The baby boom’s leading edge is turning 60 this year. That means roughly speaking, 1,000,000 more adults will turn 60 each year than has been the case prior to the baby boom. Now, of course, this has been true of this age group for 60 years. They have been impacting schools, politics, consumer spending, and much more as they have moved through the age groups like a pig in a python.
One need not be a prophet to predict that the coming dramatic increase in us old people will result in great business opportunities in health care, leisure living, and golf clubs. However, there is a little talked about impact that may be the biggest headline of all.
The baby boom’s parents are just about to transfer the biggest stack of wealth in the history of the world to their kids. With the USA’s current average life expectancy at 79 or so, at least one parent of most baby boomers are still alive and trying like crazy to spend their money on themselves.
What will be the impact of this wealth transfer to this huge population bulge? Will they be even more hedonistic than now, lavishly spending the money on themselves? Will they become philanthropic, believing that they can secure a place in heaven by spending some of their money on others less fortunate? Will they merely accumulate more bucks in preparation for handing down an even greater largess to the smaller X gen that follows?
How the boomers deal with this mountain of dough will have enormous impact on the US and World economy over the next 10 years. Getting a handle on that trend and its effects may greatly impact your own personal fortune. What do you think the effect will be? Have you figured any of this into your company projections or plans?
Monday, November 28, 2005
Friday, November 25, 2005
How Many of These Attributes Do You Have?
Borrowing heavily (ok, outright copying) from Think and Grow Rich by Napoleon Hill, below are the attributes of leadership that he found when interviewing 100's of successful leaders.
1. Unwavering Courage and self confidence
2. Self Control
3. Keen sense of Justice
4. Definiteness of Decisions
5. Definiteness of Plans
6. Habit of doing more than one is paid for
7. Pleasing Personality
8. Sympathy and Understanding
9. Mastery of Detail
10. Willingness to assume full Responsibility
11. Cooperation
1. Unwavering Courage and self confidence
2. Self Control
3. Keen sense of Justice
4. Definiteness of Decisions
5. Definiteness of Plans
6. Habit of doing more than one is paid for
7. Pleasing Personality
8. Sympathy and Understanding
9. Mastery of Detail
10. Willingness to assume full Responsibility
11. Cooperation
Wednesday, November 23, 2005
The Wealth Transfer Effect - How Will It Effect You and Your Business
Baby Boom Wealth Transfer
The baby boom’s leading edge is turning 60 this year. That means roughly speaking, 1,000,000 more adults will turn 60 each year than has been the case prior to the baby boom. Now, of course, this has been true of this age group for 60 years. They have been impacting schools, politics, consumer spending, and much more as they have moved through the age groups like a pig in a python.
One need not be a prophet to predict that the coming dramatic increase in us old people will result in great business opportunities in health care, leisure living, and golf clubs. However, there is a little talked about impact that may be the biggest headline of all.
The baby boom’s parents are just about to transfer the biggest stack of wealth in the history of the world to their kids. With the USA’s current average life expectancy at 79 or so, at least one parent of most baby boomers are still alive and trying like crazy to spend their money on themselves.
What will be the impact of this wealth transfer to this huge population bulge. Will they be even more hedonistic than now, lavishly spending the money on themselves? Will they become philanthropic, believing that they can secure a place in heaven by spending some of their money on others less fortunate? Will they merely accumulate more bucks in preparation for handing down an even greater largess to the smaller X gen that follows?
How the boomers deal with this mountain of dough will have enormous impact on the US and World economy over the next 10 years. Getting a handle on that trend and its effects may greatly impact your own personal fortune. What do you think the effect will be?
The baby boom’s leading edge is turning 60 this year. That means roughly speaking, 1,000,000 more adults will turn 60 each year than has been the case prior to the baby boom. Now, of course, this has been true of this age group for 60 years. They have been impacting schools, politics, consumer spending, and much more as they have moved through the age groups like a pig in a python.
One need not be a prophet to predict that the coming dramatic increase in us old people will result in great business opportunities in health care, leisure living, and golf clubs. However, there is a little talked about impact that may be the biggest headline of all.
The baby boom’s parents are just about to transfer the biggest stack of wealth in the history of the world to their kids. With the USA’s current average life expectancy at 79 or so, at least one parent of most baby boomers are still alive and trying like crazy to spend their money on themselves.
What will be the impact of this wealth transfer to this huge population bulge. Will they be even more hedonistic than now, lavishly spending the money on themselves? Will they become philanthropic, believing that they can secure a place in heaven by spending some of their money on others less fortunate? Will they merely accumulate more bucks in preparation for handing down an even greater largess to the smaller X gen that follows?
How the boomers deal with this mountain of dough will have enormous impact on the US and World economy over the next 10 years. Getting a handle on that trend and its effects may greatly impact your own personal fortune. What do you think the effect will be?
Sunday, November 20, 2005
Quicken Offers Great Free Info
I almost hate to tell you about this site. Once you go there you may not feel a huge need to come back here. However, I'll take the chance that my folksy method will be very helpful for you in places where their material might be a bit dry.
In any case, no matter where you are in your small business experience, visit this spot for some useful stuff.
In any case, no matter where you are in your small business experience, visit this spot for some useful stuff.
Saturday, November 19, 2005
Peter Drucker Favorite Quotes According to Author Bob Nelson
With the Passing of Peter Drucker, much is being written about he vast body of work. Here is a nice short list of some Druckerisms worth pondering. It was listed as a comment in a blog that I've mentioned before, 800-CEO-READ Blog. If you are not actively working the blogosphere for info, you are missing a bunch of great stuff.
So here is the list as produced by Bob Nelson, author of many best selling business books, including 1001 Ways to Reward Employees.
So here is the list as produced by Bob Nelson, author of many best selling business books, including 1001 Ways to Reward Employees.
I've read many of Dr. Drucker's books (and listened to most of them on audio) and would have to say Managing For Results is my favorite. He helped me realize that simple insights can be very useful to others and to not shy away from those I had about managing people and organizations.
It was Dr. Drucker's tome, Management: Tasks, Resposibilities, Practices that had one of his insights about rewards that grabbed me and helped me realize that managers needed to have new and many ways to reward and motivate their staff:
"Economic incentives are becoming rights rather than rewards. Merit raises are always introduced as rewards for exceptional performance. In no time at all they become a right..." (p 239)
Some of my other favorite Drucker insights include:
"What is our business?
Who is our customer?
What does the customer consider value?"
"You can't manage what you can't measure."
"Managing is getting work done through others."
"Ask people what two things they can improve."
"Today, knowledge has power. It controls access to opportunity and advancement."
"The productivity of work is not the responsibility of the worker, but of the manager."
"Leadership is lifting a person's vision to higher sights, the raising of a person's performance to a higher standard, the building of a personality beyond its normal limitations."
"Start with what is right rather than what is acceptable. Management is doing things right; leadership is doing the right things."
"There is nothing so useless as doing efficiently that which should not be done at all."
"The most important thing in communication is to hear what isn't being said."
"The best way to predict the future is to create it. What you have to do and the way you have to do it is incredibly simple. Whether you are willing to do it, that's another matter. Unless commitment is made, there are only promises and hopes, but no plans."
The list could go on and on...
Bob Nelson, Ph.D. & author
Prognotication - Future Gazing - Naval Contemplation
Call it what you will, from time-to-time I will provide my own special take on what the future holds. I promise not to rehash anybody else's stuff. This will all be original, and probably way off base. Here's the first one.
NOBODY WILL LEAVE THEIR HOUSE ANYMORE
According to Wired Magazine, Americans now live in twice as much square footage per person as the did 50 years ago. This last month saw the introduction of 4 new ways to watch TV. Movie attendance is down. Home delivery of Pizza and Chow Mien is up.
I've been in the bicycle industry for 34 years. Parents aren't buying bikes for kids anymore. They're buying electronic games.
My wife and I like to go out, just the two of us, every Friday night. Choices, even in LA, are: restaurant, movie, play. She says to me last Friday: "Why don't we just do on demand using our 85" TV with theatre equal surround sound. (I have been accused of exaggeration once or twice.) But, you can now buy a projector for $2500 that will pretty much cover your wall with fantastic clarity and depth. Sound systems for under $1000 are phenomenal. And you don't have to worry about cell phones going off or folks talking through the whole thing.
If the TV and the game console don't have it, the computer does. By two years from now, it will all be the same thing anyway.
SO! Question? How will folks never leaving their house effect your business?
Friday, November 18, 2005
CEO BLOG - Picking the Title
The title can be of any length, and search engines will look at your title for information about what your site is all about. They assume that a title is going to be very descriptive of the site. Your customer will be more interested in the first few words of the title.
For instance, you could have just Promotional Products Sales as the title. Your customer who bookmarks this would clearly know what you are when he looks at his bookmark list. Or it could be the name of your company, e.g. Idea Man. It could combine those with the company name first or the descriptive words first. But you don't need to stop there. Add some more descriptive words. These will not show up in the bookmarks because there is only so much space. But the search engine spiders will see them. So, as an example, if you were in the advertising specialty business, your title might be something like Promotional Product Sales - Idea Man - Imprinted Advertising Specialty Products - T Shirts - Mugs - Water Bottles.
Put a hyphen between each idea or phrase. This also helps the search engine to know where to categorize you.
You can change your title all the time. Those who bookmarked you under the old title will still see you that way. But a change might boost you on a search engine.
For instance, you could have just Promotional Products Sales as the title. Your customer who bookmarks this would clearly know what you are when he looks at his bookmark list. Or it could be the name of your company, e.g. Idea Man. It could combine those with the company name first or the descriptive words first. But you don't need to stop there. Add some more descriptive words. These will not show up in the bookmarks because there is only so much space. But the search engine spiders will see them. So, as an example, if you were in the advertising specialty business, your title might be something like Promotional Product Sales - Idea Man - Imprinted Advertising Specialty Products - T Shirts - Mugs - Water Bottles.
Put a hyphen between each idea or phrase. This also helps the search engine to know where to categorize you.
You can change your title all the time. Those who bookmarked you under the old title will still see you that way. But a change might boost you on a search engine.
Wednesday, November 16, 2005
Set Up a CEO Blog - It Is ALL the Rage
Setting Up Your Own Blog in 15 Minutes
I am the proud owner of 5 blogs. Three of them get postings almost every day. The other two are waiting for their day in the sun. With all that experience, I am still no expert on setting up a blog, just an amateur. However, if you are just starting out, I am the perfect person to get you started. I will also list various places you may want to visit on the web that will broaden and deepen your understanding.
1. Who to use as a host? With 50,000,000 blogs already up and running, it may not surprise you that there are lots of folks who would like you to be part of their blog hosting program. The largest is Blogger. You'll notice that my site is a Blogger site. If you click on the little blogger thing up in the left corner, it will take you to a place where you can register your blog name and URL, set up a template, and start posting in about 15 minutes.
I like Blogger because it is easy, free, owned by Google, and will likely continue to offer the best easy site management available. However, there are many other choices.
Many of my blogging friends use typepad. http://www.sixapart.com/typepad/ It is also supposed to be easy (maybe not quite as easy) and potentially offer a few things Blogger doesn't. It costs a small amount per month.
Here, for instance, is a recent article with several of the best tools listed.
http://news.bbc.co.uk/1/hi/technology/4737671.stm
How do you pick a Title, Name and URL. Future posts will cover these issues
I am the proud owner of 5 blogs. Three of them get postings almost every day. The other two are waiting for their day in the sun. With all that experience, I am still no expert on setting up a blog, just an amateur. However, if you are just starting out, I am the perfect person to get you started. I will also list various places you may want to visit on the web that will broaden and deepen your understanding.
1. Who to use as a host? With 50,000,000 blogs already up and running, it may not surprise you that there are lots of folks who would like you to be part of their blog hosting program. The largest is Blogger. You'll notice that my site is a Blogger site. If you click on the little blogger thing up in the left corner, it will take you to a place where you can register your blog name and URL, set up a template, and start posting in about 15 minutes.
I like Blogger because it is easy, free, owned by Google, and will likely continue to offer the best easy site management available. However, there are many other choices.
Many of my blogging friends use typepad. http://www.sixapart.com/typepad/ It is also supposed to be easy (maybe not quite as easy) and potentially offer a few things Blogger doesn't. It costs a small amount per month.
Here, for instance, is a recent article with several of the best tools listed.
http://news.bbc.co.uk/1/hi/technology/4737671.stm
How do you pick a Title, Name and URL. Future posts will cover these issues
Saturday, November 12, 2005
Collection Approaches part II
My bookkeeper does most of the collection work, but those who hit 75 days or so get to my desk. I spend about 15 hours per month on collections. There are a few reasons for this.
1. I get a personal view of whether to keep extending credit to the slow pay account.
2. The customer knows we are serious about collecting. Most folks are still at least somewhat intimidated by the "president" title.
3. I will spot trends of slow payment early. If good customers start to pay slow, it may portend something amiss in the business climate.
4. There are other reasons for slow pay that I want to know about. Maybe the customers are getting poor product or service and this is an act of rebellion. Maybe someone isn't posting credits. One time we had a rash of slow pays, and it turns out that we didn't mail invoices while the bookkeeper was on vacation.
5. I find out if my bookkeeper is doing a good job of collecting.
We have been sending out our first late notices at 60 days. This goes against my own teaching and most collection advice I have read. We are going to move that back to 45 days and see what the results look like. I will report later.
1. I get a personal view of whether to keep extending credit to the slow pay account.
2. The customer knows we are serious about collecting. Most folks are still at least somewhat intimidated by the "president" title.
3. I will spot trends of slow payment early. If good customers start to pay slow, it may portend something amiss in the business climate.
4. There are other reasons for slow pay that I want to know about. Maybe the customers are getting poor product or service and this is an act of rebellion. Maybe someone isn't posting credits. One time we had a rash of slow pays, and it turns out that we didn't mail invoices while the bookkeeper was on vacation.
5. I find out if my bookkeeper is doing a good job of collecting.
We have been sending out our first late notices at 60 days. This goes against my own teaching and most collection advice I have read. We are going to move that back to 45 days and see what the results look like. I will report later.
Credit Policies and Collection Methods
A friend of mine had this to say: To a salesman, a sale takes place when the customer says they think they want to buy. The sales manager wants to see an actual purchase order. The Vice President only believes it when it ships. The President only takes notice when its paid for. The controller finally joins the party when the check clears.
So, how does one make sure they get paid. I'll throw out a few ideas today, and save a few for another day. (Tricky way to get you to come visit me again.)
1. Never ship the first order on open account. (Occasional exceptions allowed, but rare.)
2. Get FIVE credit references. Everybody keeps three good ones no matter how bad they pay.
3. Ask for a personal guarantee. You need home address and phone number. Try for the SS#.
4. Send a friendly fax reminder two days before the invoice is due. Call 5 days after it is due. Always say that you just want to be sure that they received the product and that everything was satisfactory, or that you wanted to be sure they received the invoice. Don't use any "collection" attitudes until about the 3rd call.
5. Have available and offer Credit Card payments.
6. Offer a strong discount for early payments. The earlier you collect an invoice the more likely you are to get paid. I know that is sort of like saying you always find something the last place you look. It is obvious, but it is a critical collection rule.
If you do all of the above, I assure you that you only have rare collection losses. But as promised, I will offer another list on another day. For those of you in sales. This matters to you. If your company doesn't collect, they may not be able to pay you. The best sales people are also the front line of good credit practices.
So, how does one make sure they get paid. I'll throw out a few ideas today, and save a few for another day. (Tricky way to get you to come visit me again.)
1. Never ship the first order on open account. (Occasional exceptions allowed, but rare.)
2. Get FIVE credit references. Everybody keeps three good ones no matter how bad they pay.
3. Ask for a personal guarantee. You need home address and phone number. Try for the SS#.
4. Send a friendly fax reminder two days before the invoice is due. Call 5 days after it is due. Always say that you just want to be sure that they received the product and that everything was satisfactory, or that you wanted to be sure they received the invoice. Don't use any "collection" attitudes until about the 3rd call.
5. Have available and offer Credit Card payments.
6. Offer a strong discount for early payments. The earlier you collect an invoice the more likely you are to get paid. I know that is sort of like saying you always find something the last place you look. It is obvious, but it is a critical collection rule.
If you do all of the above, I assure you that you only have rare collection losses. But as promised, I will offer another list on another day. For those of you in sales. This matters to you. If your company doesn't collect, they may not be able to pay you. The best sales people are also the front line of good credit practices.
Thursday, November 10, 2005
Resume of Randy W. Kirk JD
Randy Kirk
Los Angeles Marketing Consultant helping small businesses grow sales/profits thru SEO, SEM, SMM & traditional marketing
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Give me the ball and let me run. Whether you want to grow your legal
practice, your nail shop, or your manufacturing business, I have done it
before, probably several times, and can help you do it again.
Besides pure marketing, I have helped several of my clients to turn around their business from near bankruptcy or -0- profits to being viable and very profitable.
Besides pure marketing, I have helped several of my clients to turn around their business from near bankruptcy or -0- profits to being viable and very profitable.
Specialties
I use a combination of analytical skills and creativity
to find the smartest, least expensive way to success of products,
people, and businesses.
Experience
2008
– Present
(7 years)
Greater Los Angeles Area
I have spent the last three decades researching, writing eight books and
countless magazine and online articles about, and helping small
businesses to grow through marketing. But in addition to pontificating, I
have also created and managed over 30 businesses.
Over the past four years I have turned my attention to working one-on-one with company owners to help them maximize their business opportunity through marketing. Marketing, in my opinion, includes goal setting, strategies, tactics, and logistics. All need to be addressed to be successful.
We are most effective with bicycle dealers and other retailers, lawyers, manufacturers, importers, and personal services companies. We especially like owners who understand the importance of online marketing, but know they can't keep up. We are unique in that while over 60% of our effort for the average client is online, close to 40% could be trade shows, print, mailing, or bus bench ads.
Check us out online on Amazon or Google, then give me a call. I answer my phone. No long term commitments required. Affordable.
Over the past four years I have turned my attention to working one-on-one with company owners to help them maximize their business opportunity through marketing. Marketing, in my opinion, includes goal setting, strategies, tactics, and logistics. All need to be addressed to be successful.
We are most effective with bicycle dealers and other retailers, lawyers, manufacturers, importers, and personal services companies. We especially like owners who understand the importance of online marketing, but know they can't keep up. We are unique in that while over 60% of our effort for the average client is online, close to 40% could be trade shows, print, mailing, or bus bench ads.
Check us out online on Amazon or Google, then give me a call. I answer my phone. No long term commitments required. Affordable.
1981
– August 2007 (26 years)
Greater Los Angeles Area
Company was founded to market a new bicycle accessory called Mr. Tuffy.
Began as virtual company and within three years became vertical with
plastics manufacturing, silk screen printing, and packaging all produced
in house. Eventually reached $5.5m in sales on 5 continents. Clients
included Target, KMart, Walmart, Sears, Ralphs, CVS, US Army, Navy,
Marines, and wholesalers in several industries.
Specialty products division created products for virtually every company in the Fortune 500.
Company was sold in 2007.
My primary responsibilities were to run day-to-day operations, source funding, design and create new products, find resources for manufacturing and packaging. Also primarily responsible for determining distirbution channels and hiring sales professionals and associates to reach those markets that we targeted.
Specialty products division created products for virtually every company in the Fortune 500.
Company was sold in 2007.
My primary responsibilities were to run day-to-day operations, source funding, design and create new products, find resources for manufacturing and packaging. Also primarily responsible for determining distirbution channels and hiring sales professionals and associates to reach those markets that we targeted.
Skills & Expertise
Education
UCLA School of Law
Doctor of Law (J.D.), Business, Trade, and Tax Law
1970 – 1975
Also took classes at Anderson School during this time.
Recommendations For Randy
Outside the box Marketing Strategist for Small Businesses Online and Off
Randy Kirk & Associates
“Randy is always looking for the inside edge to boost your exposure
to business traffic. He is a savvy internet guru that stays current on
all of the Google trends which makes he and his group of associates a
worthwhile investment that pays you back. I have seen him work on
several businesses who have enjoyed the increased flow of opportunities
as a result of his SEO, blog, social networking tools and general
marketing endeavors.”
April 26, 2011
1st
Marcos Santa Ana, Architect, AIA, GC,
President, Alloi Inc.
was with another company when working with Randy at Randy Kirk & Associates
was with another company when working with Randy at Randy Kirk & Associates
“Randy is a marketing guru.”
January 16, 2010
1st
Ollie Danner,
President, Page1Listings.com
worked directly with Randy at Randy Kirk & Associates
worked directly with Randy at Randy Kirk & Associates
Additional Information
- Websites:
- Twitter:
- Interests:
- Groups and Associations:
-
-
- Honors and Awards:
- Optimist of the Year
Optimist of the Decade
Personal Information
- Phone:
- 310-910-1848 (Work)
- Address:
- 6541 S Copperwood Ave
Inglewood CA 90302 - Birthday:
- March 16, 1948
- Marital status:
- Married
Contact Randy for:
- expertise requests
- business deals
- getting back in touch
Writing and speaking
Articles - Wrote extensively for Locksmith Ledger, Bicycle Business Journal, American Bicyclist, and Bicycle Dealer Showcase. Contributed article for Inc Magazine.
Speaking - Featured speaker for over 10 years in Bicycle Dealer Showcase shows and Interbike Shows.
Books
Principles of Bicycle Retailing - Self Published - out of print
Principles of Bicycle Retailing, the Second Edition - Infonet Publishing - still available
Bicycle Dealer's Guide to Getting Rich in the Recession - Infonet Publishing - still available
Principles of Bicycle Retailing III - Infonet Publishing - still available, reviews on Amazon
When Friday Isn't Payday - Warner Business Books - Inc Magazine called this one of three best business books of 1994 with front page story. Still available.
Running a 21st Century Small Business - updated version of When Friday Isn't Payday - Warner Business Books - over 4 star (out of 5) average in reviews on Amazon - still available.
Family
Married with 4 children and one ward. Six grandchildren.
Community
Active for 17 years in Sunrise Optimist Club of Santa Monica
Very Active for last 17 years with Venice Baptist Church
Letters of recommendation, both business and personal, upon request.
Wednesday, November 09, 2005
Grassroots Marketing
Found this site with a list of the top ten books (according to the blogger) on grassroots marketing. I haven't read any of them, but have seen a lot of comment about Purple Cow.
In general I'm pretty impressed with this blog. You might want to check out the top ten list and then link around a bit.
In general I'm pretty impressed with this blog. You might want to check out the top ten list and then link around a bit.
Google Your Name
Go ahead. Put your name in the Google search engine. Do you show up in the top ten? Top 50? Top 100? Now try my name, Randy Kirk. Do you think it would help your business to have your name at the top of the list in Google?
As important as it is today, I think it will be huge in the future. As the internet becomes more and more complex, you are going to want a "personal portal" where you can send folks that will get them to all of your activity. If you can say: "just Google my name" you have created that portal for free.
Well, not totally free. In order to have your name recognised by Google, your name needs to appear on the web. One of my friends has a name that is much more common than mine. Mike or Michael Williams. But if you Google his name, using either first name, he is in the top three. He has only one blog (a very good one), but he also paid for Google advertising in the right column for a while. Doesn't cost much, because no one is competing for that keyword.
The other aspect that isn't free is the time spent on the blog. However, if you have a website, you can put names on that. You can also get listed on association websites. If you send out PR releases for web news groups, and they print your PR release, it will help move your name up the list. You can also participate in forums. Note that one of the reasons my name is seen in the top listings is from participating in a forum.
Get busy. You may be shocked at how many others have your same name. Start building your very personal brand now. In 2006, I'll be reporting on a new aspect of communication and selling that will make this branding even more important.
As important as it is today, I think it will be huge in the future. As the internet becomes more and more complex, you are going to want a "personal portal" where you can send folks that will get them to all of your activity. If you can say: "just Google my name" you have created that portal for free.
Well, not totally free. In order to have your name recognised by Google, your name needs to appear on the web. One of my friends has a name that is much more common than mine. Mike or Michael Williams. But if you Google his name, using either first name, he is in the top three. He has only one blog (a very good one), but he also paid for Google advertising in the right column for a while. Doesn't cost much, because no one is competing for that keyword.
The other aspect that isn't free is the time spent on the blog. However, if you have a website, you can put names on that. You can also get listed on association websites. If you send out PR releases for web news groups, and they print your PR release, it will help move your name up the list. You can also participate in forums. Note that one of the reasons my name is seen in the top listings is from participating in a forum.
Get busy. You may be shocked at how many others have your same name. Start building your very personal brand now. In 2006, I'll be reporting on a new aspect of communication and selling that will make this branding even more important.
Monday, November 07, 2005
Choose THE CHOICE by Og Mandino
Are you currently hitting your sales goals? Are you setting any? Are you satisfied with your income? Are you happy with your career progress?
You might think that since I write these articles that I have it all figured out. But truly, just like you, I need to constantly refresh my knowledge. When it comes to selling especially, there is a tendency for salesfolks to forget one or more of the principles which are critical to sales success.
So, while I was on vacation, I started to reread some of the success and motivation classics. My library contains quite a few, and some of them are so old they are almost falling apart.
THE CHOICE by Og Mandino was the first one I picked up to reread. Unlike many other writers of this genre, Og doesn't give you a list of things to do, or set out an outline of approaches or methods. He tells you a story. In THE CHOICE, you get a glimpse into the life of Mark Christopher, the youngest VP of sales for Treasury Insurance Company. And Mark is faced with a choice that would get anyone's attention.
Through this parable, Og Mandino touches your heart as well as your brain. The goal of any such work is to stimulate the reader to greater levels of achievement. But once again, Mandino is a little different than most. He offers lessons that will increase your earning power, but the lesson includes considerations for balancing other aspects of your life with your career.
Find THE CHOICE and other excellent books by Og Mandino at all the usual place. Highly recommend that you make this book required reading for all executives and sales staff.
You might think that since I write these articles that I have it all figured out. But truly, just like you, I need to constantly refresh my knowledge. When it comes to selling especially, there is a tendency for salesfolks to forget one or more of the principles which are critical to sales success.
So, while I was on vacation, I started to reread some of the success and motivation classics. My library contains quite a few, and some of them are so old they are almost falling apart.
THE CHOICE by Og Mandino was the first one I picked up to reread. Unlike many other writers of this genre, Og doesn't give you a list of things to do, or set out an outline of approaches or methods. He tells you a story. In THE CHOICE, you get a glimpse into the life of Mark Christopher, the youngest VP of sales for Treasury Insurance Company. And Mark is faced with a choice that would get anyone's attention.
Through this parable, Og Mandino touches your heart as well as your brain. The goal of any such work is to stimulate the reader to greater levels of achievement. But once again, Mandino is a little different than most. He offers lessons that will increase your earning power, but the lesson includes considerations for balancing other aspects of your life with your career.
Find THE CHOICE and other excellent books by Og Mandino at all the usual place. Highly recommend that you make this book required reading for all executives and sales staff.
Saturday, November 05, 2005
A Brain Cell Here, A Brain Cell There
I think I would be on safe ground to say that salespeople are more vulnerable to substance abuse than the general population. I would extend this observation to include gambling, sexual addictions, and prescription drug abuse. Before you get upset, consider:
1. Sales people are commonly called on to entertain clients or to be part of outings that include drinking, gambling, and even drugs or sex. The availability of these activities provides lures into which those with predilections for abuse can be snared.
2. Sales is often very high stress. Abuse of alcohol, drugs, or sex often starts with moderate use to numb the senses when things are not going according to plan.
3. Road trips provide a huge temptation to experiment with behaviors without anyone being the wiser. Las Vegas even advertises this idea "Whatever Happens in Las Vegas Stays in Las Vegas."
4. Sales types are often people pleasers. They want to be liked and to be doing what the in crowd is doing. This reduces the resistance that we might normally put up to overdoing things.
5. The average sales person can easily afford to indulge in these behaviors. To make things even easier, much is offered for free or can be put on an expense account. I have personally seen a salesman put sexual expenses on the company credit card. He was terminated.
Hopefully it goes without saying that overuse of any of these can result in a substantial drop in your effectiveness. How do you protect yourself against a potentially career destroying decision to indulge beyond your limits?
A. Know yourself. Nobody knows they are susceptible to addiction in some area until its too late. However, check the warning signs. Are you likely to indulge because you are hurting and need to cover the pain? Are you inclined to do things because everyone else is? Are you finding it hard to stop a certain behavior when everything in your soul is telling you it time to stop? Are you spending money you don't have on the activity? Are you lying to your wife, boss, or other significant other in your life about what you are doing? Are you hiding your use from others? Are you embarrassed or ashamed? Have you done stupid things as a result of the habit that brought about problems later? Has your job been effected? Have you answered the above questions honestly?
B. Set boundaries. Before you head for the party, decide in advance how many drinks you will have. If you don't hold to that limit, see number A above. If you consistently don't hold to limits you set, stop doing the behavior entirely.
C. Establish accountability with someone. If you are concerned about one of these areas, ask someone to hold you to your plan. In order for this to work, the person who takes on the task must be someone who you respect enough to have an impact.
D. If you have been hiding the evidence from your spouse, avoid the kinds of opportunities that were giving you a hiding place. If you are doing porn, for instance, don't be home by yourself for long periods of time. Tell the hotel desk you want the adult channels deactivated. Or, better yet, admit the behavior to your spouse and ask for help in ending the problem.
E. Take a look at the big picture. What is more important? Your income, your spouse, your kids, your reputation, your health, OR drugs, sex, and rock'n roll? I'm not trying to be a poop, here. But I have enough stories to write an entire book about folks I know who had massive potential that are badly messed up now, or who are still recovering.
1. Sales people are commonly called on to entertain clients or to be part of outings that include drinking, gambling, and even drugs or sex. The availability of these activities provides lures into which those with predilections for abuse can be snared.
2. Sales is often very high stress. Abuse of alcohol, drugs, or sex often starts with moderate use to numb the senses when things are not going according to plan.
3. Road trips provide a huge temptation to experiment with behaviors without anyone being the wiser. Las Vegas even advertises this idea "Whatever Happens in Las Vegas Stays in Las Vegas."
4. Sales types are often people pleasers. They want to be liked and to be doing what the in crowd is doing. This reduces the resistance that we might normally put up to overdoing things.
5. The average sales person can easily afford to indulge in these behaviors. To make things even easier, much is offered for free or can be put on an expense account. I have personally seen a salesman put sexual expenses on the company credit card. He was terminated.
Hopefully it goes without saying that overuse of any of these can result in a substantial drop in your effectiveness. How do you protect yourself against a potentially career destroying decision to indulge beyond your limits?
A. Know yourself. Nobody knows they are susceptible to addiction in some area until its too late. However, check the warning signs. Are you likely to indulge because you are hurting and need to cover the pain? Are you inclined to do things because everyone else is? Are you finding it hard to stop a certain behavior when everything in your soul is telling you it time to stop? Are you spending money you don't have on the activity? Are you lying to your wife, boss, or other significant other in your life about what you are doing? Are you hiding your use from others? Are you embarrassed or ashamed? Have you done stupid things as a result of the habit that brought about problems later? Has your job been effected? Have you answered the above questions honestly?
B. Set boundaries. Before you head for the party, decide in advance how many drinks you will have. If you don't hold to that limit, see number A above. If you consistently don't hold to limits you set, stop doing the behavior entirely.
C. Establish accountability with someone. If you are concerned about one of these areas, ask someone to hold you to your plan. In order for this to work, the person who takes on the task must be someone who you respect enough to have an impact.
D. If you have been hiding the evidence from your spouse, avoid the kinds of opportunities that were giving you a hiding place. If you are doing porn, for instance, don't be home by yourself for long periods of time. Tell the hotel desk you want the adult channels deactivated. Or, better yet, admit the behavior to your spouse and ask for help in ending the problem.
E. Take a look at the big picture. What is more important? Your income, your spouse, your kids, your reputation, your health, OR drugs, sex, and rock'n roll? I'm not trying to be a poop, here. But I have enough stories to write an entire book about folks I know who had massive potential that are badly messed up now, or who are still recovering.
Friday, November 04, 2005
The Labor Shortage is Upon Us Again
I can't speak for the rest of the country or even all of California, but here in Southern California we are short of qualified workers. This is especially true of entry level people. Our company is currently finding it absolutely impossible to find third shift workers, and forget minimum wage.
Even at the local Home Depot the workers are demanding $100 a day. So why is there such a huge disconnect between the booming economy, the low unemployment rates, and the attitudes of the public as measured in the consumer confidence index? It can only be explained by main stream media, and its effort to undermine this president at any cost.
Don't look now, but the last time the labor pool dried up (1999), we had to have a recession to correct things. I'm terrible at making predictions about the timing of such things, but keep your eye on the quality of customer service where you trade, both as an owner, and as Joe consumer.
Big piece of evidence - We're having trouble getting call backs from COPIER SALESMEN!?!
Even at the local Home Depot the workers are demanding $100 a day. So why is there such a huge disconnect between the booming economy, the low unemployment rates, and the attitudes of the public as measured in the consumer confidence index? It can only be explained by main stream media, and its effort to undermine this president at any cost.
Don't look now, but the last time the labor pool dried up (1999), we had to have a recession to correct things. I'm terrible at making predictions about the timing of such things, but keep your eye on the quality of customer service where you trade, both as an owner, and as Joe consumer.
Big piece of evidence - We're having trouble getting call backs from COPIER SALESMEN!?!
Thursday, November 03, 2005
Every Mass Correspondence Must Be Delightful
Time to send your customer list another mailing or e-mailing or faxing? It may be the time because:
A. You send one out at this time every month (week, quarter)
B. You haven't done one in a while, and you need the business
C. You've never done one and it seems like a good idea
D. The person on staff who usually does it is out, and you have to do it.
Whatever your reason for sending out a mass correspondence, even if it is an expected and highly anticipated piece, don't send it if its boring.
Don't Get Junked
Because what you are sending out is generally seen as a sales piece, even if there is non-commercial content, you are always on the thin line of being discarded. If you aren't in the mood, or have nothing interesting to say, but you go ahead and send some lukewarm blah anyway, you have further tipped the scale with regard to your next piece. The second time is death. The third strike, you're out.
This can also be true even if your material is pretty smart and pithy, but too narrow to appeal to everyone on the list. You'll note that this blog moves around from things about selling to marketing to web sites to e-mails to even personal stuff. That is intentional. You might not be interested in the first post on the page, but when you scroll down, hopefully you'll find one or two articles that keep you coming back.
Make it Delightful
Conclusion. Everything you write to your customer should be written with one question in your mind: "Is this delightful?" Don't always count on your own stuff being great when there is so much material on the internet available for outstanding content.
P.S. If I write something really boring, please note in the comment section. : )
A. You send one out at this time every month (week, quarter)
B. You haven't done one in a while, and you need the business
C. You've never done one and it seems like a good idea
D. The person on staff who usually does it is out, and you have to do it.
Whatever your reason for sending out a mass correspondence, even if it is an expected and highly anticipated piece, don't send it if its boring.
Don't Get Junked
Because what you are sending out is generally seen as a sales piece, even if there is non-commercial content, you are always on the thin line of being discarded. If you aren't in the mood, or have nothing interesting to say, but you go ahead and send some lukewarm blah anyway, you have further tipped the scale with regard to your next piece. The second time is death. The third strike, you're out.
This can also be true even if your material is pretty smart and pithy, but too narrow to appeal to everyone on the list. You'll note that this blog moves around from things about selling to marketing to web sites to e-mails to even personal stuff. That is intentional. You might not be interested in the first post on the page, but when you scroll down, hopefully you'll find one or two articles that keep you coming back.
Make it Delightful
Conclusion. Everything you write to your customer should be written with one question in your mind: "Is this delightful?" Don't always count on your own stuff being great when there is so much material on the internet available for outstanding content.
P.S. If I write something really boring, please note in the comment section. : )
Wednesday, November 02, 2005
Blog on CEO Books
Most CEO's are avid readers. If that's you, check out this site. Kate's blog keeps you informed about new books that might be of interest. Hopefully, since I'm giving her all this great PR, she will review my new book when it hits the shelves in January.
More on the new book another day.
More on the new book another day.
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