Remember when scientists used to seed the clouds to try to make
it rain? They would fly over rain clouds and dump salt pellets to try to force
the rain from the clouds. I guess they figured that they could just help Nature
along a bit.
In my years of helping business owners and professionals
discover ways to grow their business, I've seen many who sat around waiting for
rain. They would wait by the phone, hoping a prospective client would call or
come to the business. Their attitude seemed to be a combination of passive hope
and resignation. They hope someone will do business with them. They hope that
others will initiate contact with them. They seem resigned to whatever business
floated their way.
Others, including some of the most successful, took positive
"to make it rain". These are the ones who made calls, ran ads, got
out of the office to make their own contacts. Through their activity,
these business professionals created opportunities for new business.
A few years ago, my own business went through a slow period. As
the business slowed down, revenues decreased and demands on my time decreased,
too. For awhile, I enjoyed the slower pace. Then I figured out that we were on
a path to financial disaster. I realized that something had to change
Verna, my wife and business partner, finally said, "Get on
and stir up the cosmic dust"! So, I took her advice and started
making calls. I called everyone I knew. I called past clients, old
prospects, people from my old phone lists. I even called people
I knew in a previous company. Also, I got out of the office and
attended business mixers, seminars and other events where
business professionals (my target market) tended to show up.
Sure enough, after I started all the activity, we began to
the phone was ringing constantly. We were getting calls from
prospective clients wanting to know more about our services. Even
more interesting, many of the incoming calls were from people we
did not contact. It seemed like the very act of outbound activity was
causing inbound business.
Time and again over the years, I've seen this phenomenon.
Positive action, directed outward seems to stir up the cosmic
dust. It doesn't work if the actions are directed inward. No matter
how many times you count the inventory, rearrange the furniture
or have internal meetings, these inward-focused actions won't
cause clients to show up or prospects to call you.
So what does this mean for you? Consider a couple of things.
First, brainstorm the types of outward-focused activities that are
appropriate for your business. Would it be appropriate to make
calls (to whom?), go visit (where?), run ads (what type, when?).
Would it be reasonable to attend mixers, seminars, do some
direct mailings, conduct a telephone survey, or canvass the neighborhood?
Next, pull out your calendar and start blocking off some time
these tasks. Generally, this type of business-building activity is
best done in blocks of time, so pencil in blocks of one to three
hours for this.
Clearly, most of these actions require preparation. To make
you don't make a career of just the preparation, schedule the
set-up tasks on your to-do list for specific days. That way, you're
more likely to get them done.
Finally, just do it. You know in your heart that you enjoy the
of this business-building action, especially when the revenue
starts to come in. The benefits to you and your enterprise are
legion. More clients, more revenue, better client relationships
and happier employees are just a few of the advantages you'll
realize when you take action to make it rain.
So, what are you waiting for? "Stir up the cosmic
10 Power Steps to Small Business Success
The entrepreneurial blueprint for ensuring success of a small business venture.
Starting a business is a serious endeavor and requires
considerable preparation. If you are going to accept the challenge, then
you must do everything you can to improve your chances for success. This
process involves the mastery of ten steps.
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Since starting my Internet business back in 1997, I have
learned many lessons along the way. These lessons have played
a major role in my success, and I'd like to share them with
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leaders at companies of all sizes are now required to adapt to
change quickly and effectively as a result of evolving
technology, an increasingly global economy, and what some
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Enough with the doom and gloom. So the economy is not as strong as we would like it to be. If you decide to curl up into a ball and just accept the worst, then you've already lost. You might as well just close up shop now.