Free daily tips, information, advice and ideas
to help you better manage your small business.
Every business, large and small, needs to optimize the performance of employees. No whips and chains. Just positive stuff.
People appreciate being appreciated. Deep down, all of us crave acceptance. And recognition. That's why a simple "Thank you" goes a long way in creating renewed enthusiasm and enhancing performance.
Many other ways are effective as well or can be used in combination. Here's a laundry list of possibilities--food for thought.
1. In very small businesses, handing out a $20 bill now and then for extraordinary effort can spur even greater effort and creativity in an employee. Or give a paid day off now and then.
2. Call everyone together and recognize superior performance in front of the group. If you have weekly or monthly gatherings of employees, you might do it then.
3. Set up a bonus system to reward superior performance. You can get creative yourself in how you do this, how you select the person getting the bonus, timing, etc.
4. Set up an employee of the month program. Don't let it become routine--make it a vital part of the business. Use a plaque to which names can be added, inscribed on metal plates.
5. Make up company tee shirts and hand them out at company picnics or other functions. These can be for a stated reason, or they can be part of the way you run your business.
6. Go the extra mile. If your business is incorporated, consider giving out stock certificates to valuable employees. If parking is a problem at your place, consider putting employee names on parking places--yours should be at the end of the line, not closest to the door. If you don't have a company retirement plan, consider setting one up--you'll need professional help with this.
Other options can be effective. Put on your thinking cap and get creative. Little things that show your thoughtfulness and appreciation are often more effective than big splashes.
Whatever you do, do it with a "Thank you" to the employee. It inspires people.
Running your own business can be stressful and frustrating, especially in the early years. I know--I've been there, done that. Keeping your employees happy can help you deal with the acid burn when the cash flow is not flowing.
Wednesday, January 28, 2015
Tuesday, January 27, 2015
Question yourself
Free daily tips, information, advice, and ideas
to help you better manage your small business.
You're running your small operation. Or you're thinking about starting one. It's time to question what you're doing and where you're headed.
Want proof? Throw yourself forward in time a thousand years. Archaeologists are sifting through the remains of our civilization. They are perplexed. What could explain the millions of miles of paved roads and the vehicles that used them?
Gradually, the scientists home in on a theory. These ancient peoples were sun worshipers. They raced out of their homes at sunrise, driving around to welcome the sun. At sundown, they interrupted their activities to drive around again to bid the sun goodnight. The highway cloverleafs were the temples.
Any given set of facts can be explained in very different ways. It's true with scientists, and it's true with you and your business.
Questions: Am I in the right business? Am I trying to move too quickly? Am I on top of the changing marketplace? Is the money for growth being generated quickly enough internally? Do I really know my clients/customers? Do they really know what I do, and can do, for them? Am I heading in the same direction they are? Do I pay enough attention to their needs and concerns? What can I do to better prepare for tomorrow's business world? Should I be changing directions to better address tomorrow's marketplace?
People who run small businesses are fleet of foot. That's their edge over big corporations. Small businesses can change directions very quickly. This is a great asset, but it can lead you into blind alleys. Like future archaeologists, people in small business can come to the wrong conclusions.
Logical thinking is one of the great achievements of the human mind. It has proved itself over and over again. But it is not the only tool you have.
Intuition is a tool that leavens the bread. If it feels wrong, don't do it. Intuition can mean that logic has let you down. Go back over what you're planning, and get logic in sync with intuition.
Now, go back to the top and read this again. Pay close attention to the Questions.
Over my lifetime of starting up, growing, thinking and writing about business--first in corporate America and then in small businesses of my own--I have learned valuable lessons. Logical thinking and intuition are foremost among them.
to help you better manage your small business.
You're running your small operation. Or you're thinking about starting one. It's time to question what you're doing and where you're headed.
Want proof? Throw yourself forward in time a thousand years. Archaeologists are sifting through the remains of our civilization. They are perplexed. What could explain the millions of miles of paved roads and the vehicles that used them?
Gradually, the scientists home in on a theory. These ancient peoples were sun worshipers. They raced out of their homes at sunrise, driving around to welcome the sun. At sundown, they interrupted their activities to drive around again to bid the sun goodnight. The highway cloverleafs were the temples.
Any given set of facts can be explained in very different ways. It's true with scientists, and it's true with you and your business.
Questions: Am I in the right business? Am I trying to move too quickly? Am I on top of the changing marketplace? Is the money for growth being generated quickly enough internally? Do I really know my clients/customers? Do they really know what I do, and can do, for them? Am I heading in the same direction they are? Do I pay enough attention to their needs and concerns? What can I do to better prepare for tomorrow's business world? Should I be changing directions to better address tomorrow's marketplace?
People who run small businesses are fleet of foot. That's their edge over big corporations. Small businesses can change directions very quickly. This is a great asset, but it can lead you into blind alleys. Like future archaeologists, people in small business can come to the wrong conclusions.
Logical thinking is one of the great achievements of the human mind. It has proved itself over and over again. But it is not the only tool you have.
Intuition is a tool that leavens the bread. If it feels wrong, don't do it. Intuition can mean that logic has let you down. Go back over what you're planning, and get logic in sync with intuition.
Now, go back to the top and read this again. Pay close attention to the Questions.
Over my lifetime of starting up, growing, thinking and writing about business--first in corporate America and then in small businesses of my own--I have learned valuable lessons. Logical thinking and intuition are foremost among them.
Monday, January 26, 2015
Educate your clients
Free daily tips, information, advice, and ideas
to help you better manage your small business.
Clients and customers don't always know the best solution to their problem. They look to you for expert help.
This is true in many businesses--dentists and therapists, computing and technology experts, landscaping and home remodeling, gift shops and health food stores, gyms and auto repair shops.
It's up to you to dig beneath the surface, make certain that you identify the real problem, and offer solutions to make clients happy. The returns are real--the current job, future come-backs, and referrals.
Example: A specialist in home re-modeling brings lots of experience and expertise to that first visit with a customer. I know a home re-modeler who provides much more than free estimates. If it's a kitchen, he sketches out some quick possibilities, asking questions about the special needs of the cook--islands for special work, hanging racks for pans, storage for small appliances, etc. If it's an office, he discusses what kinds of work will be done there--placement of lighting and windows, storage cabinets and racks, etc. If children are in the house, he reminds the client that the children will be growing up--when they leave, what will be done with this room? If the client plans to sell the home and move on, what types of improvements will add value?
Educating clients by bringing your knowledge to bear can transform the selling experience. It can turn one job into an on-going relationship. It is the client who will pay the bill, so it's up to the specialist to educate and satisfy the client.
More examples: A dentist concentrates on selling smiles, not crowns and fillings. An expert in hearing problems emphasizes his policy that no client pays until 60 days of satisfactory hearing passes. A landscaper shows his client what the new garden will look like, using all the computer tools in his handy laptop. Lawyers need to educate clients on the applicable law, but they also need to find ways to help clients do what they want to do--lawfully.
And experts in computer technology, networking, social media and all the rest need to educate their small business clients. People in small business frequently do not understand what computer people can do for them. They get it when it comes to QuickBooks and TurboTax because they already understand accounting and taxes. But they have little appreciation for what social media can do. People in large corporations understand and use social media. Not so in small business. People in small business need to be educated in the value of social media, how it can help them, how to use it, and what it can mean in growing their business.
Make educating your clients a part of your business. It will repay you in many ways, not the least of which is a happy client who will call you again and again--and refer others to you.
to help you better manage your small business.
Clients and customers don't always know the best solution to their problem. They look to you for expert help.
This is true in many businesses--dentists and therapists, computing and technology experts, landscaping and home remodeling, gift shops and health food stores, gyms and auto repair shops.
It's up to you to dig beneath the surface, make certain that you identify the real problem, and offer solutions to make clients happy. The returns are real--the current job, future come-backs, and referrals.
Example: A specialist in home re-modeling brings lots of experience and expertise to that first visit with a customer. I know a home re-modeler who provides much more than free estimates. If it's a kitchen, he sketches out some quick possibilities, asking questions about the special needs of the cook--islands for special work, hanging racks for pans, storage for small appliances, etc. If it's an office, he discusses what kinds of work will be done there--placement of lighting and windows, storage cabinets and racks, etc. If children are in the house, he reminds the client that the children will be growing up--when they leave, what will be done with this room? If the client plans to sell the home and move on, what types of improvements will add value?
Educating clients by bringing your knowledge to bear can transform the selling experience. It can turn one job into an on-going relationship. It is the client who will pay the bill, so it's up to the specialist to educate and satisfy the client.
More examples: A dentist concentrates on selling smiles, not crowns and fillings. An expert in hearing problems emphasizes his policy that no client pays until 60 days of satisfactory hearing passes. A landscaper shows his client what the new garden will look like, using all the computer tools in his handy laptop. Lawyers need to educate clients on the applicable law, but they also need to find ways to help clients do what they want to do--lawfully.
And experts in computer technology, networking, social media and all the rest need to educate their small business clients. People in small business frequently do not understand what computer people can do for them. They get it when it comes to QuickBooks and TurboTax because they already understand accounting and taxes. But they have little appreciation for what social media can do. People in large corporations understand and use social media. Not so in small business. People in small business need to be educated in the value of social media, how it can help them, how to use it, and what it can mean in growing their business.
Make educating your clients a part of your business. It will repay you in many ways, not the least of which is a happy client who will call you again and again--and refer others to you.
Friday, January 23, 2015
Farm businesses
Free daily tips, information, advice and ideas
to help you better manage your small business.
Farmers and farmer-wannabes, take note. A small farm is a small business. And every small business can grow into something much bigger.
A small farm can be a successful and profitable operation. See to the market and turn a small operation into a business you can be proud of.
Example: Jill put her large backyard to work. She had a friend build 8 large raised beds, and she installed hoops covered with special plastic. Then she planted 16 different types of lettuce. While the seeds sprouted and the young plants grew, Jill made the rounds of chefs and upscale restaurants and returned with orders in hand. Today, she supplies fresh lettuce to her customers. Business is good and Jill plans to expand with spinach, chard and a variety of herbs. Her farm has grown into a backyard business that is supporting her family.
Example: Robert inherited the family farm. His father had raised corn on the large acreage, but Robert had other ideas. He sold most of the land, reserving about 10 acres. He set aside a couple of acres to plant strawberries. In the spring, he furnished strawberries to area restaurants, caterers, bakers and chocolate businesses. He also offered locals a chance to pick-your-own. His income arrives during late May and early June. Today, Robert has doubled the size of his strawberry plantings. He's now planning planting raspberries and blackberries so that summer and fall will be income producing. His father would be proud.
Times change. People today are interested in farm fresh, healthy foods, farm-to-table produce. Tap into this, and just about anyone can establish a farming business.
More examples: Jack had no space of his own, so he rented a farmer's barn and established a mushroom growing operation. Isabel cleared her mother's greenhouse and raises herbs. Woody lives in the city--he put in a hydroponic operation in an old, unused building where he began raising tomatoes, growing in a solution under lights. Woody's farm laughs at the winter weather.
Today's markets grow out of today's lifestyles. It's all about the market and marketing. A comfortable living can be achieved with small farms. An even better living can be yours if you seize the opportunities and do the job right.
Farming is hard work. I know. I grew up on one. But growing things can be immensely rewarding--personally and monetarily.
An ear to the marketplace can turn up all sorts of possibilities. The market is always changing. You gotta keep up if you are to match your dream to reality.
to help you better manage your small business.
Farmers and farmer-wannabes, take note. A small farm is a small business. And every small business can grow into something much bigger.
A small farm can be a successful and profitable operation. See to the market and turn a small operation into a business you can be proud of.
Example: Jill put her large backyard to work. She had a friend build 8 large raised beds, and she installed hoops covered with special plastic. Then she planted 16 different types of lettuce. While the seeds sprouted and the young plants grew, Jill made the rounds of chefs and upscale restaurants and returned with orders in hand. Today, she supplies fresh lettuce to her customers. Business is good and Jill plans to expand with spinach, chard and a variety of herbs. Her farm has grown into a backyard business that is supporting her family.
Example: Robert inherited the family farm. His father had raised corn on the large acreage, but Robert had other ideas. He sold most of the land, reserving about 10 acres. He set aside a couple of acres to plant strawberries. In the spring, he furnished strawberries to area restaurants, caterers, bakers and chocolate businesses. He also offered locals a chance to pick-your-own. His income arrives during late May and early June. Today, Robert has doubled the size of his strawberry plantings. He's now planning planting raspberries and blackberries so that summer and fall will be income producing. His father would be proud.
Times change. People today are interested in farm fresh, healthy foods, farm-to-table produce. Tap into this, and just about anyone can establish a farming business.
More examples: Jack had no space of his own, so he rented a farmer's barn and established a mushroom growing operation. Isabel cleared her mother's greenhouse and raises herbs. Woody lives in the city--he put in a hydroponic operation in an old, unused building where he began raising tomatoes, growing in a solution under lights. Woody's farm laughs at the winter weather.
Today's markets grow out of today's lifestyles. It's all about the market and marketing. A comfortable living can be achieved with small farms. An even better living can be yours if you seize the opportunities and do the job right.
Farming is hard work. I know. I grew up on one. But growing things can be immensely rewarding--personally and monetarily.
An ear to the marketplace can turn up all sorts of possibilities. The market is always changing. You gotta keep up if you are to match your dream to reality.
Thursday, January 22, 2015
Shipping charges
Free daily tips, information, advice and ideas
to help you better manage your small business
But wait! We'll double the offer! Shipping is free!
We've all heard the pitch on cable for kitchen items and cleaning products. It must work, or these advertisements would not be so plentiful.
There are several clues here for small business. Take the free shipping for example.
People hate it when you low-ball the price of your product on your website, then tack on shipping charges when they go to checkout. That's frequently when they clickout and checkout themselves. How many abandoned shopping carts have you had?
The thing that cable advertisers have learned is simple. Include shipping charges in the price of the product and emphasize that shipping is free.
Think about it. You've attracted customers with your product. Now you've lost them for the sake of a shipping charge.
Sometimes it can be expected and appropriate. Other times not so much. Many don't seem to mind a shipping charge. Others do. But you don't want to lose the sale.
Example: Wendy is an artist who hand-paints silk scarves with colorful designs. She sells at high end gift shops, shows, and through her website. On her website, the scarves are priced at $75 and higher, and she adds a shipping charge to orders. She decided to make changes on her website--all orders gift-wrapped, base price raised to $100 and shipping charge eliminated. She realized more sales.
Example: John repairs computers and other electronic devices in his small local shop. He also sells parts, software, and games through his website. This has attracted customers from distant places. His customers don't seem to mind shipping charges which can vary according to the size of the order and type of shipping preferred by the customer.
When orders are big, bulky and vary by size, customers don't seem to care much about shipping charges. But for small, light weight products, they do.
Over the years, I've learned a lot from watching the ads on television. Some are in-your-face. With others, it's hard to understand what's being promoted. But that shipping charge is on everyone's mind.
to help you better manage your small business
But wait! We'll double the offer! Shipping is free!
We've all heard the pitch on cable for kitchen items and cleaning products. It must work, or these advertisements would not be so plentiful.
There are several clues here for small business. Take the free shipping for example.
People hate it when you low-ball the price of your product on your website, then tack on shipping charges when they go to checkout. That's frequently when they clickout and checkout themselves. How many abandoned shopping carts have you had?
The thing that cable advertisers have learned is simple. Include shipping charges in the price of the product and emphasize that shipping is free.
Think about it. You've attracted customers with your product. Now you've lost them for the sake of a shipping charge.
Sometimes it can be expected and appropriate. Other times not so much. Many don't seem to mind a shipping charge. Others do. But you don't want to lose the sale.
Example: Wendy is an artist who hand-paints silk scarves with colorful designs. She sells at high end gift shops, shows, and through her website. On her website, the scarves are priced at $75 and higher, and she adds a shipping charge to orders. She decided to make changes on her website--all orders gift-wrapped, base price raised to $100 and shipping charge eliminated. She realized more sales.
Example: John repairs computers and other electronic devices in his small local shop. He also sells parts, software, and games through his website. This has attracted customers from distant places. His customers don't seem to mind shipping charges which can vary according to the size of the order and type of shipping preferred by the customer.
When orders are big, bulky and vary by size, customers don't seem to care much about shipping charges. But for small, light weight products, they do.
Over the years, I've learned a lot from watching the ads on television. Some are in-your-face. With others, it's hard to understand what's being promoted. But that shipping charge is on everyone's mind.
Wednesday, January 21, 2015
Ambiance attracts
Free daily tips, information, advice and ideas
to help you better manage your small business
You are familiar with the ambiance that brings you back to your favorite restaurant. How about ambiance in other places?
Chiropractors and therapists have waiting rooms and treatment rooms. Do these make you want to come back?
Do you return to the health food store because it invites browsing? Do you visit the women's clothing store just to pick up what you've special-ordered? Or are you anxious to go back to see what's new in the display of hot shoe styles?
Example: Peggy runs a pet supply store on Main Street. She decided to kick it up a notch. She arranged to have her front window turned into a showplace for puppies. A call to the local pet adoption center resulted in half a dozen puppies arriving at the pet store every week. Puppies in the window created quite a buzz and brought new customers into the store. They stocked up on supplies and sometimes they adopted puppies.
Ambiance can mean different things in different businesses. The owner of an auto repair shop installed a 50-inch television set in the waiting room. A dentist turned his waiting room into a playroom for children--including computer games.
Example: Takisha used her grandmother's recipes to create unusually flavorful cookies in her local bake shop. When she added a couple of small tables and a coffee machine, she attracted more customers looking for a quick pick-me-up. When she added a small table of free bite-sized samples, she attracted even more people, and they bought more to take home.
Turning your place into something that adds to the attraction takes thought and creativity. Think about ways to jack up the ambiance that will entertain, titillate and even inspire your customers and clients. It can firmly anchor your place in their minds.
Ambiance is not limited to bricks-and-mortar stores. Snapping those pictures and posting on social media helps extend the ambiance of your operation. You're aiming to provide a warm feeling about your products and services and keep you in the minds of viewers.
to help you better manage your small business
You are familiar with the ambiance that brings you back to your favorite restaurant. How about ambiance in other places?
Chiropractors and therapists have waiting rooms and treatment rooms. Do these make you want to come back?
Do you return to the health food store because it invites browsing? Do you visit the women's clothing store just to pick up what you've special-ordered? Or are you anxious to go back to see what's new in the display of hot shoe styles?
Example: Peggy runs a pet supply store on Main Street. She decided to kick it up a notch. She arranged to have her front window turned into a showplace for puppies. A call to the local pet adoption center resulted in half a dozen puppies arriving at the pet store every week. Puppies in the window created quite a buzz and brought new customers into the store. They stocked up on supplies and sometimes they adopted puppies.
Ambiance can mean different things in different businesses. The owner of an auto repair shop installed a 50-inch television set in the waiting room. A dentist turned his waiting room into a playroom for children--including computer games.
Example: Takisha used her grandmother's recipes to create unusually flavorful cookies in her local bake shop. When she added a couple of small tables and a coffee machine, she attracted more customers looking for a quick pick-me-up. When she added a small table of free bite-sized samples, she attracted even more people, and they bought more to take home.
Turning your place into something that adds to the attraction takes thought and creativity. Think about ways to jack up the ambiance that will entertain, titillate and even inspire your customers and clients. It can firmly anchor your place in their minds.
Ambiance is not limited to bricks-and-mortar stores. Snapping those pictures and posting on social media helps extend the ambiance of your operation. You're aiming to provide a warm feeling about your products and services and keep you in the minds of viewers.
Tuesday, January 20, 2015
Customer friends
Free daily tips, information, advice and ideas
to help you better manage your small business
People who start a business frequently don't know the difference between personal friends and business friends. Until you get the hang of it, it can be confusing.
A personal friend is someone you're comfortable with. You willingly share private pieces of your life. You enjoy being around personal friends.
A business friend is a customer or client. These people trust you to provide certain goods and services. They feel that you have integrity. The relationship is at arm's length and professional.
Example: I know the owner of a small gift shop who is downright unpleasant with some customers who wander into her place. Instead of assuming a professional attitude, she immediately "likes" or "dislikes" shoppers. She treats them accordingly, bringing her own attitudes and preferences into play. Because of unprofessional treatment, many potential shoppers leave and never return. The business suffers because of the owner's treatment of customers. People who come into her shop don't arrive looking for a personal friend. They are attracted by something they saw in the window. They expect, and deserve, respect.
Every business owner will encounter a difficult and demanding customer. Sometimes these types of customers are people you'd rather not deal with. Just be careful not to let your personal preferences drive away customers.
Example: Bob does home improvements. He has a lifetime of experience in carpentry, painting and those small jobs around the house--hanging a door, repairing tile work, seeing to a squeaky stair. His estimates are free, but sometimes when he arrives at the homeowner's place, he turns and leaves without even knocking. He explained to me once that he had seen so many homes and dealt with so many people, he could quickly make a decision whether or not to knock on the door. If the car in the driveway is old and if he sees signs of neglect, he moves on.
This is not professional. Maybe the person has just bought the house. Maybe the old car means that the owner is thrifty. Maybe---anything.
You can run your own business any way you like. But setting up to serve only people you would consider having as personal friends will severely limit the business future. Best growth is achieved by serving business friends in a professional, arm's length manner.
Business friends are customer friends. They appreciate professionalism and they will refer others to you. Personal friends have another agenda.
When you let your personal "likes" and "dislikes" invade your business space, you run the risk of turning away the very customers who can help you grow.
to help you better manage your small business
People who start a business frequently don't know the difference between personal friends and business friends. Until you get the hang of it, it can be confusing.
A personal friend is someone you're comfortable with. You willingly share private pieces of your life. You enjoy being around personal friends.
A business friend is a customer or client. These people trust you to provide certain goods and services. They feel that you have integrity. The relationship is at arm's length and professional.
Example: I know the owner of a small gift shop who is downright unpleasant with some customers who wander into her place. Instead of assuming a professional attitude, she immediately "likes" or "dislikes" shoppers. She treats them accordingly, bringing her own attitudes and preferences into play. Because of unprofessional treatment, many potential shoppers leave and never return. The business suffers because of the owner's treatment of customers. People who come into her shop don't arrive looking for a personal friend. They are attracted by something they saw in the window. They expect, and deserve, respect.
Every business owner will encounter a difficult and demanding customer. Sometimes these types of customers are people you'd rather not deal with. Just be careful not to let your personal preferences drive away customers.
Example: Bob does home improvements. He has a lifetime of experience in carpentry, painting and those small jobs around the house--hanging a door, repairing tile work, seeing to a squeaky stair. His estimates are free, but sometimes when he arrives at the homeowner's place, he turns and leaves without even knocking. He explained to me once that he had seen so many homes and dealt with so many people, he could quickly make a decision whether or not to knock on the door. If the car in the driveway is old and if he sees signs of neglect, he moves on.
This is not professional. Maybe the person has just bought the house. Maybe the old car means that the owner is thrifty. Maybe---anything.
You can run your own business any way you like. But setting up to serve only people you would consider having as personal friends will severely limit the business future. Best growth is achieved by serving business friends in a professional, arm's length manner.
Business friends are customer friends. They appreciate professionalism and they will refer others to you. Personal friends have another agenda.
When you let your personal "likes" and "dislikes" invade your business space, you run the risk of turning away the very customers who can help you grow.
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