It's all marketing

I realize I haven't been as faithful to writing my blog as I intended. Yesterday for instance, was packed with product development (September workshop and a new idea for a course offering) and marketing efforts (networking).

This year, I've rediscovered the fun of face-to-face networking and at the same time I have exploded my on-line networking. My mailing list is growing. The one-on-one relationships I'm developing are opening doors I didn't know how to find before.

Networking online or offline pulls me into the real world with totally different perspectives on the events or issues of the day. Everyone comes to networking with a different agenda. Different networking groups and events have a wide range of objectives too. The diversity of people and services they have, as well as the conversations that ensue get my creative juices flowing.

When you attend a networking event, it's sales, but it's off the cuff. It's serious but in a social setting. You can meet lots of people fast and work from there.

When you join an online networking community - you can take it in many different directions with people around the globe, all at the same time. From there, you can join subgroups for specific interests just like you can for live networking groups. And you can network with people your friends are connected with - you aren't limited by who you know directly.

I talk about this more, included suggested sites, in this week's issue of Breakthrough Success. Subscribe or wait for the archive version to get posted on my website.

In my mind, online networking is still an untamed version of speed-dating-for-business or other interests. It's easy and free to dip your toe in and test the waters. Try it.

As for the product development yesterday: I just posted a new page for a half-day intensive workshop I'll present on September 22 in Massachusetts. Join me live for the speed version of 10 Strategies to create more profit in less time. The purpose of this workshop is to give prospective clients a taste of my year-long program so they can decide to sign up for the next Breakthrough Business Results kicking off in September. It's a fun way to put names and faces together from the start and to offer prospects a feel for the tribal experience generated in the year long program.

Find a need

Should any business exist except to fill a need in the marketplace? Breakthrough Business Enterprise exists to help small business owners/CEOs and entrepreneurs, specifically those in technology fields, to make more profit in less time.

When I ask people the question, 'if I were to wave a realistic wand over your business, what would you like to achieve? What difference would it make?', I'm just asking the core investigating questions in another way. Sometimes we can hear the question so often the same way, that we only think of the pat answers we've used in the past. So I'm just rephrasing the question to ask what results they need, it's ethical selling based solely on the client's outcomes.

My job is a professional problem solver. So, in establishing a relationship with a prospect, my questions are just a different style to identify the problem you want solved so I can tell you if I can solve it.

We all know that a problem will keep being a problem or become a bigger problem until we do something about it. Therefore, the people who join my Breakthrough Business Results program only show up when the pain of staying the same (the problem) is greater than the pain (price) of signing up for a year of training, consulting and coaching to solve the problem. Then they are ready for me to ask, 'How can I help?'

System crash - silver lining

I didn't get to post anything last week. I was very absorbed 'in the moment' of getting things done. There's good and bad in that. The focus and drive to complete something by a deadline (even self-imposed) is imperative as an entrepreneur. But without some reflection time to lift your sights and take a longer view, it's possible to short-change yourself/the business. That's why I had intentionally scheduled 3 days to work on my long term vision after this deadline - instead of crashing and getting nothing done (which was normal in my corporate days).

In the midst of my own timeline, Murphy's law decided to pay a visit. 6 days ago, the hard disk on my computer decided to crash. The timing was impeccable. I had just saved 'almost' all the final edits to my new Products page announcing 4 new products: my e-book for small business exhibitors, my teleclass tonight on emotional intelligence tools for leadership and two 6 week workshops.

It has been a challenging week working on someone else's computer, without some key software and with only web-based email. It makes me appreciate the backups and support team I have in place. There were no delays in the product announcements or rollout. None of my data was lost. And most of my work could proceed as planned.

The silver lining was the planned three days already blocked out for planning 2006. Without my own computer, software and direct email access, and by letting voice mail pick up my messages, I was able to really concentrate on what I want to do next year professionally and personally. It's now all blocked out as a poster on my office wall, color coded, double-checked for balance and meeting my goals and aligned with my vision. With the plan in place (with flexibility built in to take advantage of new opportunities), I also took a first pass at the costs and revenue stream for this 2006 plan.

Putting a timeline to the vision and goals accelerates the business momentum and recharges my batteries for the next 90 days to set it all in motion.

First who then what

This year I've been taking my time to build the right team of people to support my business. I've found consistently, that the people I want to work with are enthusied about my business and what we are offering before they even know there's a slot on my team.

The relationship gets built. The foundation for working well together gets laid out. Then the roles they can best fill become self-evident. As Jim Collins states in his book (Good to Great...) first get the right people on the bus, then figure out where to drive it.

The simple truth is that if you begin with 'who' rather than 'what', you can more easily adapt to a changing world. That's how from 1973 to 1998, Wells Fargo went from buildup to breakthrough results.

Simple truths don't just apply to big business. Each of us can apply them in our own smaller businesses too.

When leadership looks easy

Westford Expressions is my chapter of Toastmasters International. It is an excellent organization and lots of fun every Monday night. In Toastmasters, everyone gets a role each week to have an opportunity to speak at the front of the room. Last night I was the Toastmaster for the evening. The Toastmaster puts together the agenda, with speakers, evaluators, a timer, a grammarian. The Toastmaster prepares introductions for each speaker and ties the program together with a theme. The theme I used last night was a series of quotes on leadership.

Last night was an example of commitment and leadership by everyone in the room. Here it is August 1, a gorgeous evening in peak vacation season, and almost 20 members chose to attend the Toastmasters meeting.

Why? They aspire to be better communicators and better leaders. How are they doing that? They lead by example. They show up.

It was a great meeting because everyone showed up prepared to do their part. That's when leadership looks easy.