What works for us

 

lonleliness

Remember what works

When I started my businesses I took an ad in local monthly pamphlets which go out to probably about 20,000 homes. It worked quite well, but although I was at one time advertising in four of these booklets going to different areas, over the years I have found that two local towns did not want to buy from me. I do not understand why, but I stopped my ad in those particular pamphlets. I still have ads in the other two booklets because they do work and they reinforce my local presence.

I used to do a lot of breakfast networking. You may remember I even ran a breakfast group for a while. That helped my business locally. However, for family health reasons I backed away from that scene, and I cannot say that my business has suffered to any degree. Maybe that networking had stopped working for me, so I do not feel a great need to re-engage.  I do network face-to-face at meetings later in the day.

What works for me now in getting business is my on-line presence both through my own websites and through that of an alliance where I pay for my profile via commission when I close business received through that “external” website.

I have tried to recognise where marketing does not work or has ceased to work, and close it out. I will always try new methods too. We have to test and see what works, and notice what has stopped working, otherwise we end up wasting money and our valuable time.

Do not be lazy with your marketing because it can be expensive. I know myself it can be easy to let it slip.

 

Politics, religion and social media for business

Some signs we ignore at our perilHere in the UK we have had an election. In the run-up, many people in my business circles have shared their opinions on the parties’ policies, and post-election they are sharing their views on those who have a different opinion from them.

We all have political opinions, and unfortunately when they are attacked we cannot help taking it personally. It seems they are taking pot shots at us. Yet in a business environment we may like those who differ from us, but it is inevitable their politics colour our opinion of them. In other words, their opinions damage our relationship because we see them in a different light.

Generally online, via Twitter or Facebook amongst other places, I do not see small business people spouting their religious views, which is a great relief. Religion is a cause of conflict when people do not see eye-to-eye.

When I became a radio amateur (ham) as a young chap, passing the exam, I knew that it was rule that we did not discuss on-air either politics or religion. That way we avoided bad feeling. To me, using social media to maintain my business circles, it should be a rule that we avoid politics.

Of course that is just my opinion.  I am human and can be offended by others’ beliefs if their outspoken opinions seem directed at my friends or at me.

How do you feel about mixing politics with business?

Your business safety net

Running a small business is engaging and enjoyable. We love the game, what we do, the people we meet and the buzz of being rewarded by our customers when they pay us.

It is so easy to forget that things can go wrong, and usually it won’t be our fault.

Suppose we might make a mistake which costs our client money. It does happen as no one is perfect, however much we guard against errors. Human nature being what it is, a customer might think we have made a mistake and cost them money, when we have not put a foot wrong. Either way, we need to be insured against action against us. Otherwise a vindictive client entirely in the wrong can cost us a lot of money and ruin our business. Professional indemnity insurance is essential and public liability insurance is important too.

Then again, how well are we insured against damage to our premises? Is our insurance up to date? Do we insure against loss by backing up all our data off-site?

Suppose our key staff have health issues and are off sick for a long time. What if we get sick and need to take time off? Are we insured to hire substitutes? Is our business income insured? Is our health insurance up-to-date?

Being insured for every eventuality sounds expensive, but when we think of the alternative of disaster and poverty we should grit our teeth and pay our premiums. Do you pay yours?

Learning by doing

Amateur radio station of DJ4PI

Amateur radio station of DJ4PI (Photo credit: Wikipedia) – not my station!

How did you begin to learn to do what you do for a living? I started in my first job by being given a pile of basic routine work to do. When I had done it, I was shown how to apply it to produce the finished product, which in my case was a service provided to a customer.

I could not have learned by watching someone else just sitting at a desk. We all need to have hands-on experience to learn and become interested in a subject in the first place.

It is the same with anything we do which can inspire us. As some of you may know, I am a radio amateur or ham. I first became interested in radio when I was at school, aged about fifteen, and watched and heard people (mostly older boys) using the army cadet forces network to communicate. It was learning by watching and by being involved, and it opened up a whole new world to me.

If it had just been a question of someone using headphones and hearing just one side of a conversation, I would have learned nothing, and would have been bored. My being involved in the entire conversation was essential to spark my interest. It gave me a hobby I value today in the same way I have had an entire career from being involved and useful from the start.

Whatever we do, we need to have a sense of self-worth. How do you inspire those who will come after you and follow you?

Having a sense of direction

It is no good starting in business if you don’t have a plan and ambition, or you are doing so for the wrong reasons. It is no good going for a job working for someone else if you don’t really know what you want to do.

I well remember, when I first started my business, meeting someone who had started his to undermine and destroy the guy whom he thought had destroyed his father’s business. Having left his father’s rival in the smoking ruins of his business he had no further purpose for continuing. That is no way to go about business or life.

A young person I know wants to leave home and get a job without knowing what she wants to do. She needs a plan, and just wanting to leave home is not a plan without something positive to build her independence in the way of a career.

If you want to start a business or get a job, just think what you would enjoy doing, and work out how you can achieve it. Running away without direction will have you ending up where you do not want to be.

“Dutch auction” clients

English: Julius Henry "Groucho" Marx...

English: Julius Henry “Groucho” Marx, cropped from group photo (Photo credit: Wikipedia)

Recently a prospect to whom I had quoted a fee in an email replied to that email after four months. She asked if I was still prepared to act for her. Naturally I said yes, and assumed she had accepted my quote. I sent her the usual “terms and conditions” email.

In reply she said that although I had the knowledge and expertise she required, actually she had obtained some other quotes. She effectively asked me to cut my fee in half.

Clearly she did not value me despite her comment and did not appreciate my experience, the cost of my ongoing training, my business overheads etc. Mainly though, she did not see value in me; only in saving money. Frankly, if she can get a process done for half my price, I fear for her as anyone in my field of work who was half decent could not possibly be relied upon if charging such a low fee. Too many corners would be cut. Instead of saving money, she may waste money.

I didn’t come here to be insulted, but I have got the tee shirt, so am not too upset. Very likely I was dealing with Rufus T Firefly’s daughter. She will land herself in the soup with HMRC; maybe Duck Soup.

The moral: know your value and charge for it. Clients worth having will appreciate the work you do and will be happy to pay for the comfort you give them.

 

 

 

Minding your Ps and Qs

English: Compositors working in the case depar...

English: Compositors working in the case department of Svenska Dagbladet in 1904. Svenska: Arbetare på Svenska Dagbladets sätteri 1904. (Photo credit: Wikipedia)

There are various theories as to the origin of the expression but old-fashioned print compositors claim it for their own. A lower-case p the wrong way round is a q.

Print compositors had to pay attention to detail, and so do we in running our small businesses. I was looking at my routine expenses the other day while doing my quarterly VAT (sales tax) return. I noticed that there were a few small monthly charges for services I never use, almost never use, or which are completely unnecessary if I am paying two providers for the same thing.

Like many people, I like a good idea and am willing to sign up for something useful, perhaps on the spur of the moment. However, I might sometimes forget that I am actually duplicating or purchasing two services which are fairly alike. Do I need two on-line directories? How much blogging coaching do I need to pay for when half of it I do not have time to do, or it is essentially what I am already paying for elsewhere.

I am stopping a lot of payments of mainly very small amounts but they all add up to quite a saving.

Are you paying for stuff you do not need or do not use? Have a look. You may get a surprise, plus more money to play with.

Mutual trust between client and provider

amateur radio transceiver Collins KWM-2A

amateur radio transceiver Collins KWM-2A (Photo credit: Wikipedia)

As a young chap I got my amateur (ham) radio license. I passed the exam and took and passed my Morse test at the Post Office Headquarters in London. I was very active while I was still living with my parents and had few responsibilities.

When those responsibilities kicked in and I was busy working in Town I did not have time for my hobby, so I stored away all my gear. Recently, I though I would make a come-back in radio. Of course the technology has moved on and I will embrace it. However, there is a particular old radio transceiver (“rig” as we hams call them) I really wanted working. It was not, and as I lacked all the equipment and probably the expertise to fix it, I arranged to send the radio to a professional service workshop.

After a couple of weeks, which seemed longer, the guy at the workshop telephoned to say the radio was fixed, and I should send a cheque (or check), which is what I did. After another week with no sign of my transceiver I telephoned him and was told that as my cheque had been cleared , which means processed by the bank, my radio was being sent back to me. It duly arrived and is working, but it has also been rather a long wait.

I think the workshop sent all the wrong signs. Firstly, to await the clearance of the cheque seems to show a lack of trust. Maybe once bitten but, with mixed metaphors, we are not all tarred with the same brush.

Secondly, part of any service is a reasonable turnaround, and this long wait to check payment added to the delay.

All this could have been avoided either by accepting payment by instant direct bank payments, or indeed why not use Paypal? Then there would be no suggestion of lack of trust since we are all used to paying this way, and there would be a quicker delivery of service.

The radio workshop’s old-fashioned ways must make the customers uncomfortable. I felt rather insulted. That is unnecessary as their work is good. Even if they do not trust the customers, they do not need to make it obvious if they accept modern methods of payment. What do you think?

 

Solving the problem. Or not?

The Plumber

The Plumber (Photo credit: Wikipedia)

We who provide services are paid to solve problems. aren’t we? If a client comes to me worried about an issue she has, it would not help for me to just say “Oh dear, you are in a mess”. She wants to hear how I am going to fix it, relieve her stress and generally help her feel better. Of course that is what I do, if possible. If I cannot fix it, I will just be honest, and if I am able, help mitigate the pain.

Recently we had an issue at home with our heating. It was a minor problem which could be fixed, although we already had another problem of a more serious nature which had been diagnosed by a plumber who had now gone abroad to work.

We had to choose a new plumber, who came to fix the more minor issue, which was done satisfactorily. We paid his bill.

We told him about our other problem. He seemed to think that the diagnosis we had been given was not correct. We wanted the problem fixed, so we agreed he could try. He sent two of his colleagues who fiddled around for a couple of hours before agreeing with the original opinion. They could not sort out the problem without the major work we had already been told was necessary.

We were then presented with a bill for not fixing the heating. Understandably, I think, we said that we had told the plumber what the problem was, and his men had spent two hours not sorting it out before agreeing with the original opinion. Would you have paid for that? I think not?

We all have to deliver a solution, or be honest if we cannot. We certainly cannot charge for our failures.

Don’t be shy. Be positive.

I met a very go-ahead sort of guy recently, who needed my immediate help. In the longer term I felt that one of my business friend’s offerings would be a better fit. I told my client of my recommendation, spoke to my friend, and introduced them by email, giving them each the other’s contact details.

My business friend then sent my client an email listing his businesses generic services. “We can offer… etc.”

Goodness me! I give my friend a new client “on a plate” and instead of taking the initiative, telephoning and introducing himself, and proposing a meeting, he gives a rather dusty impression, writes a boring email and sounds like everyone else.

I telephoned my friend and asked “Have you spoken yet?” The reply? “No, but I will later in the week”. That is probably too late

I made the introduction because I know my friend is good and well up to looking after this client. However, the only way to make an impression is by introducing oneself confidently and quickly after getting the referral, and by explaining to the hot but rapidly cooling prospect how much better she or he will be by engaging us and allowing us to take the stress.

First impressions really do count. We must not make a mess of them.