Resources

If you are thinking of starting a new business, an old book might be the key for you.

I picked up Target Marketing, by Linda Pinson and Jerry Jinnell at the library.

Even though it was written in 1993, it should be required reading for someone thinking of starting a business. It is a step-by-step process from the germ of an idea to actual business in place.

Along the way, there are easy forms to use to help identify target market, location analysis, competition evaluation, financial and advertising worksheets. And more! Additionally there are a multitude of resources named at the end of each chapter.

This might be a book that deserves to be purchased. You can get it used here for just one penny, but it is worth a whole heck of a lot more.

Getting to Second Base

In a couple weeks I will be speaking at the Pittsburgh International Networking Day celebration. My topic is Turning Networking Dating into Networking Dollars. During this talk I will share the five bases of networking and how to gain a better ROI on networking time.

I need to take my own advice!

Last week I met with a new contact. This young woman said that she wanted to meet with me. I did not ask why -- stupid me.

Let's just put it this way. She started at the beginning of time focusing on her part in it and brought me along on her ride of history. Every detail. Stuff I really didn't want to know.

I kept trying to get a focus on the conversation to no avail. At one point I was speechless. I just didn't know what to ask next. I think my brain may have been lulled to sleep.

Finally, I asked something that I never ask on a networking appointment. I asked her if she wanted to buy from me. I know that is somewhat rude(when networking as opposed to selling), but I just didn't know what to do next and in my mind I figured it would flush out some point for the conversation.

Of course as I suspected, the answer was no. She explained that she was an expert networker and didn't need a course about networking. (I tried not to smirk.)

So don't do as I did. Don't go into a networking appointment blind. Or if you do, your energy may be sucked right out of you and you will have nothing to show for the time spent. And please don't get me wrong. It is sometimes fun to just meet people -- to find out about them -- as long as it is a conversation not a monologue.

Stones and Tea

I am listening to the new book Stones into Schools by Greg Mortenson, who also is the author of the wildly successful, Three Cups of Tea.

In the original book, Mortenson relates that he makes a commitment to build schools in the mountains of Pakistan because the members of a village saved his life as he was near death coming back from a mountain climb. He begins the project as a typical American, wanting to get things done and done quickly. A village elder instructs him to take a slower approach, explaining that Greg needs to have three cups of tea with folks as he does business. "With the first you are a stranger, the second you are a friend and the third you are family and we will do anything, including put our life on the line for family."

I am only at the beginning of the second book, but already the author has caught my ear! He explains that he builds schools in the outer reaches of civilization because no one else will go to the ends of the earth to do so. And for one village, it took him not three cups of tea, but 8 years of three cups of tea, winning the favor of the village leader before he was given the go-ahead.

That story made me think about how we "civilized folk" are so willing to quit after just a short time. I hear all the time from networkers that "this person or that person didn't help me (in the time I had devoted to this relationship) so I am moving on."

Now, I am the first to say that some relationships need to be left behind. But I think far too many of us fail to realize that we have to put TIME in for longer than we think necessary before we gain a return on that investment.

I think we can take so much from Greg Mortenson and what he has learned about building schools AND relationships.

One More Time

For those of you who have followed this blog, you know that I've written a few posts about our yellow Lab, Gable. He is now almost 16 years old.

Each time I write about him it seems like he is nearing the end.

Last Monday night it seemed for sure.

His back leg kept thrusting out toward his front, crossing over so if he was standing it would trip his other back foot. Worst of all it would just collapse beneath him. I wondered if he had broken a hip. When he did manage to pull that foot into place, more times than not he was walking with the foot turned under. Ouch!

Steve made an appointment with the vet at 8 AM the following morning and asked me to go along. I know we both thought that it was going to be Gable's last trip.

But I am happy to report that the Everyready dog is still tickin'. He has a spinal cord injury that is making his back leg paralyzed. There is not much to do except enforced rest. Hopefully within a month it will heal and be better.

Right.

We couldn't figure out how to help him navigate our home with all the slippery wood floors. We didn't want him to exert himself falling down and then trying to get up. You guessed it. The next day I was at Bass Pro buying doggie boots that have rubber soles. I sure felt the need to tell the cashier that these boots were a for a medical need not just foo-foo! We are using just two for his back legs and they seem to keep his feet under him better.

So I'll keep ya' posted.

One thing is, Gable doesn't understand the rest part and still wanders a half mile throught the snow to go pee on the neighbor"s bushes. (That's the closest neighbor and Gable goes out through the fields to accomplish this feat.)

He still thinks of himself as Top Dog!

Two or Three?

This past week, I met with someone who was introduced to me via an email introduction. I've got to tell you that while it was a high level introduction, it still wasn't at the level of a personal introduction. There were some awkward moments.

I analyzed why this was so.

1. We really had no one to make the in-person introduction and so we bumble along trying to figure out who should say what next.

2. If a third person had been there, the meeting could have been shortened, because that person could have provided background as part of his intro.

3. This person could have also restated the reason he was putting the two of us together, instead of us trying to figure out the right time to talk about it.

4. He could have interjected at points during the conversation to add details that would have been important.

5. He could have given his opinion for this new person to do business with me, which would have had the power of a testimonial.

I could go on. While there are some circumstances where you cannot be introduced to the new contact, (distance, being one) and I know the value of a personal (in-person) introduction. I now have had it reinforced again!

Introductions take the "IF" out of the whole equation.

What's your take on this?

Charlotte the Champion

Yesterday, I brought a new vacuum cleaner at Sears. Now I tell ya', that is not exactly my idea of a day made in heaven. I don't like to clean anyway, so the appliance is not one I pine for. However, the old vacuum has made cleaning even worse than usual because it was getting rather old and inefficient. The wheels had fallen of the beater bar floor attachment, too.

Off I went to Sears. I have had good luck with Kenmore vacuum cleaners in the past and expected the same for this time around.

But this post is not about the vacuum cleaner.

No, it is about Charlotte, the sales clerk.

Charlotte made my day.

She greeted me with a handshake. And she introduced herself and asked my name before even asking about doing business. (Relationship development 101!)

I asked her a specific question -- to tell me the differences between the various models. She knew her facts and was able to deliver them to me simply. (I am a facts person. I don't want the details. I want just enough to make a fast decision as I don't like shopping.)

She asked if I needed filters or bags for the new cleaner and just because she asked I bought. Sears must love her.

When it came time to pay, my Sears credit card was inactive. As I mentioned, I don't like to shop! Within a few short minutes she had it reactivated. No muss, no fuss.

At the end of the transaction, she extended her hand again for a final handshake.

When in recent times have you been treated like that in a store? (Please tell me about your experience if you have.)

I have to hand it to both Sears and Charlotte. I guess that Sears has a pretty good training program and also that they were smart enough the hire Charlotte.

Thanks, Charlotte. You made shopping for and then buying a vacuum cleaner the highlight of my day.

Yay! Presents!

Presents! I received some really neat ones for Christmas. Three stand out.

1) I received a Keurig B60 pod coffee maker from my son, Andy and daughter in law, Debora. It is great. On the days I am writing at my home office, I can brew a quick pick me up and be back at my desk within a minute or so. There is no leftover coffee in the pot this way either. I know it's more expensive than just brewing a pot, but if I waste more than half of the pot, then it's not so expensive!

2) My hubby gave me a business card reader. Yes! While you know that I don't collect hands full of cards at networking events, I do ask for two or three of people that I want to get back to. Sometimes those do begin to pile up because I am out of my office so much. I am so excited about getting rid of those piles without having to do all the typing. My model is CardScan/personal. Love it.

3) From our other son, Greg and daughter-in-law, Lisa, hubby and I received an electronic picture frame. Now I know, those have been around for awhile, right? Greg, understanding the technological abilities of this household, uploaded several hundred photos of the family. And there is room for thousands more. We agreed that it would be fun to keep loading to see the years go by and everyone change.

So there you have it. A wonderful holiday for me. But what makes it really worthwhile is that each giver practiced the platinum rule, which is give unto others as they want to be given to. The kids and Steve listened to what I wanted, instead of giving me just any old gift.

What gift did you receive that you love?