Bussiness Talk

Change Your Beliefs
Ever wonder why people struggle to keep New Year's Resolutions? The intention and desire is strong. There is a big push out of the start gate. And then there's a slow fizzle resulting in dashed hopes, forgotten resolutions and empty promises.
If there ever was a time to be bold, upfront and to the point it's now. Here's why New Years Resolutions rarely stick; rarely succeed. Deep down inside of your mind, you don't believe in them. It's that simple.

You can have anything you want in life; more money, better health, weight loss, broken addictions, more time for yourself, greater self-confidence and better relationships. It's all possible if you believe it. The key to getting all you want and much more is holding positive beliefs about yourself and the issues rolling around in your mind.
Without positive beliefs, you might get what you're after with some struggle, a lot of striving and not much fun. Most likely you'll throw your hands up in defeat and revert to old patterns and behaviors, once again re-enforcing those negative beliefs that already have a hold on you.
So this year, New Years Resolution Number ONE is change your beliefs. Root out old, limiting, negative beliefs, behaviors and patterns and replace them with positive, life enhancing ones.

These new beliefs will support you as you move forward in your resolution to work out regularly, eat healthy foods, make more money, spend more time with family and like it!
Think about this way: You and thousands of others are resolving to lose 15 pounds by spring. You start off on a diet and exercise program with great intention and may even lose a few
Then there's a slip; a missed work out here, a poor food choice there. Why? Because there is a little voice in the back of your head saying, "Who do you think you're kidding, this isn't going to work. Nothing ever works for you. Go on, you really want that piece of cake and you deserve it! Sitting on the sofa watching TV sounds so much better then working out at the gym. Have an extra handful and work out double tomorrow." Sound familiar?

Now imagine getting rid of those tapes and negative beliefs and replacing them with thoughts like: "My body loves and craves healthy foods. I enjoy all kinds of exercise. I am beautiful. It's fun being healthy. I can do anything I put my mind to." Feel the difference in the energy vibe? These are the kinds of beliefs that will support your resolutions of losing weight, exercising regularly and making healthy choices.
Let's try another one. "I resolve to start saying “no” more often and taking more time for myself." Great resolution, but the problem is, deep in your mind, whether consciously or subconsciously, you may be holding onto beliefs like: "If I say no, they won't like me. I like to feel needed. It gives me self-esteem. If I say no, it won't get done properly and then everything will fall apart."
Hmmm—doesn't sound promising for a long-term resolution.
How about filling your mind with beliefs such as: "I can do anything I choose. I speak my mind. Other people's words and thoughts are simply information about them. People like me and appreciate me just the way I am.
I love me. I deserve to take time for myself." WOW! Awesome beliefs to support a fabulous resolution. pounds.

Whatever the New Years Resolution, whatever the issue or problem you want to solve, I am thrilled to tell you, there is hope. You can be who you want to be, do what you want to do, have and experience what you want, as long as you BELIEVE IT!

While your competition is participating in the recession by cutting staff and marketing costs, you can keep your company in the spotlight by sharing the cost of marketing with other companies who want to crush their competition.

You can participate in expos together; buy full page ad space in the top business and consumer magazines; send out tip post cards; conduct joint workshops; purchase cable advertising; and more.

Advertise like a BIG corporation on a tiny budget by pooling your marketing dollars with complementary companies and watch your visibility and profits grow in 2009.

If you are looking for a new business association that will help you stretch your budget and market your company in 2009, to find out how professionals in finances, media, cross marketing, product/service development, e-commerce, etc, can help you build a solid company in spite of the economy.

Sign up for our first Business Mentorship Program. More Info

Handle tough feedback

The first time you get tough feedback as a new entrepreneur, it can really kick you in the gut.
Most of us learn to accept feedback reasonably well while working for a big company. If you are a salesperson and someone hates your product, it may not feel great, but you probably won't lose sleep over it.

When you work for yourself, any critical feedback about your business can feel like a personal attack. It will destroy you if you let it.
Gathering up the courage to leave your corporate job and start a business may feel like your biggest emotional challenge as a new entrepreneur. Once you leave, it feels euphoric when you see your well-laid plans come to fruition and when people actually buy your products or services. But somewhere down the line, you will be blindsided by some brutal, direct, and very tough feedback.

It may come from a customer who is very unhappy with your service. Or from an employee who tells you what they really think of your management skills. Or a reviewer that pans your product.
Most people have one of two reactions: they get angry or they curl into a fetal position. Neither will be helpful to you as an entrepreneur, because you have to invite feedback and criticism if you want to grow a viable business.

Here are some ways to handle it:

1. Don't be influenced by either side of the feedback pendulum. Try not to get too excited when people are giving you raving accolades. In the same vein, try not to get too upset when they give brutal criticism. You need to have a very clear sense of yourself and remain focused on what your business is and how it will add value to your customers. If you try to please those that think you are great, you can get paralyzed trying to live up to an impossible standard. If you try to please your detractors and "fix" what they think is wrong with you, you will come from a place of unworthiness. Learn from all feedback and keep a steady course towards your long-term vision.

2. Don't take things personally. Don Miguel Ruiz wrote an excellent book called The Four Agreements, which shares some very simple yet profound wisdom. One of the key beliefs, or "agreements", as he calls them, is not to take things other people say personally. "Nothing other people do is because of you. It is because of them. All people live in their own dream, their own mind; they are in a completely different world from the one we live in. When we take something personally, we make the assumption that they know what is in our world, and we try to impose our world on their world." (The Four Agreements, 48)


3. Be a sieve. Learn how to take in a big piece of tough feedback, sift out the pieces that have some use or truth to them, and let the rest flow down the sink. Most feedback has some truth in it that will make you better at what you do. The easiest way to do this is to ask yourself: "What part of this feedback will make me better, more successful in the marketplace, and happier at what I do if I apply it?" Keep that piece of advice and let the rest go.

4. See if the outside critic is reflecting your inner critic. All of us have inner critics that whisper in our ear when we are trying something new. "Who do you think you are to run a business? "You call yourself a writer?" "Everyone will think I am a slimy salesperson if I try to sell my products or services." Most times, we realize that this is just our inner fear talking and move forward anyway. But sometimes, the exact words our inner critic says come to us in the form of an email from an actual person. The universe works in mysterious ways sometimes!

5. Don't shoot the messenger, even if you want to. In my brief foray in the blogging world, I have found that some bloggers can be exceptionally direct with their feedback. Some people are downright mean, and make personal attacks in addition to criticizing your ideas. If you ever receive a comment like this, your first inclination may be to shoot back a bitchy, profanity-laden response. Don't do it. It will solve nothing to engage with someone who is obviously trying to provoke you. You many even encourage the person to continue to post personal attacks (or at an extreme, start a campaign to smear your name, something I read about on someone’s blog - I forget whose) Punch a pillow, write a nasty response and then delete it, or print out the person's comment and burn it in a glorious ceremony in your backyard. Remember, don't take it personally - if they are attacking you and don't even know you, it is really about them. (Ironically, most of the people who leave blistering attacks do not leave a real email address, perhaps to avoid real dialog)

6. Find ways to be kind, gentle and nurturing to yourself. Even if you are very strong emotionally, some negative feedback will burrow past your protective armor and pierce you in the gut. Learn what makes you feel better. No problem of mine is too big for a heaping bowl of Ben and Jerry's ice cream and a hot bath. Thankfully I don't have too many bad days or I would have a serious cholesterol problem, but at least I’d be very clean. Identify your self-pampering activities and engage in them whenever your inner child wants to cry.

The more you choose to be active in the world, the more negative criticism you will receive. If you learn to deal with it gracefully, nothing will stop you from accomplishing your goals.

"She never returns her calls, nor respond emails."
"We rushed to get them the estimate to meet their deadline and now they won't tell us what's happening with the project."
"I stayed late to finish that report and didn't even get as much as a thank you for it."
How many times have you heard professional women make remarks like these? It seems that in the rush to deal with everyday life and work, it has become okay to ignore common courtesy, like returning phone calls or letting someone know you won't need their services.

*Don't fall into that trap. One of the best public relations and communications tools of all is to have good manners and use common courtesy in your dealings with people. Here are a few examples where doing the right thing will create good PR for you and your business:

* Develop a reputation for returning all of your calls and emails. (Junk email and calls as well as unsolicited sales calls are the exception.) Set up a time to do so each day. If you can't keep up with the volume of calls or emails, have an administrative assistant or co-worker help you out.
* Always thank people who have rushed to provide you with information. Think about how you feel when you go out of your way to do something for someone and they don't acknowledge it. Everyone wants to feel appreciated. Even if it's their job, a simple “thank you” can make a big impact. Plus, the next time you need something in a hurry, you'll probably get their cooperation again.
* Send personal notes of congratulations or thanks. Handwritten notes are not commonplace these days, which is why they can make someone's day. The notes don't have to be long, just a few sincere lines wishing the person well, congratulating them or thanking them. You probably remember the last time you received such a note. It made a difference, didn't it? And you probably think highly of the person who sent it.

* Don't ignore administrative assistants or receptionists. They're people too and they are just doing their job when they ask for your name or company. If you're rude to them, you can bet they won't go out of their way to help you.
* If you have requested quotes, estimates, or proposals, and have decided to use another firm or delay the project, politely say so. It's also helpful if you explain why they aren't getting the business. It's not good manners to ignore the situation or to avoid calls. Most of us in business strive to improve our proposals, products, and services, so this kind of feedback can be immensely helpful. Yes, it's tough to tell someone that they didn't get the project, but they understand you can't win them all.

* When you receive a letter from a job seeker, always send a response. Even if it is brief, simply state you have no openings or their skills don't match what you're looking for. You can develop a template for such a letter, which will make it a snap to send out.

There's a saying, 'You get what you give.' That might be a bit simplistic, but there is truth in the statement. Common courtesy involves the little things…little things that impact your reputation and your relationships at work and in life.

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The Worst 5 Words Especially in Advertising

Google the term "magic advertising words" and you will get over 8 million results. Self appointed experts claim that they have identified the words that will unlock your customers' wallet. Smart business people know that there are no such things as magic words, particularly in a culture that is saturated with advertising. But there is something you should know: magic words may not be magic at all, they may actually work against you. And, chances are, you're using at least one of them in your advertising now. Brace yourself; here are five of the advertising words you should never use:

Quality
This may be the most overused word in advertising. Every item worth buying is a quality product. It may be low-priced quality or it may be high-priced quality, but it's quality either way. In a Lexus, it's handcrafted finishes, but in a Hyundai, it's more about extended warranty than anything. Every company thinks that they can use "quality" in their advertising, so much so that it has become no more than seven empty letters.

Value
Like quality, value has been ruined by overuse. Go back to the Lexus and the Hyundai examples: which car is the better value? It depends - on the buyer, on the purchase occasion, and on what benefits and feature are being judged. Wal- Mart provides good value, but so does Tiffany. Value, like quality, is in the eye of the beholder. Saying "we provide the best value", is therefore, virtually meaningless.

Service
Have you ever seen or heard an ad promising lousy service? Of course not, this is why claiming good service falls on deaf ears. It's funny, but it seems most companies that make the claim of good service are usually those that fall far short of the promise.

Caring
Do you really believe your company cares more about your customers than your competitors do? That doesn't make sense. If your competitors didn't care about their customers, they wouldn't stay in business. Saying "we care more" in an ad makes a statement is very difficult to prove and customers know this.
The words quality, value, service, and caring all fail for essentially the same reasons. Not only are they overused, but because they're based on variables that will be different for everyone. There is a quality/value/service/caring continuum in each person's mind for every purchase occasion, and it is a constantly moving target.

Integrity
A company either has integrity or it doesn't. It's either honest or it's not. Most people give the benefit of the doubt. When a company talks about integrity in advertising, it's for one of two reasons, neither one of them good:

1. they're either trying to cover up some lack of integrity
2. they're implying that they live by a higher standard than their competition.

This is ridiculous, every company needs to have integrity. Therefore no company needs to advertise it. Do you want your customers and prospects to view your products and services as being high quality and of good value? Absolutely. Do you want them to appreciate your caring service and high integrity? Of course. But every company wants this. Those that win the hearts and minds of consumers don't talk the talk, they walk the walk. What you think about your company doesn't matter. All that matters is what your customers and prospects think. The next time you are tempted to use these five words in your ads, stop and ask yourself if there is a better way to get your message across.

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Referral: The Secret To Successful Networking!

by Margaret Hennessy


What does "networking" mean to you? If you were asked why you joined an organization or attended a “business mixer” sponsored by the Chamber of Commerce, chances are you would reply that you wanted to "network." Right? Are you in an organization to gain support? Find resources? Secure clients? Most likely, it is a combination of all these reasons. One of the most valuable reasons is referrals. It is also the most overlooked. Many times we leave meeting or event without having taken advantage of this great resource
Consider the following networking tips to increase your business and gain referrals:

You Know 250 People!
Every person knows a minimum of 250 people, and many know significantly more than that. So, every person you meet and get to know increases your own network exponentially by a minimum of 250 people. Your contact knows someone else who can get you “one degree” closer to your prospect, and his contact knows someone else, etc. That means thatwithin a contact sphere of just six people you can get to anyone you may want to meet. Try it; you'll be surprised.
Give First!
This is what women often do best. We have been taught to help others first and not expect anything in return. Although the basic rule still applies, and we should give referrals to others, the next rule addresses expectations. The old saying, “What goes around, comes around,” is so true here.
When you decide to go to your next meeting, think about why you are participating. Aren't you trying to increase your business? If you used the other members' businesses, or referred potential clients to them, wouldn't they be more comfortable referring business to you? The answer is yes!
Keep Things Equal!
During the Holidays when you receive a gift from someone, you expect to return a gift of equal value. Networking works on the same principle. If you give someone a referral, they feel obliged to give you one. To return the favor. We often brush off possible referrals because we are not used to receiving them. People enjoy giving; don't spoil their fun. Accept referrals graciously, and make sure that you work equally as hard to give valuable referrals to others.
Take Responsibility For Your Referrals!
Don't forget to ask for what you want. Without asking for referrals, your contacts will not know you are interested in more business. It is your responsibility to communicate clearly, in a non-threatening manner, and generate your own referrals.
One very effective way to increase referrals is to meet with people you know on an informal basis to simply discuss each other's business and see how you can help one another. Find out who their potential customers are and tell them who yours are. You are sure to walk away with at least one referral each.

Manage Your Referrals Ethically!
Once someone refers you business, you are obligated to contact the referral to see if you can be of service, and to keep the person who referred the business to you informed of the situation. Always do your best and follow ethical business practices. And, please, remember to thank the referring source!

Be Specific With What you Do!
Sometimes, we tend to get lazy when we introduce ourselves, especially when we are in a stressful situation or a social setting.
Try to find a way to introduce yourself quickly and clearly. This means in 30 seconds or less. This allows the person to whom you are speaking can get a clear picture of your customer, and your specific target market. It will help them focus their referrals. Don't say, for instance, “I'm a writer.” This is what I use for my company, Solstice Green Directory. “Hi. My name is Margaret Hennessy. We publish the Solstice Green Directory to promote local green and integrative health businesses in San Luis Obispo County. We are getting the word out about sustainability locally.
Remember to say your name and company name at the beginning and at the end of your introduction. People often forget who you are once you've gone through your mini sales pitch. If you say something that piques their interest, you want them to remember who you are, so repeat your name and company at the end.

Please remember to ask..."Do you know anyone who could use my services (or product)? Would you be willing to give me their name and contact information? Or, better yet, would you give them a call and tell them about me?"
Networking is one of the most valuable tools you can use to help grow your business. Referrals is the secret to good networking. Be prepared to give and receive them.... now, you go girl!
Margaret Hennessy is the publisher of Solstice Green Directory and is a community volunteer.

She can be reached at This e-mail address is being protected from spambots. You need JavaScript enabled to view it

Political Glass Ceilings due to women still tied to glass slippers

Be a Better Blogger

Blogging has exploded as a communication tool and is a great way to increase your online presence and credibility. If you're not using a blog to promote your business or yourself, then now is a good time to start doing so.

If you can write, you can blog. You don't have to be a technical person to blog. Being a good blogger means following the principals of good writing, but it also means following some special online protocols.

My ten tips for better blogging are:

1. Determine your target audience. Like with any communication, you should first figure out who you're trying to reach and why you want to reach them.

2. Decide your theme. This should be related to your audience. And, most importantly, be a subject that interesting to your audience. Just because you have a great interest in something doesn't mean that others will want to read about it.

3. Remember that what goes online, stays online. Sure, you can be controversial, but remember that web pages get archived and are visible in web searches, even if you've deleted your posting. So, you may want to think twice before ranting about your employer or trashing another person.

4. Use a catchy, short title. The title should make people want to read more.

5. Be concise. People will lose interest if you're too long winded.

6. Use bullets or numbers for your points. This makes your blog post much easier to read.

7. Use informal, conversational language. For example, use contractions like you're, instead of you are.

8. Encourage feedback. Blogging, like other Web 2.0 tools, is great for encouraging interaction with your audience.

9. Include links to other, related blogs. Ask others to do this for your blog too.

10. Post new blog entries frequently. Have a schedule and stick to it. Ask others to be guest bloggers for you so that you have frequent new material.

If you're not quite ready to enter the blogosphere whole-heartedly, get your feet wet by commenting on other's blog postings. This can get you comfortable with writing online and create a network of people who know you.

For those of you who are scratching your head and thinking, now what exactly is a blog? Wikipedia defines a blog as:

"(an abridgment of the term web log) is a website where entries are commonly displayed in reverse chronological order. "Blog" can also be used as a verb, meaning to maintain or add content to a blog."

Wikipedia reports that as of December 2007, Technorati (an Internet search engine for searching blogs) was tracking over 112 million blogs. That's a lot of blogs!

The Value of Connection

Attending a networking event or business meeting is only as valuable as you make it. Many of us tire of attending events where we feel it turns into a social event – and we wonder at the value we receive by attending. Sure we may get a meal, or free drink or snacks – but let’s be realistic – it takes time out of our schedules and costs money too.

On the flip side, if you sit all day in your office hoping to make the right connections – you may grow roots instead of your business. And so with that in mind, many of us dress up, get out and meet new people, old friends and make the connections that may help us or others. There are a few things you can do to make sure that your networking is effective.

Attend events with a purpose
If you go with a specific purpose in mind you are less likely to wander aimlessly about the room meeting no one in particular. Before you go to the meeting, see if you can look on a website or find information about the theme of the meeting, who will be there, and how that might relate to you. Write down one connection or person you want to meet at the event and see if you can fulfill that purpose.

Ask for what you need
When talking with others, those you have just met and those you already know –ask for what you need. If you are looking for a specific supplier, ask around. If there is a new grant, by-law, event you need to know more about, ask others if they know. I recently learned a key piece of information I had been searching for, for months, from a lady at a meeting. What a shortcut that was to hours of research!

Don’t try to make a sale, educate a potential client.
Do not ever go to a meeting with the idea of selling something. Go with the idea of educating people about the benefits they receive by doing business with you. Make a date to meet later or ask to touch base later by phone.

Look for partnership opportunities
There will be many people at this meeting who could potentially be a great alliance for you. No man or woman is an island. Many great businesses evolved as a result of a chance meeting. You do not have to form a partnership, but look for ways that you could share a trade show booth, or newsletter information. Help someone, and let them help you out too.

Ask how you can help connect another
Asking another person who you can connect them to is a great way to break the ice. Ask others about themselves and what they do. Then see if you could connect them to someone who might want their product or service. People never forget you when you do that, you become a connector for them and they do in turn eventually talk to others about you.

Just get good at it
It can become a habit to sit in the office. Break that habit and make it your goal to get out once a week to one place or another. Even businesses owners that have a store front benefit from getting out to meet new people. Last week we invited a florist to a meeting – she made several new contacts who – now that they know her will visit her store.

It can be a lot of fun
Business starts out as fun – when we first begin. But as the little details of business ‘get to us’ – it loses its fun. Getting out to a meeting once a week makes us get dressed up a bit, be sociable, laugh a little and have some fun. Your business may be a serious one, but everyone needs a little humour in their week.

Networking meetings are what you make them. There is such value in meeting new people and building relationships through networking. We all need to connect- so get out there and make those connections. No Excuses!

Why Be Nice?

From time to time I reread the Power of Being Nice, How to Conquer the Business World with Kindness, by Linda Kaplan Thaler and Robin Koval. It is a quick read on the topic of being nice and I always find something I new.

Here are a few of the tidbits and musings I found most interesting this time through:

The Power of Nice Principle #6: You will know. This principle reminds us that even if we never see the person we treated badly again we will know when we haven't been nice. Long-term this behavior can add to any lack of self-esteem issues you might have and jeopardize the successful outcome of a meeting or a relationship. Aretha Franklin's song about R-E-S-P-E-C-T comes to mind.

The Waffle Ice Cream Cone. During the 1904 World's Fair the ice cream vendor ran out of bowls to serve his customers. Next to him was a Persian waffle vendor who rather than turning his back thinking it wasn't his problem, rolled up a waffle and plopped the ice cream in creating an early version of the ice cream cone. Both vendors went on to have good sales that day and the waffle vendor went on to make a fortune.

* Teaching Someone to Fish. I have had the opportunity to do a lot of mentoring. The more astute individual always wants to thank me in some material way. I tell them that the greatest thanks is to know that years down the road, when approached by someone just starting out, the individual remembers our work together and provides a helping hand.

* The Power of Nice Principle #1: Positive impressions are like seeds. At networking events really look at and listen to the person speaking to you and remember to smile. Make them feel as if there is no one more important in the room. While you will never know if future good fortune is tied to this specific act you will have changed the energy in the room and beyond and you just never know . . .

* Come in Peace. Wave hello; bring flowers to dinner and clinking glasses, these simple gestures of friendship and niceness started with our ancestors. Waving hello was a way to show the other person you weren't armed. Bringing flowers and gifts to a neighbor demonstrated good intentions when entering other's home. Glasses were clinked to cause the contents to slosh together and then everyone knew no one was being poisoned. Next time your in a meeting, particularly one that deals with a difficult matter, think about what your body language is saying. What simple gesture can you make to put the others at ease?

I would love to hear from people who have read the book or just have other interesting tidbits on niceness. Please feel free to suggest act of kindness your comments below.

Economy got your down? Take your head out of the sand and start seeing the pockerts of gold around you!