Let's get refocused

It's nearly the end of the summer holidays and I can already see lots of invitations coming through for networking events, seminars and workshops. Business owners I've spoken to are starting to ramp up their marketing - and I'm no exception!

I've been kept busy over the summer both working with coaching clients and on new products. I'm consciously moving closer to my new business model - it's starting to get exciting now!

From next week I'm delighted to have several projects lined up with Southern Entrepreneurs, starting with leading a small Mastermind group and then, at the end of September, I've been asked to hold a Stress Management workshop.

Next week also sees the launch of a brand new joint venture that I'm really looking forward to and will announce here when it goes live!

As a result of all the preparation involved in these activities, blogging has rather slipped through the net lately! But, with the end of the holiday season, I know that all business owners will be refocusing on their targets for the rest of the year. I will resume more regular blogging and hope that the posts will continue to provide tips and inspiration for you!

Don't forget to pack your pen!

When you go on holiday, I really hope that you don’t take your laptop or business mobile phone with you.  ‘Getting away from it all’ should be exactly that.  The whole purpose is to have a rest from your business, enjoy time with the family and recharge your batteries.

Those of you who have followed my newsletter for the last few years will know that I feel very strongly about the importance of switching off and de-stressing.

And now I’m going to contradict myself – but only a little!

One of the side benefits of switching off from day to day business life and all that comes with it, is that you will often find answers to problems you’ve been wrestling with – and been too busy to give enough attention to until now. 

You may also find that, as you relax by the pool or walk in the countryside, ideas for your business pop into your head quite unexpectedly.

Now, you simply have to capture those ideas and write them down while they’re fresh in your mind.  If you delay, it will be too late and the idea gone, possibly for ever.  I’m sure you’ve had flashes of inspiration before, perhaps in the middle of the night?  I bet that by the time morning came you struggled to remember it.

So I recommend that, when you’re packing your bucket and spade, you also pack a small notebook and pen that will fit easily into your pocket or handbag – just in case you get that great idea that’s going to make your fortune! 

Why a 'Jack (or Jill) of All Trades' can damage your business

Many years ago, before I became self-employed, I worked for a large corporation.  They were going through a period of ‘streamlining’ and as a result weren’t replacing staff who left their employment. 

One day I overheard my then boss (the finance director) having a rather heated discussion with the personnel manager.  Personnel wanted to redeploy a member of the department.  This employee was an excellent Purchase Ledger clerk (looking after all the invoices from suppliers).  Personnel wanted to move them to Credit Control (where they would be chasing customers for payment) and couldn’t understand why there should be a problem!

In small businesses, the business owner is usually keen ('though a bit anxious) to take on their first member of staff and finally get some help.  This is such a big step for any small business and needs to be carefully thought out.

A client I worked with recently had employed someone to look after incoming phone calls and her team’s online diaries.  This employee, (we’ll call her Susan) was very efficient and the office was soon running like clockwork.  My client (we’ll call her Barbara) decided that Susan would be the ideal person to take on responsibility for making phone calls to get appointments for the sales manager.

Soon after that, the wheels started to come off the efficiently run office.  Barbara was puzzled and said to me “I don’t understand it, Susan’s always been so good at her job.”  I suggested to Barbara that while Susan was probably very happy to answer the phone to incoming calls, making outgoing calls was a very different matter.  The penny dropped.

As the owner of a small business, you need to work to your strengths and employ people to do the work that you’re either not very good at or don’t enjoy doing. 

When you employ someone especially for their particular skills, let them do what they’re good at and everything will be fine.  Just don’t expect them to be as capable (or willing) with tasks outside their skills and experience. 

Are you relying on luck?

Do you buy lottery tickets or enjoy the odd flutter on the dogs or horses? Perhaps you play a bit of roulette or blackjack? What about your business? Are you gambling that it will succeed too?

If that’s your strategy, then the odds are stacked against you and you’re likely to end up out of pocket and looking for a job.

And yet this is just what I see so many business owners doing. They don’t know how they’re going to get their clients or make sales. And they’re very busy being busy but they don’t know whether what they do works because they don’t monitor anything.

If you don’t have a proper business plan AND a marketing plan, you are relying too much on luck to carry you through. Here are some of the other results of not planning:

• You don’t know if your cashflow is enough to keep you going through a lean patch
• Budgeting doesn’t exist – you just spend as you need to
• You don’t like opening letters from the bank or credit card companies

“Successful people plan on paper” – I can’t remember who said that, but it’s so true!

Do you think people like Bill Gates or Richard Branson achieved their success without planning on paper? Sure, maybe in the very early days they winged it. But as soon as their businesses started getting serious, you can bet they started writing down their plans (or they got someone to help them).

Perhaps you believe you’re too busy to take time out and write your plan. So you wait until you’re less busy…. with less clients on your books, and less money coming in….. Or maybe you don’t like making plans or targets because then you might just have to do the work it takes to reach those targets.

Running your own business should be a combination of fun and work. To get that balance you need to rely less on luck and more on planning. You need to add a healthy dose of self-discipline as well.

One of the problems I’ve found through working with entrepreneurs is that they often aren’t sure what they need to plan (and they don’t like to ask for help because they think they should know). The guidelines given by banks and some other agencies can be so wordy and vague that they just add to the confusion. They also seem to call for very long (and boring) plans. In my experience, the more pages in the plan, the less likely it is to be looked at regularly.

It is possible to have simpler plans – as long as they include the essentials. What are you selling? To whom? How many? and How much? Then think about HOW you’re going to achieve this, what marketing tactics will you use? Pick just a few to start with and measure their effectiveness.

Make your plans, write them down and review them at least once a month, ideally look at them every day – this will keep you on track and working harder to reach and exceed those targets. Don’t let your business go to the dogs – get planning and increase your odds for success!

© Louise Barnes-Johnston, 2008

Louise Barnes-Johnston is “The Business Accelerator”. She provides business coaching and mentoring for entrepreneurs and owners of small businesses. Get a copy of her FREE report “10 Ways to Boost Your Business” at http://www.frontline-results.com

Are you on your To-Do list?

There are so many demands on your time when you have your own business, that it can be easy to put yourself and your needs at the very bottom of list (if indeed they make onto a list at all!).

Just as you wouldn’t expect your car or van to keep running without regular stops to fill up with fuel, you can’t expect your business to function at full throttle without taking care of yourself.

Do you work late into the night or at weekends? Once in a while is OK – too often will run down your energy reserves and leave you vulnerable to picking up colds and other infections.

Get your diary out and schedule time for recharging your batteries – preferably right up to the end of the year! Book time to spend with your family, with friends, or simply to take care of yourself. Plan a round of golf, a relaxing aromatherapy massage, a walk in the country or by the sea, read a novel.

Your business will benefit when you put yourself on your To-Do list – go on, do it now!

"Do the Locomotion"

Do you remember a song of that name by Little Eva from many years ago? It still gets played occasionally and whenever I hear it I get a picture in my mind of lots of people moving in a long line like a train, although I'm sure the original dance looked a bit different.

I've noticed that in business, once you start moving forward by taking lots of action, you can build up a momentum that becomes quite easy to sustain.

The new business model that I'm working on (mentioned a couple of postings ago) is building up a series of interlinked steps and strategies that need to be done. Doing each step for the first time is quite slow because it's a bit scary and tentative. After that, as it becomes more familiar and comfortable, I wonder why I didn't try it before!

Getting a 'locomotive' moving from a standing start takes a lot of fuel and effort, so does getting started working 'on the business'. Knowing what has to be done can, in itself, be totally overwhelming. My coaching clients often get a panicked look when we go through and identify what needs to be done.

I'm holding a FREE Teleseminar this Thursday evening on How to Stop Overwhelm and I'm quite surprised at the number of people who have signed up - it's obviously an issue that is affecting many small business owners. I know, I've been there myself.

Taking the first steps, getting your business locomotive rolling, does require energy and focus. The rewards come as you build up a head of steam moving forward and, of course, see the results of your efforts.

Shifting the Business Model

The last few days have been really amazing! I now have a new coach who is really going to help me do for my business what I do for other people's. She really understands the business model that I want to use and has already got me working to it.

Another exciting thing that has happened is that, on Friday, I took delivery of a home study Training Program I've been longing to do. It's from a truly inspirational marketing mentor I've been learning from for over 2 years. It is the most expensive program I've invested in so far, and I just know that what I learn and implement from it will take my business to the next level.

While I was debating whether I could justify spending so much on training, my inner critic was telling me that there were other things the business needed and I shouldn't do it. But my own personal 'inner coach' reminded me that I'd been wanting to do this program for the last 2 years and that, if 2008 is to be the growth year I want, then it was high time I stopped procrastinating and got on with it.

So I went ahead and took the plunge. After all, if I coach my clients about the need to invest in themselves, how can I do any different?

One of the lessons I've been reminded of is that it's important to make decisions quickly and act on them. So I did the right thing! I'm looking forward to learning more - and to taking more action.

The diary - a moveable feast

Rather a mixed week - and I'm still falling behind in my target number of posts for this blog! Started off well with a new business coaching client. I really get a buzz when people are fired up after the sessions.

I've probably spent more time than I should studying and researching when I should be taking more action and proactively marketing. That said, I have written a couple of sales letters and sometimes they take a while to get right.

Yesterday, it all went horribly wrong. I woke up feeling like I'd been left out in the rain for few days. I'm convinced that, whatever the bug was, it latched onto me while I was in the health centre a few days ago. Fortunately, the symptoms departed as abruptly as they arrived and I feel much better today.

But Thursday hadn't quite finished with me. A couple of emails I sent to remind today's coaching clients met with "I'm sorry but I can't make it." So frustrating when your diary is rearranged at such short notice! (My duvet hasn't looked so attractive for a long time - I just wanted to sulk!)

It's not the actual rescheduling I mind, so much as the short notice - there's no time to arrange anything else in the unexpectedly free time. And of course, there's the knock-on effect when you try to reschedule. I realise that my clients are busy people too, and they need to rearrange meetings from time to time, but I also feel that giving me less than 24 hours' notice is not showing much regard for MY time and schedule.

I've been thinking about how I can minimise this situation, it's a tricky one and I'd welcome comments and suggestions on what you do, if you've experienced this. One thing I'm going to try is to put a little reminder at the bottom of the coaching session notes sheet, just under the date and time of the next meeting.

Roll on next week - and all the challenges it brings!

Is talking going out of fashion?

When I first started out in business 10 years ago, I used the telephone a lot (nearly all day!) - and I sent out letters with stamps on them. Today I hardly ever send out letters - in fact I even sent out Ecards at Christmas, something I couldn't have imagined a few years ago.

Quite often I find myself typing a reply to an email, and then stopping because it's getting rather long and involved. At that point I usually decide to pick up the phone and speak to the person concerned.

I've noticed that, if I send an email asking a slightly awkward question, like "Will you be attending my teleclass?", I get an email reply when the answer is negative. I have to admit that I have been known to do the same!

It got me thinking that it is easy, today, to avoid speaking to people if we don't want to. But, while it can be useful to hide behind the computer screen (or a mobile phone text message) if we don't fancy a 'confrontation', it is a bit wimpish too!

All those years ago, I had to prepare what I wanted to say on the phone, how I was going to say it - and be ready to deal with what the other person might say in return. Although I didn't realise it at the time, these were very strong skills to learn and they have come in useful many times!

Emails can come across as abrupt and thoughtless (there's no tonality to soften the message) and relationships can be irretrievably damaged - just by pressing 'send'.

Some messages are still better delivered in person (by talking at least). Our electronic methods of communication just don't have that human touch.

A thought about managing time

Yesterday I promised you something useful for your business, and I hope you find the following fits the bill!

I like to follow up with the delegates from my Business Action System workshop to find out how they're getting on. Because of the diverse nature of their businesses, sometimes the System needs a bit of tweaking and refining to fit in so that it can work effectively.

One delegate I was speaking with today said that he was still having problems fitting everything into his day. It turns out that he was not factoring in one of the tasks that happens everyday. This involves taking phone calls, answering questions and checking production. It's a bit of a moveable feast because it isn't a solid block of time, it can't be planned and it's of variable duration.

My suggestion to this delegate is that he allocates a block of time each day for this activity - let's say 2 hours (to include a contingency buffer). This means that he will not over-schedule the rest of his day. If the activity takes less than 2 hours, he's ahead of the game and can fit something else in. The important point is that he will now be able to fit in everything he wants and needs to do in his working day.

Distance and Perspective

I swear the weeks are speeding up! Today I went along to someone else’s workshop (always a good idea to put a bit of distance between you and your business from time to time) and can’t believe that it’s the weekend tomorrow! I really could do with an extra day this week.

At the workshop, I had a ‘light bulb’ moment, a realisation of something I’ve been doing that is stopping me from being as productive as I could be. I’ve said before that I spend a lot of time researching subjects that can help my coaching clients – and workshop delegates. What seems to be happening is that I don’t know when to stop! I have to learn when enough is enough, so that I can move on to another, equally important, project.

As well as this insight, it was very useful to spend a bit of time looking at my future business plans. Somehow you get a different perspective when you’re out of the office.

Enough rambling, let the weekend commence. Where's that bottle of wine?

The Heat is Off

I think last weekend saw the last of our brief but welcome Indian Summer. It was wet and blustery overnight and this morning and the forecast is for temperatures to drop quite significantly over the next few days. And it was dark when I walked into the village this morning to get my newspaper!

On the whole, I quite like the autumn and don’t mind the days getting shorter. I enjoy shutting out the world and curling up with a good book – and I don’t feel guilty about doing that if the weather isn’t too great.

In terms of business, a lot of people I’ve met at the recently revived post-summer networking groups have set themselves some very ambitious goals. It’s not only January that spurs business owners on to plan, September has that effect too. They both feel like fresh starts.

Goals can be set at any time of year and, importantly, they can be tweaked and adjusted at any time. Some people think that, once you set a goal, it’s set in concrete. But that’s not true. You can change them, because circumstances change, your business needs change. It’s about recognising that the original goal doesn’t quite serve the purpose you want it to and making the necessary changes.

What goals have you made that need revisiting, and possibly changing?

Small Business Owners - take a break without guilt!

After the somewhat lengthy posts of the last couple of days, I'll try to make this one shorter. I'm not doing so well in breaking out of my routines - I've been varying the time I get up, doing non business stuff during the day - but it has still felt like a working week.

However, there have been some real benefits to the last few days. I've got those annoying jobs out of the way, a phone call yesterday has yielded some new business, and this evening I've been invited to give a talk to a new group of small business owners later in the year! I'm a happy bunny this evening.

What's been most interesting is the lack of guilt I've felt about doing various things - like spending some time updating my speaker profile, researching what competitors are up to, making contact with some new people in Ecademy and reading lots of interesting blogs.

Looking at those activities, they all look pretty genuine in terms of business development. Why would I feel guilty about doing them normally? Will have to think about that.

Anyway, to all small business owners out there - make the most of this Bank Holiday weekend (it's even supposed to be nice weather!). The world will not come to an end if you don't check your emails or if you switch off your mobile phone - honest!

Thank goodness tomorrow is another day!

A client I've been working with for a couple of months has been an absolute gem. I wrote about her a few days ago - she does all her assignments and really takes to heart the changes she needs to make. As a result she's reaching the goals she set really quickly. I'll have mixed feelings when I finish working with her - pride that I've had a small part to play in her success and sadness that I probably won't work with her again for quite a while. She'll be flying solo and doing it very well. She's also referring people to me for business coaching, as she's so pleased with the quick results.

By contrast, I offered to help someone who was really struggling. I don't often take on pro-bono clients and I certainly won't do it again in a hurry after this experience. I've been working with this person on building their business on and off for over a year. She has been a bit of a nightmare with not wanting to work on assignments and keeping to appointments - which should have warned me. I've shared what I do in my business. In business coaching or any kind of coaching, the relationship is built on trust - which I believe works both ways.

This person has repaid me in the last few days by competing head to head with a workshop I'm running (coming in at a lower price and just a week before my published date). I still can't believe it, even some of the content description was obviously lifted from my web page. I cannot begin to describe how hurt I feel.

The reason I decided to share this experience is, firstly to show the contrast between how wonderful some clients can be, and secondly to call for some good business etiquette and manners! I have plenty of other competitors in my geographical area and we manage to avoid treading on each other's toes (most of the time!).

To finish the story, I emailed this ex-coaching client to express my hurt and disappointment and to terminate the coaching relationship. The reply I received was full of denial (different content, different location, about 20 miles away), it was obvious that she didn't accept that what she was doing was in direct competition. I chose not to reply.

This afternoon, I found a notice that this person is delivering a talk to a group of small business owners (that we both belong to). This talk has the same title and subject as one that I deliver and is being held just 5 miles down the road. If that isn't copy catting, I don't know what is.

Trust is a vital part of my business but sometimes it can leave you feeling a bit battered and bruised. Still, as Scarlett said : "I can't think about it now. I'll go crazy if I do. I'll think about it tomorrow. After all, tomorrow is another day!"

Not a great start!

Well, I'm near the end of my first day of doing things differently. I guess some habits are quite deeply entrenched because I seem to have kept to quite a few today.

I'd had visions of taking a long walk by the sea - which is only 5 minutes from my office - but chickened out. I don't know if it's just me but, for August, it feels a bit chilly!

What I have done differently is to not buy a newspaper. I found that I was just skimming the headlines and I can do that on the internet. So far, I haven't missed the bad news that seems to dominate the papers - that's got to be a good thing.

I've enjoyed feeling free to take time out in the middle of the day to do stuff totally unrelated to business - I'll definitely be doing more of that. I guess that my main throughts about this first 'unstructured' day is that it seems very strange and I am missing the usual routines.

The local radio traffic news has just reminded me why I love working from home - the road onto the island is at a standstill - I'm so grateful I'm not stuck in it!