Using Groupon for Customer Acquisition
I read a great article recently by Stephanie Miles entitled “Using Groupon for Customer Acquisition.” The use of group coupon sites such as Groupon, Living Social, Screamin Daily Deals, and more continues to grow. The key for businesses in our community is how do you turn those one time bargain hunters in to long-term customers. Stephanie has some great tips. Hope you like the article as much as I did.
http://www.openforum.com/articles/how-it-works-groupon?extlink=em-openf-SBdaily
VIA WORKS FOR ME! (By: Anna Frutos-Sanchez)
VIA WORKS FOR ME!
It is hard to believe that it is now the end of November, and December will come and go as quickly as the year has. Time flies when you’re having fun! That’s exactly how I feel about the work I do for Southern California Edison and the Boards I serve on, especially VIA, a key organization in the Santa Clarita Valley that continuously has educated and provided solutions for business success through our monthly information, education and advocacy.
When I first joined the VIA Organization and the Board in 2006, it was specifically because of I had heard this was the organization which has existed for over 30 years and has made exceptional contributions to the Santa Clarita Community. It is an organization with an exceptional reputation, and does not compete with other organizations; it simply has a mission that continuously delivers to its members.
VIA’s Committees have contributed to my knowledge of this community and have been a very important element of staying informed on legislative updates, environmental issues/concerns, transportation updates, educational programs, etc. For a company such as Edison, it is key and very important to stay connected and informed, and in particular to stay engaged and be a member of the decision makers in the community… VIA has provided this and more!
2011 has been a very important year for VIA and one that has set the tone for the years to come. VIA has had its share of economic problems, as have many other organizations and businesses, however, because VIA is comprised of folks who care, who give, and who contribute to the betterment of our Santa Clarita Community, VIA has grown and is strong. VIA brings forth very successful programs such as the B2B Expo, the Gala, the monthly luncheons, Connecting to Success, and other. I just want to compliment VIA for making a difference and for staying committed to its mission.
I look forward to VIA’s continued growth and advocacy! Way to go VIA!
Anna Frutos-Sanchez
Local Public Affairs Region Manager
Southern California Edison
Eat that Frog!
With more on our plates every day and time seeming to slip by at an increasingly rapid pace, this unique approach to time management from a book by Brian Tracy called “Eat That Frog! 21 Great Ways to Stop Procrastinating and Get More Done in Less Time” resonated strongly with me.
Get More Done In Less Time = Eat That Frog.
If you are like me, you are overwhelmed with too much to do and too little time. As you struggle to get caught up, new tasks and responsibilities keep rolling in, like the waves of the ocean. Because of this, you will never be able to do everything you have to do.
For this reason, and perhaps more than ever before, your ability as a leader is to select your most important task at each moment, and then to get started on that task, get it done both quickly and effectively. To help you and others be more effective and efficient, we must remember the story about frogs!
Mark Twain once said that if the first thing you do each morning is to eat a live frog, you can go through the day with the satisfaction of knowing that that is probably the worst thing that is going to happen to you all day long. Your “frog” is your biggest, most important task, the one you are mostly likely to procrastinate on if you don’t do something about it. It is also the one task that can have the greatest positive impact on your life and resultsfor you and your organization.
The first rule of frog eating is this:
If you have to eat two frogs, eat the ugliest one first.
This is another way of saying that if you and those you lead have two important tasks before you, start with the biggest, hardest, and most important task first. Discipline yourself to begin immediately and then to persist until the task is complete before you go on to something else.
Although it’s so much easier to push off the “ugliest frog” in favor of fighting fires and cleaning up all the odds & ends and easy fixes, I think that frog eating should be my goal!
Andrea McAfee
Controller
Bayless Engineering & Manufacturing
Choose Change
Like a lot of business people, I get my fair share of junk email. Every once in a while, something will catch my eye and I’ll take a look, wondering, “How in the heck did I get on this mailing list?” This time, the looking paid off.
From “simpletruths.com”, motivational and inspirational gifts, I got a glimpse of something I found useful and wanted to share. It also reminded me of an earlier post by Scott Capistrano. This is from a book entitled, “The Nature of Success”.
“The root for ‘motivation’ is ‘move’, and movement is change. Ask yourself right now… Am I moving forward or am I standing still?
Do I have a career that I love? …Do I have a healthy lifestyle? Is my energy level, my attitude, where it should be? … Is there an activity I’ve wanted to pursue?
Truthful answers to these and other questions will tell you whether you want, or need to change.
A cautionary inner voice will tell you not to rock the boat, to stay on the path of least resistance, but your heart is telling you otherwise.
Listen to your heart. Filter out the old static and tune in something new. Challenge your assumptions, identify and study people already doing what you want to do.
Read books and listen to tapes that will motivate you to break away from the notorious “comfort zone”.
Confront your fears. When one is unsatisfying day just blurs into the next – your life is begging for a change.
Change can truly be a wonderful gift. It can recharge your emotional battery and nourish your soul. Just do it! Choose change and let it make a positive difference in your life.”
– Mac Anderson
Maybe this particular message appeals to me because like some of my business colleagues, I am making changes AND want to know we have some company!
I’d rather be talked about than forgotten
I received a survey the other day and decided to take a few minutes to provide feedback for a couple of reasons… the first being that I was very satisfied and wanted to let the company know.
The second reason was because the survey was preceded (by a few days) with a note from the president of the company. Now I realize that it was probably a form letter, BUT… this guy wrote just as if we were standing in the same room and he was genuinely pleased that I’d chosen his company. He was hopeful that my experience was satisfying and that I would tell him all about it.
Since then, I’ve received another ‘letter from the President’, this time from a different company and for a different reason. It was less personal and it felt like a form letter. Guess it would take an expert to discern the difference, but there definitely was one.
The lesson for me is that if I’m going to take the time to enhance my business image by sending personal notes to my customers, I need to make sure to hit the mark. As in my experience, the first letter was very impressive and the second was very forgettable. Wish I could tell you exactly what the appeal was (or wasn’t), but all I know is that I’ll be paying attention to whatever goes from my desk to a customer’s IN box. I’d rather be talked about than forgotten.
Never get comfortable
Over last weekend, I briefly thought to myself “it sure would be nice if things settled down at SNQ – even briefly and we had a normal day”.
So what precipitated this thought? Well, it seems to me that since day one of the formation of Status Not Quo, every day has been dynamic, challenging, and mildly stressful due to constant change. Granted, most of our challenges have been positive (i.e. either fall under “opportunity” or “character building” lol).
However, as I reflect today (I’m writing this on a Monday), I admonish myself to “Never get comfortable”. I constantly challenge other business owners and our clients to continuously reinvent themselves, or stagnate and get left behind. While this is always our focus, it is hectic.
The entire year of 2011 at SNQ has been crazy busy due to a move – consolidating and moving to a corporate office. We went from completely virtual and decentralized, to a mix of the two with stronger centralization.
However, not one week after I sat down at the new office, we were faced with the potential of an incredible opportunity to move into two new areas of software development by absorbing/merging with another firm. This will expand us into a multi-office company, and very possibly into needing an international presence in South America. Talk about Distributed to Centralized and back to Distributed (insert rising stress meter here)!
My point is to be thankful for change, and embrace that uncertainty. Granted, many times it stems from a negative challenge – but we must still view those challenges as opportunities to change, leverage, reinvent, and grow. The day things start getting boring around here is when I will really start to stress. Take a well deserved break this weekend, but when you return on Monday, challenge yourself and get outside of your comfort zone.
Scott Capistrano
Status Not Quo
Job Hunting a shifting process
There is nothing as constant as change. And changing technology is fueling a shifting Job hunting process. Today job seekers interact in a virtual world therefore should possess a virtual job-hunting toolkit. However until such time as a bar-code is implanted on our foreheads enabling employers to scan a candidate’s; education, skill levels, personality dimensions, compatibility with the job requirements and culture of the company as well as background checks for electronic employment predictability. Candidates will continue to personally interview with people who are in a position to make a hiring decision. Up till now that has not changed.
John Silver
Director of Career Services
ITT Technical Institute, Sylmar Campus
What’s Your Approach … Train or Hire the Skills Your Company Needs?
Recently there have been numerous media pronouncements that, despite record unemployment levels, employers are finding skills shortages and mismatches as they look to add to their overall staffing levels. A growing number of employers are taking the approach that, in order to keep staff levels at the optimal level and with the appropriate skill sets, they need to up-skill existing employees and then recruit at the easier to fill lesser skilled positions.
So what’s your company philosophy and why? Are you enduring long recruitment cycles as you look for that “perfect” fit or are you taking the approach of increasing the skill levels of your existing employees through formal training, on-the-job training or a mixture of both?
Joe Klocko
Director, Center for Applied Competitive Technologies
College of the Canyons
6 Guidelines for Your Summer Work Wardrobe
As the weather starts to warm up and the June gloom fades away, the question always arises what do you possibly wear when it is 100 plus degrees out and you have a business meeting. I recently came across an article that attempted to answer just that question:
http://www.theworkbuzz.com/dress-code/6-guidelines-for-your-summer-work-wardrobe/
Check it out and let me know what you think. And of course, stay cool out there my friends. It is gonna be another hot summer in Santa Clarita.
Do You Work in a High-Integrity Organization?
Recently I ran across this excerpt from “LEADING TO ETHICS” 10 Leadership Strategies For Building A High-Integrity Organization by Eric Harvey, Andy Smith, and Paul Sims.
Do You Work in a High-Integrity Organization?
High-integrity, ethical leaders:
Build Values and Ethics Awareness.
They regularly communicate and discuss the organization’s shared values, operating principles, and ethical standards – making sure they are understood, supported, and accepted at all levels.
Hold People Accountable.
They hold themselves and others accountable for ethical behavior. And they have zero-tolerance for values violations because they know that “one bad apple can spoil the bunch.”
Lead By Example.
They recognize that they earn the right to expect others to perform with integrity when they, themselves, “walk the talk.”
Use Values To Drive Decisions.
They apply the organization’s values and guiding principles when making decisions – whether big and strategic, or small and seemingly insignificant. They realize that ethics are displayed in everything we do, and everything we do counts.
Ensure In-Sync Policies and Practices.
They make sure that rules and standards support the organization’s values and ethics at every level. And, should an ethical dilemma occur, they welcome the opportunity to resolve the issue quickly and without fear of reprisal.
Pay Attention To Perceptions.
They pay close attention to the feelings, opinions, and reactions of their colleagues, their employees, the customers they serve, and everyone in their circle of influence. They realize that perceptions ARE reality when it comes to ethics and integrity.
Hire and Promote Ethical People.
They use the organization’s mission, vision, and values as criteria for hiring and promotion decisions. And, they ONLY select those individuals who believe in these principles and who behave with integrity.
This served as a reminder to me that there is more to “doing business” than just “doing business”. It also prompts one to look within their own organization (s) to learn whether not only they, themselves, but also management, and even employees measure up to these high standards of integrity.
Andrea McAfee
Controller
Bayless Engineering & Manufacturing
Governor Brown’s Revised Budget Impact on Businesses
Presented by: Diana Meyer, President of Meyer Marketing Intelligence, Inc.
Earlier this week Governor Brown’s office issued a press release with revisions to the budget. Some of the more noteworthy items for businesses in California include:
- Enterprise Zones credits for new job creation only
- Reduction of sales tax on new equipment purchases by manufacturers
The complete press release is included here for your review.
Release Date: 5-16-2011
SACRAMENTO – Governor Edmund G. Brown, Jr. today unveiled a revised state budget that reduces by nearly $3 billion the amount of taxes needed to balance the budget, spurs job creation through new tax incentives and pays off most of the $34.7 billion debt built up over the last decade.
“California’s economy is growing, but we still face a $10 billion structural deficit and a wall of debt for years to come,” said Brown. “California’s finances were plunged into turmoil by the Great Recession and a decade of short-term fixes and fiscal gimmicks. This is not the time to delay or evade. This is the time to put our finances in order.”
The revised budget also downsizes state government and protects education and public safety. Since taking office in January, Brown and the legislature have cut spending by $9 billion and have taken other steps to reduce the deficit.
Key Highlights of Governor Brown’s May Revision Budget
Reduce the amount of taxes required to balance the budget. Californians will pay $2 billion less in income taxes this year than proposed in the January budget.
Increase spending on K-12 education. For years, the state has shortchanged public education in order to balance the budget, forcing school districts to borrow in order to balance their budgets. The revised budget increases funds for public schools by $3 billion. Even with this new infusion of funds, California schools are still owed billions by the state.
Spur job creation through tax incentives. The revised budget restricts Enterprise Zone credits to create new jobs only; spurs investments in California jobs through mandatory single sales; encourages manufacturing jobs through reduced sales tax on equipment purchases; and revamps a hiring tax credit to encourage additional job creation.
Create a long-term strategy to address California’s Wall of Debt. California has accrued $35 billion in budgetary debt by borrowing from future generations. The May Revision lays out a plan to pay off at least $29 billion in looming state debt by 2015.
Cut state government. The revised budget eliminates 43 boards, commissions, task forces, offices and departments that represent an inefficient use of taxpayer dollars. As services are returned to the local level, the Departments of Mental Health and Alcohol and Drug Programs will be eliminated. The revised budget also proposes to merge the Healthy Families Program into the Medi-Cal program, reducing costs and creating a single health care program for low-income families
Improve debt management. More than $11 billion in cash from bond sales is sitting in department accounts, where it costs taxpayers more than $700 million a year in debt service for projects that have yet to be completed, creating an unacceptable burden on taxpayers. The revised budget proposes expediting projects, moving cash out of accounts and into projects that create jobs and improve state infrastructure as taxpayers intended.
Restore honesty to the budget process. Last year’s budget underfunded the costs of both the Department of Corrections and Rehabilitation and Department of Mental Health by $465 million. The revised budget addresses the shortfalls in these departments and establishes controls to prevent future overspending.
Sell underutilized state properties. The revised budget proposes the sale of state-owned properties like the Los Angeles Coliseum, the Montclair Golf Course in Oakland, the Capital Area Development Authority in Sacramento and the Ramirez Canyon property in Southern California. These properties serve no state function and should be sold off to pay debt.
The May Revision can be found here: http://www.ebudget.ca.gov/
All that I want
This is the text of my sister’s upcoming contest as a Toastmaster. The message, as you will read, is ‘powerful’, and I wanted to share it with you.
The Rev. Billy Graham was recently asked: “Sir, what about this life has surprised you the most”? His reply? “Its brevity” A short time ago, I was a 17 year-old high school senior. Now I am a 60 year-old social security senior. I love being 60. You see when I was in my late teens and early 30’s all I did was get married and divorced, married and divorced, and married yet again. In my thirties, and early 40’s all I did was work. I worked 50 and 60-hour weeks so I could buy stuff. Big stuff, little stuff, new stuff old stuff. Your stuff. My credit cards had skid marks and their own zip codes. Then on Jan 4 1998, my life as I knew it ceased to exist. My husband of 20 years, the absolute love of my life, the man I was supposed to grow old with, died of a sudden heart attack. One minute he was on the racquetball court, and the next he was in the arms of Jesus.
Well meaning friends would often tell me. “Debby you are lucky, at least he didn’t suffer”. No, he didn’t suffer; he left that for me to do. And suffer I did. Shortly after Larry died, I was in the hospital having major surgery. Three weeks later my only surviving grandparent died. Me? Back to the hospital, this time with carpel tunnel surgery. The wind came along and blew the shingles off of my roof, my downstairs flooded, and the transmission fell out of my pick-up. All this happened by August of that year. Oh, I suffered! I felt like the psalmist David when he cried out:” Hear me oh Lord. Hear me Oh Lord and deliver me.” I spent days on my knees because I had nowhere else to go.
When at last I began to emerge from that deep abyss, I realized something; I had spent the past 47 years living in fear. You know that fear. That “False Evidence Appearing Real”. You see, I had always had all that I wanted and all that I needed. Fear kept me from putting it together. When I was busy getting married, all I wanted was to have a good marriage…All I needed was to be a better partner. During my buying frenzy, I already had all I wanted; all I needed was to respect my possessions. When my husband died, all I wanted was for the pain to end. All I needed was to accept that my life had changed forever. Acceptance is the key to all of my problems. For when I am disturbed, it is because I cannot accept some person, place, or situation and I will find no peace until I accept that person, place, or situation as being exactly the way it is supposed to be, because nothing — absolutely nothing — happens in God’s world by mistake. What fear is keeping you from where you want to be? The fear: “I’m too old… I’m not smart enough… I’ve never done that before?” All lies to keep you from doing, being, having. Pitiful or Powerful. We can be pitiful and live in fear, or we can be powerful and live our dreams.
Yes, the Rev. Graham was right, life is short. Yesterday I was 20, this morning 45, and now I’m 60. Yes, my hips are wider, but so is my smile. Things that used to be up here are now down here but that’s just gravity, so who cares? I don’t because I am living my dreams. Since 2000, I have been parasailing in Thailand and salmon fishing in Alaska. I have ridden the roller coaster atop the Stratus Sphere in Las Vegas, Nevada, and have rejoiced in the birth of my great-granddaughter.
Pitiful or powerful? Release your fears. Live your dreams.
Denise Henderson
11 Ways To Stand Out At A Trade Show
With the 2011 VIA B2B Conference just around the corner I thought it would be most timely to provide a link to the article below titled “11 Ways to Stand Out at a Trade Show.” Make sure to reserve your booth space this week by going on the VIA website at www.VIA.org
11 Ways To Stand Out At A Trade Show by Heather Allard
Attending trade shows is an incredible way to gain exposure, get publicity and even find sales reps for your company and products. But let’s face it—hundreds or thousands of companies attend the same trade shows, so you’ll need a way to stand out. Here’s how.
Present a pristine product
Think Christmas morning. Shiny and new.
And don’t forget to bring more than one. Not only do you need enough to make a presentation in your booth, but also replacement product for any that may have broken in transit or gotten soiled. While customers may be sympathetic, you only have one shot to make an impression.
Pick a card, any card
You’d be surprised how many trade show attendees forget to bring their business cards. Don’t be one of them.
Include on your business card all the ways people can contact you: phone, fax, e-mail, website, Twitter, Facebook and LinkedIn. Most importantly, include your name.
Have an office
Your trade show space will be your office away from home, so bring all the office supplies you’d normally use to conduct business.
Suggestions:
2-part order forms, with a copy for the customer and a copy for you Sales brochures Credit card forms Stapler Calculator Pens Paper clips Push pins Straight pins Suction cup hooks Masking tape Gorilla tape (you can fix anything with that stuff!) Packing tape for sealing your boxes at the end of the show Tide-To-Go A pressed table cloth in case the table does not come draped–this finishes your booth and gives you storage space under the table Extra light bulbs, extension cord and a power strip A sign for the booth with the company name on it Make following up easy
Bring an expandable file for orders and business cards. You will have all of your post-show work in one neat handy place.
Be sure to write any follow-up info on the back of the customer’s business card. Things like, “took catalog,” “ordered,” “call in two weeks”—any information that will assist you in prompt follow up after the show.
Wear comfortable shoes
You can’t stand out if you can’t stand up and your face says, “Ouch.”
So get some shoes that are comfy and stylish—yes, they do exist. Gym sneakers are a no-no unless you have a medical condition that requires them.
Be ready with an elevator pitch
Have a story about your product, what inspired it and what it does. Be prepared to talk about its features and benefits.
If there is a similar product on the market, be able to clearly articulate the points of difference between yours and the competition’s, without “negative selling.” Instead, do your homework and point out the positive differences about your product without mentioning the negatives of your competitor’s. For instance, if you’ve heard that your competitor has back-order issues, let buyers know that your product is in stock and ready to ship.
Create foreshadowing
Do an e-mail blast and a postcard mailing about your product a few weeks before the show. Be sure to include a “Come see us at XYZ show” with the dates and your booth number below your signature.
Show proof of promo
Buyers love to see that you support your product with a strong PR and advertising program. Be sure to feature your editorial placements and upcoming advertisements prominently on your brochures and trade show display.
Lure them in with a sweet treat
Chocolate will slow them down every time. Place some wrapped candy in a dish or a pretty basket. They may not buy, but they have stopped and they have looked.
Mind your manners
Etiquette goes a long way, even at trade show.
Show up on time and don’t leave the booth early Keep your booth neat and clean Have brochures/catalogs on the table so that a buyer may just take the literature if they choose not to stop for the sales pitch Keep all banners and display materials within the booth proper Greet buyers when they stop at, or enter, your booth Thank buyers for stopping in or writing an order Work on your hand shake. There is nothing unladylike about a firm handshake. It exudes confidence and a business-like impression. Get a manicure. Along with your personality and enthusiasm, your hands are a sales tool! Be friendly and have fun
Most importantly, be friendly and inviting. Say “hi” to everyone that comes your way (even the ones who aren’t going to buy anything from you). If you look like you’re enjoying yourself, you’ll be more approachable and interesting.
Heather Allard is a mother of three kids, Hope, Grace & Brendan — and one big dog, The Dude. She’s also the founder of TheMogulMom.com, a website for moms who run a business, raise a family and rock both. You can find her on Twitter at @heathALL.
Don’t miss the boat on customer service
Much too often we miss the boat on the customer service/relations side of business.
I recently received a letter from a supplier sharing a particularly inspiring list of “ten important business words” to say to your customers originating in a book by Mac Anderson called “Customer Love”. I have followed each of the ten with my related thoughts.
- “I apologize for our mistake. We will make it right.”
- We all miss the boat sometimes. Acknowledging the problem and promising to correct it will most likely keep your relationship from failing.
- “Thank you for your business. Please come back again.”
- So many times these words are not spoken and always should be.
- “I am not sure but I will find out.”
- It may be difficult to admit one’s lack of knowledge, and though humbling, honesty is always appreciated.
- “What else can I do for you?”
- Never forget to ask for another opportunity to be of service.
- “What is most convenient for you?”
- Keep in mind that your customer is the boss.
- “How may I serve you?”
- Show your customer that his/her needs are your highest priority.
- “How did we do?”
- Ask for a ”report card” so that you can learn where and how to improve.
- “Glad you’re here.”
- Another way of making certain your customer feels welcome.
- “Thank you.”
- Frequently remind the customer that they are appreciated.
- “Yes.”
- Always your best response to any customer’s request.
I strongly feel that none of these listed phrases can be over-used in today’s highly competitive business environment. Whether you are a service or product driven organization, always remembering that the client/customer has a choice lends you the greatest advantage.
Andrea McAfee
Controller
Bayless Engineering & Manufacturing
The Many Ways to Communicate with Customers
Diana Meyer
CEO/President, Meyer Marketing Intelligence, Inc.
Phones, e-mail, texts, Facebook, LinkedIn, Twitter, and YouTube are all tools businesses use to communicate with their customers. How do YOU communicate with and market to your customers or prospective customers?
Now you may be wondering, “Do I need to communicate with my customers using all these mechanisms?” Quite simply, the answer is “No”. Yes, I know that’s a relief! However, what you would want to do is really understand who your customer is, his or her age profile, and where or how they want to interact with you. Let’s take a quick look at some of these communication tools.
Phone: clearly the overwhelming majority of people have access to phones; however, there is a growing trend in the U.S. away from landlines. In fact, younger customers are more likely to rely on a cell phone exclusively.
E-mail: this is a cost-effective way to communicate with customers. It’s also important to note that those under 44 years of age are less likely to use e-mail compared to those at least 45 years of age (according to a survey conducted in 2010 on internet usage by SSI).
Text: great way to communicate with customers under the age of 25 according to the same study in 2010. Also, promotional information can also be sent out via text messages.
Facebook: another great way to communicate with all customers. Younger customers are most likely to communicate via Facebook. However, do NOT rely on this media exclusively and Facebook posts should be done in concert with other types of communication to establish trust. Although many messages are done electronically, people do not automatically trust these messages. Think of possibly participating in local events to make that human connection and post about the event on Facebook.
LinkedIn: good communication tool if your customers are other businesses or business people. One of the ways to use LinkedIn is to either post questions or answer questions in the “Answers” section.
Twitter: great way to reach a large number of people, but important to remember your message needs to be concise and clear at a maximum of 140 characters.
Just remember, the key is to make it easy for your customers to connect with you on their terms! Also, keep in mind these are all two-way streets of communication. If your customers post or tweet something, acknowledge them with a post or tweet and respond to their question.
Diana Meyer
CEO/President, Meyer Marketing Intelligence, Inc.
661.254.6141
dmeyer@meyermktg.com
http://www.linkedin.com/in/dianameyer0217
http://www.facebook.com/meyermktg
http://www.twitter.com/dianawm
Blog-Challenged!
I hoped I would die before I had to learn to use a computer. Don’t get me wrong, — I wasn’t suicidal or looking to die young. I was hoping technology would slow down and let me live out my natural life without having to learn the complexities of being computer literate (oxymoron in my case!).
Lucky for all of us, computers have become easier and faster to use and very intuitive – EXCEPT, I still have to push the ‘start’ button to turn my computer ‘off’. Whose genius idea was that? But for the most part, it simply takes time and effort to learn, like a new language.
Now, I’ve become so dependent on technology, I panic when I can’t get on line or when my cell phone is inoperable. I’ve even been known to take my phone to the restroom so I won’t miss a call. You’re not like that are you?
Many of the technological advancements we use today are need-driven, and I believe, equally driven by ‘want’, which drives a whole other set of behaviors… this blog for instance.
I mean, really! How much time do we spend writing and reading someone else’s thoughts and opinions? More importantly, what are we saying to each other? (Unknown author: “Opinions are like bellybuttons – everybody has one”.) I wonder if I am that interesting, and frankly some of you may be in the same category.
Truthfully, I am saying all this tongue-in-cheek. I have read the blogs posted on VIA’s website and, this one being the primary exception, I would say that all of them are helpful to business people.
We can learn a lot from each other if we only keep an open mind. You can tell that opening my mind to blogging made me sweat… I’d rather wash windows. Next time I weigh in, I intend to write something that deserves your time.
Denise Henderson
MD Commercial Cleaning
HAPPY BIRTHDAY VIA!
Some of you may remember parts of this post from a year ago, but I felt compelled to recall part of it. Today, the Valley Industry Association of Santa Clarita is 30 years old! Today marks the launch of a year long celebration for the organization and its members, culminating with a special celebration event tentatively scheduled for Friday, October 28. I hope you will join us in celebrating the successes we have accomplished together.
Incorporated on February 9, 1981, VIA has changed in many ways since its humble beginning. Originally a group of just 20 companies from the Valencia Industrial Center, VIA was created to push forth critical transportation initiatives. That group discovered almost immediately that their collective voice was far more successful than each were individually. What an incredible incentive to grow!
And grow we did! VIA, the fastest growing B2B organization in the Santa Clarita Valley, has moved in many directions over the years, but we have always remained true to our core values. Our tag line, “Connecting and Building SCV Industry” says it all. CEO Forums, member surveys, and regular personal contact with our members keep us in touch with pressing issues for business and allow us to continually provide real value to our membership. We have a rich history including VIA BASH events showcasing members and local industry clusters, B2B Industry Shows, Regional Executive Summits, the creation of the Valencia Learning Center (which later became the Employee Training Institute at COC), our annual Luncheon Series, the Website Contest, Connecting to Success, and VIA STAR .
HAPPY BIRTHDAY VIA! I’m proud to be a part of this strong, vibrant organization and hope all of you will stay tuned for the next 30!
Kathy Norris
CEO/President
New VIA Website!
The new VIA Website was prominently featured on the front page of the Business section in the Signal! Check it out.
http://www.the-signal.com/section/24/article/38995/
Scott Capistrano, President of Status Not Quo and Kathy Norris, CEO of VIA. Photo courtesy of The Signal
Scott Capistrano
Status Not Quo
www.statusnotquo.com
11 New Year’s Resolutions for Small Business Owners
The following article was recommended and shared with VIA’s blog by:
Laura Biery
Administrative Analyst
Economic Development Division
City of Santa Clarita
Phone: (661) 286-4017
Email: lbiery@santa-clarita.com
11 New Year’s Resolutions for Small Business Owners
By: Barry J. Moltz
January 4, 2011
As a small business owner, this is the perfect time of year to reflect on areas of accomplishment or places where desired results were not achieved in 2010.
Here are 11 resolutions every small business owner needs to make now to get their 2011 off to a fast start:
1. I will stop complaining about the bad economy.
This country is still staggering out of the Great Recession. Face the fact that this is the “new normal”. However, in a $14 trillion U.S. economy, there are definitely more than a few new prospects that can help grow your business this year. While complaining doesn’t help find them, offering solutions to solve their problems does.
2. I will only sell painkillers.
During better economic times, customers do buy “vitamins” (i.e. nice to haves). In tough times, find your customers’ pain by surveying them in January and asking where your business can help the most. Focus on selling what customers actually want, not what you think they need.
3. I will fire the employees that do not increase profit.
Stop holding onto the people that are bad performers, poor fits, or just don’t add to the bottom line. If that employee went on a month long vacation, would the company suffer? Everyone one else knows that the answer is no. Get over the fear and fire them in January.
4. I will only market to prospects that can actually pay for my product.
Businesses spend a lot of time trying to sell their products to people that do not have the money to buy. We waste a lot of time on these “Mr. Maybes” (prospects that show inconsistent interest). Separate out the “tire kickers” from the buyers by determining the customer’s budget, decision makers, and timeframe for their purchase.
5. I will not lower my price to substitute a real marketing strategy.
Have the confidence in what your company sells not to lower your price in an effort to win business. Focus on prospects that value the pain your company solves for them. Leave the price wars to your competitors.
6. I will meet with customers and vendors face to face.
Stop relying on email and the phone as an exclusive way to talk with customers. Even in a social media world, deep and long lasting business relationships are still built IRL (In Real Life).
7. I will attend at least one major industry event.
A big part of success in business is to never stop learning from others. Don’t cheat at this while actually attending the conference by spending the entire day working on issues that are happening back at the office.
8. I will invest in me and learn at least one new skill.
“Old dogs can learn new tricks.” We invest in training for many of our employees. This is the year to look at becoming proficient in an area where you are bad or very afraid.
9. I will take time off.
Professional and personal lives are merging. Take one vacation of seven days or longer this year without the work computer. Go at least one day this year without using the work cell phone. Yes, you can!
10. I will understand my businesses financial statements each month.
Many business owners are too busy to check or don’t understand their financial statements. Make a commitment to learn what the profit and loss, balance sheet and cash flow statements mean to your business and use them as a guide for future action. Do not delegate that understanding to your bookkeeper, CFO or accounting professional.
11. I will be proud to be a small business owner.
Celebrate the big achievement of creating a company, helping your customers and employees through it. You are the future of this country.
What New Year’s resolutions do you want to add?
Barry Moltz gets small business owners unstuck. With decades of entrepreneurial ventures as well as consulting countless other entrepreneurs, he has discovered the formula to get business owners marching forward.
Volunteering – The Most Enjoyable Way to Network
Imagine getting your next client or job opportunity from someone you interact with regularly on one of VIA’s Committees. Imagine building long-lasting relationships with other business people who share some of your same interests and passions. Well, it’s quite easy to turn these images or visions into reality! Yes, it will require a little bit of effort and time on your part, but the possibilities are endless.
You might be asking, “How can I make this happen? How I can I create opportunities for myself in 2011?”
Well, quite simply, check the online calendar on the VIA website for meeting dates and times, call the VIA office at 661-294-8088, or ask any one of the VIA Board members who would be more than happy to help you find a volunteer opportunity that matches your interests and skills.
On the flip side, if you’re looking to bring someone into your organization this is a great way to “try someone out” and see what they’re really like to work with or how they follow through on commitments. Remember, volunteering doesn’t come with a salary, so imagine what someone who gets things done while volunteering may actually accomplish when getting paid to do a job.
So, let’s learn from our schools that often times require students to do volunteer work to enhance their education, refine their skills, work with others, and make their community a better place.
There’s a Greek proverb that says “A civilization flourishes when people plant trees under which they will never sit.” We can all help ourselves and VIA flourish by getting involved in one of the many active committees so that we can strengthen our relationships with other business people, grow our own businesses, and ensure VIA remains a “living” organization.
Diana Meyer
Meyer Marketing Intelligence
Proposed California “Safer Consumer Product Alternatives” Regulations
PROPOSED CALIFORNIA “SAFER CONSUMER PRODUCT ALTERNATIVES” REGULATIONS
On September 14, 2010, the California Department of Toxic Substances Control (DTSC) published proposed regulations that will impose sweeping new responsibilities and regulatory risks on companies world-wide that manufacture products for sale into California, as well as those California companies marketing consumer products in that state.
In the now officially proposed draft, DTSC places the duty to comply on a newly defined term, called the “responsible entity.” Companies selling products into California may be a “responsible entity” if they are:
- An owner or licensee of a brand name or trademark under which a consumer product is placed into the stream of commerce in California;
- A California importer;
- A California distributor;
- a retailer; or
- Any person who is party to a contractual agreement with a California importer, distributor or retailer concerning a consumer product placed into the stream of commerce, unless that contractual agreement specifically states that the product shall not be sold in California.
The draft regulations set out a schedule for its four-step identifIcation and prioritization schedule over the next three years. Thus, the first product to be selected to attempt to comply with this new regulatory program would be in December 2013.
Step One: DTSC is proposing to first establish an initial list of “Chemicals Under Consideration” by June 1, 2011, and a final list by March 1, 2012.
Step Two: DTSC is proposing to establish an initial list of “Priority Chemicals” by July 1, 2012.
Step Three: DTSC is proposing to have an initial list of “Products Under Consideration” by March 1, 2013.
Step Four: DTSC is proposing to have an initial list of “Priority Products” by September 1, 2013, and a final list by December 1, 2013.
All companies selling consumer products in and into California obviously have a substantial interest in what ultimately is contained on each of these important “lists.” It is important to note that this listing process is not envisioned to be an exclusively government exercise, as the regulations also provide for a petition process for any person to add chemicals and products to the lists. After they are all developed, the duty to comply with the alternative analysis reporting and documentation for the responsible entity for that priority product will commence
Comments can be submitted to DTSC electronically by using the comment link on DTSC’s website. They also can be submitted via mail or e-mail, or at a public hearing to be held in Sacramento on November 1, 2010
http://dtsc.ca.gov/PollutionPrevention/GreenChemistryInitiative/Proposed-Regulation.cfm.
Tim Burkhart
Six Flags, Magic Mountain
Connecting to Success – Connecting with Our Future!
Connecting to Success – Connecting with Our Future
Yesterday I had the opportunity to participate in VIA’s Connecting to Success program. This was my first year participating in the program and I will admit, I went into the day not sure what to expect.
My partner in crime for the day was Connie Sparks of the SBDC and together we co-led the session topic of Financial Literacy for three sessions of 40 students each. The students were attentive, participative (yes the candy we brought did help) and asking really good questions throughout the morning.
Connie and I traded off sharing stories from our own personal experiences with credit cards, ATM fees, and checking accounts. We also enjoyed hearing the stories of success and struggle that the students shared.
As the final class boarded the bus just after 12:30pm today I walked back to my car and smiled. I am happy to say that I ended the day with a renewed excitement about what the future leaders of the Santa Clarita Valley will bring to our community. They are bright, determined, and ready to take on whatever the world may throw at them. They are also much more acutely aware of the pitfalls of using out of network ATM machines and are planning to start saving today for that new car they want tomorrow.
If you haven’t participated in VIA Connecting to Success yet, there are two more sessions this year (October 18 and November 4th) . I guarantee you will find it well worth your time and a true investment in the future.
Contact the VIA office to register. (661) 294-8088 or by email: kathy@via.org
Laura Biery
Administrative Analyst
Economic Development
City of Santa Clarita
How do we increase Revenue?
Most business owners and CEOs go to sleep these days with one thought weighing very heavily on their minds:
How do we increase Revenue?
As if this isn’t always a difficult question even in the best of times, in our “recovering” economy this is an even more challenging and elusive issue. Among a few other books, I’m currently working my way through “Guerrilla Marketing for Consultants” by Jay Conrad Levison and Michael W. McLaughlin. Following are two powerful thoughts from the book on both “New” client acquisition as well as “Existing” client growth.
Here is something to think about the next time you approach a New client opportunity:
- “I don’t know who you are.
- I don’t know your company.
- I don’t know your company’s product.
- I don’t know what your company stands for.
- I don’t know your company’s customers.
- I don’t know your company’s record.
- I don’t know your company’s reputation.
- Now – what was it you wanted to sell me?”
If these thoughts might be running through your prospect’s mind, then you have some work to do.
And a perspective for Existing clients:
“Your marketing program may get you an audience and your analytical and selling skills may land the project. But delivering consistently stunning results is the only way to keep clients coming back for more and praising you to others.”
In other words, never be content doing the same job for a client whose business you’ve already won. In other words – don’t accept the status quo!
Scott Capistrano
President
Status Not Quo
Scott Capistrano
kathynorris
Diana Meyer
Laura Biery
jklocko
jnsilver
Denise Henderson
andreamcafee
