfully so. Folks, the path to success is NOT an easy one. If it were, everyone would be multi-millionaires, running thriving, successful businesses. If there were ONE secret to success, there would be ONE book written about it, we would all buy that book and be off to the races.
No worthwhile goal comes easy -- you will have to work at it. You will have to be BETTER than you are right now...with more skills, more abilities and more practice. Wherever you are right now in your business, your life and your income is a direct result of the skills and abilities you've developed right now. If you want better results, YOU have to get better.
Better at managing your time, creating boundaries and prioritizing tasks. Better at marketing and selling. Better at hiring, managing and building teams. Better at customer service. Better at managing the numbers in your business to guarantee a higher profit margin.
And better at managing your emotional reaction to setbacks so you don't get upset, angry and then give up because you don't know how to figure it all out right now.
Highly successful entrepreneurs aren't successful by accident -- they WORK at it. Day and night. They don't give themselves "get off easy" cards. They set goals, make plans and EXECUTE those plans with massive action.
Does it always work? Hell no! But the difference between those who succeed and those who flop, fumble and flounder is simple: they keep pushing, getting more determined, more focused and more EDUCATED on how to get things accomplished.
So to be clear --- when you come to one of my seminars, don't come looking for a magic trick. If that's you, stay home. I can't offer you that.
What I CAN offer you is a well researched, well documented, fully-tested set of strategies that HAVE been proven to work time and time again for IT businesses in all levels, stages and sizes. To those who truly want to be winners instead of whiners, it will be a VERY profitable, eye-opening day.
Come join us:
http://www.varseminar.com
Wednesday, October 14, 2009
Warning Managed Service Providers: You ARE The Target And You WILL Be Under Assault
About a month ago I was flying back from Phoenix when I ran into a client (Dan McCoy) on the plane who had just come back from the 3-day Zenith/Pointivity training led by Kent Erickson.
On the 3 1/2 hour plane ride to Nashville he slipped me a note saying how powerful the training was and how Kent had him shaking in his boots that the new cloud computing model was basically going to wipe out IT consulting as we know it today.
I've not been to the training but his comments echo that of several other clients I've talked to. Personally, I DO think cloud computing will be a game changer for this industry.
However, I ALSO know that new technology doesn't sell itself. I also know that business owners are NOT looking for the latest technology, they are looking for a trusted advisor...someone who can take a leadership role and help them cut through all the confusing hype, acronyms and techno-babble so they can just focus on running their business.
The problem is, most managed services providers are technicians at heart and don't know how to communicate to their clients in a way that positions them as a trusted BUSINESS advisor...and THAT is the REAL danger here.
The real threat to an IT business is their leaders complete incompetence in getting and monetizing the clients they have...their inexperience in managing their business to guarantee a PROFIT...their weak ability to secure new clients and sell at price points that give them oxygen (profits) to expand and grow...and their inability to hire and lead a team.
History shows the IT channel has ALWAYS been changing...there are always new technologies being released and the big guys have ALWAYS had their fingers in the pie. And the fact remains that only those with poor business skills are the ones who shrivel and die or -- worse yet -- hang around for years just scraping by, barely turning a profit, owning a J-O-B rather than a business.
It is THOSE people who should be shaking in their boots because they have zero ability recognize and ACT ON opportunities in the marketplace, capitalize on trends and run a successful, lucrative business.
And one of the biggest skills they lack is their ability to define a powerful marketing strategy and execute it...which is EXACTLY why you need to attend one of my last two full-day marketing training sessions: http://www.varseminar.com/
Shameless plug? Yes.
But it IS true. Talk to any successful, fast-growing IT business owner about the importance of marketing and selling and they'll validate this 1,000%. Do you absolutely need this training to have a successful business? No. Could it benefit you greatly? Absolutely.
So get off your butt and register...there are only 2 left and once they're gone, they're gone. Do it now before yet another opportunity passes you by...
On the 3 1/2 hour plane ride to Nashville he slipped me a note saying how powerful the training was and how Kent had him shaking in his boots that the new cloud computing model was basically going to wipe out IT consulting as we know it today.
I've not been to the training but his comments echo that of several other clients I've talked to. Personally, I DO think cloud computing will be a game changer for this industry.
However, I ALSO know that new technology doesn't sell itself. I also know that business owners are NOT looking for the latest technology, they are looking for a trusted advisor...someone who can take a leadership role and help them cut through all the confusing hype, acronyms and techno-babble so they can just focus on running their business.
The problem is, most managed services providers are technicians at heart and don't know how to communicate to their clients in a way that positions them as a trusted BUSINESS advisor...and THAT is the REAL danger here.
The real threat to an IT business is their leaders complete incompetence in getting and monetizing the clients they have...their inexperience in managing their business to guarantee a PROFIT...their weak ability to secure new clients and sell at price points that give them oxygen (profits) to expand and grow...and their inability to hire and lead a team.
History shows the IT channel has ALWAYS been changing...there are always new technologies being released and the big guys have ALWAYS had their fingers in the pie. And the fact remains that only those with poor business skills are the ones who shrivel and die or -- worse yet -- hang around for years just scraping by, barely turning a profit, owning a J-O-B rather than a business.
It is THOSE people who should be shaking in their boots because they have zero ability recognize and ACT ON opportunities in the marketplace, capitalize on trends and run a successful, lucrative business.
And one of the biggest skills they lack is their ability to define a powerful marketing strategy and execute it...which is EXACTLY why you need to attend one of my last two full-day marketing training sessions: http://www.varseminar.com/
Shameless plug? Yes.
But it IS true. Talk to any successful, fast-growing IT business owner about the importance of marketing and selling and they'll validate this 1,000%. Do you absolutely need this training to have a successful business? No. Could it benefit you greatly? Absolutely.
So get off your butt and register...there are only 2 left and once they're gone, they're gone. Do it now before yet another opportunity passes you by...
Wednesday, September 30, 2009
Has The Economy Turned You Into A Turtle?
Many years ago when I was selling computer training for CGI Systems I met a man named Martin Bean who, last I heard, was the General Manager of Marketing and Business Development for Microsoft's Education Division.
Martin is a very sharp guy and a dynamic speaker who would attend industry conferences for computer training centers and inspire them to do a better job at selling and marketing. One of biggest sales obstacles business owners would give for NOT investing in training is, "What if I train them and they leave?"
To which Martin would reply, "What if you DON'T train them and they STAY?"
If you are the owner of an IT business, you should get a chuckle out of that one -- but the reality is that most companies (not just IT consulting businesses) really DON'T value learning or training, giving it only lip service. And while reading books is certainly a good way to learn, another invaluable way is getting out of your four walls and attending conferences where you can network with your peers.
In his book "Simply Success," Jack Miller, former CEO of Quill Corporation wrote:
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"You can't make the mistake of being a turtle. And, as silly as it sounds, it's easy when you run a business. Lots of promising entrepreneurs get so bogged down in the day-to-day work of running a business that they never poke their head out of the shell. They never take time to learn. And a business owner who isn't constantly striving to learn is soon finding they are learning how to deal with negative cash flow or, at the most, a stagnant business."
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Jack built his business from nothing to $630 million dollars so the man obviously knows something about being successful in business. And one of his key recommendations is to frequently attend industry conferences for networking with your peers and vendors.
From my experience, many folks are so scared, so freaked out and so stressed right now that they're shutting themselves in and NOT attending training and industry events when clearly they need fresh new ideas and inspiration more than ever.
Later today I'm going to get on a plane and head to Vegas for SMB Nation, a key industry event where many small and medium IT consulting firms will be gathering to discuss best practices. My full-day session on October 1 will not only feature yours truly talking about the top 10 marketing systems that are bringing in new business right now, but also 4 of my TOP clients in a show and tell demonstration revealing how they are securing 6-figure sales increases despite the fact that the economy is still bumping along the bottom.
This is one in four sessions I'm delivering this year, with the other being in Newark, Orlando and LA. Will you be there, or are you convinced you "can't afford" to go?
http://www.varseminar.com/
Martin is a very sharp guy and a dynamic speaker who would attend industry conferences for computer training centers and inspire them to do a better job at selling and marketing. One of biggest sales obstacles business owners would give for NOT investing in training is, "What if I train them and they leave?"
To which Martin would reply, "What if you DON'T train them and they STAY?"
If you are the owner of an IT business, you should get a chuckle out of that one -- but the reality is that most companies (not just IT consulting businesses) really DON'T value learning or training, giving it only lip service. And while reading books is certainly a good way to learn, another invaluable way is getting out of your four walls and attending conferences where you can network with your peers.
In his book "Simply Success," Jack Miller, former CEO of Quill Corporation wrote:
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"You can't make the mistake of being a turtle. And, as silly as it sounds, it's easy when you run a business. Lots of promising entrepreneurs get so bogged down in the day-to-day work of running a business that they never poke their head out of the shell. They never take time to learn. And a business owner who isn't constantly striving to learn is soon finding they are learning how to deal with negative cash flow or, at the most, a stagnant business."
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Jack built his business from nothing to $630 million dollars so the man obviously knows something about being successful in business. And one of his key recommendations is to frequently attend industry conferences for networking with your peers and vendors.
From my experience, many folks are so scared, so freaked out and so stressed right now that they're shutting themselves in and NOT attending training and industry events when clearly they need fresh new ideas and inspiration more than ever.
Later today I'm going to get on a plane and head to Vegas for SMB Nation, a key industry event where many small and medium IT consulting firms will be gathering to discuss best practices. My full-day session on October 1 will not only feature yours truly talking about the top 10 marketing systems that are bringing in new business right now, but also 4 of my TOP clients in a show and tell demonstration revealing how they are securing 6-figure sales increases despite the fact that the economy is still bumping along the bottom.
This is one in four sessions I'm delivering this year, with the other being in Newark, Orlando and LA. Will you be there, or are you convinced you "can't afford" to go?
http://www.varseminar.com/
Wednesday, September 23, 2009
The Lid On Your Company's Growth Is...
Have you ever wondered what the REAL lid is to your company's growth? Is it the market or city you are in? The economy? Finding good people? Is it being able to make enough profit to reinvest into your company?
I think I found a GREAT answer to this question yesterday that I wanted to share with you. Let me explain...
Yesterday I spent a full day attending an EntreLeadership seminar with Dave Ramsey. For those of you who are not familiar with Dave, he has a nationally syndicated radio show where he teaches people how to get out of debt and become financially free. He's written several best-selling books, holds seminars across the country and has his program (Financial Peace University) in thousands of churches all over the world with millions of people going through it.
Dave has just shy of 300 people and has built this hugely successful company in just about 17 years. From what I can gather, his company is generating $25 million+ in revenue.
Clearly there is a lot to be learned from a man who has organically grown a company from a one-bedroom office to a $25 million-dollar, money-making machine; and that is what the event was about...how to be an entrepreneurial leader.
There were a lot of things I learned but one thing Dave said yesterday REALLY stuck with me. He said:
"Your company will NEVER outgrow YOU."
Meaning, YOUR capacity to lead and sell is the lid on your company. Not the market size, not the opportunities, not the lack of good people, not competitors. YOU.
It gets better...
One of the key things Dave ties to leadership is SALESMANSHIP. He is really a MARKETING company first because that's what HE is (and he said that several times throughout the day).
Problem is, most small business owners are NOT salesmen or marketers. They are incredibly limited by their inability to bring in new clients and opportunities, which is one of the key roles of leadership within an organization.
So now I have two questions for you...
#1: Is your inability to bring in new clients on a regular basis a lid on your company?
And the obvious next one is...
#2. What are you going to do RIGHT NOW to "lift the lid?"
Here's a suggestion: http://www.varseminar.com/
I think I found a GREAT answer to this question yesterday that I wanted to share with you. Let me explain...
Yesterday I spent a full day attending an EntreLeadership seminar with Dave Ramsey. For those of you who are not familiar with Dave, he has a nationally syndicated radio show where he teaches people how to get out of debt and become financially free. He's written several best-selling books, holds seminars across the country and has his program (Financial Peace University) in thousands of churches all over the world with millions of people going through it.
Dave has just shy of 300 people and has built this hugely successful company in just about 17 years. From what I can gather, his company is generating $25 million+ in revenue.
Clearly there is a lot to be learned from a man who has organically grown a company from a one-bedroom office to a $25 million-dollar, money-making machine; and that is what the event was about...how to be an entrepreneurial leader.
There were a lot of things I learned but one thing Dave said yesterday REALLY stuck with me. He said:
"Your company will NEVER outgrow YOU."
Meaning, YOUR capacity to lead and sell is the lid on your company. Not the market size, not the opportunities, not the lack of good people, not competitors. YOU.
It gets better...
One of the key things Dave ties to leadership is SALESMANSHIP. He is really a MARKETING company first because that's what HE is (and he said that several times throughout the day).
Problem is, most small business owners are NOT salesmen or marketers. They are incredibly limited by their inability to bring in new clients and opportunities, which is one of the key roles of leadership within an organization.
So now I have two questions for you...
#1: Is your inability to bring in new clients on a regular basis a lid on your company?
And the obvious next one is...
#2. What are you going to do RIGHT NOW to "lift the lid?"
Here's a suggestion: http://www.varseminar.com/
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