How’s your business confidence?

Does this excerpt from a conversation between two business people (BP1 & BP2) sound familiar to you?

BP1: How’s business?

BP2: Ok, but you know it’s a bit quiet at the moment.

BP1: Really?  Well you know we’ve found the same…

BP2: Is that right. Funny you should say that, everyone I talk to is saying that business is a bit quiet.

Do you recognise this conversation?

Perhaps you were either BP1 or BP2 somewhere, sometime recently.

Regardless, stay with me - there is a major point to this article.

Both BP1 & BP2 are in danger of missing an opportunity and just being market followers.

Why?  Because they are receiving signals from the market place, that may or may not be accurate or relevant.

What do you mean Paul?

What I mean is this.

Sure it’s important to keep abreast of what’s happening in the economy locally, state-wide and nationally and sure it’s important to get a sense of how others are doing. However, if that is the extent of your market and competitive analysis and associated planning then you are kidding yourself and consigning your business to less than optimal performance.

You may ask, “Aren’t you being a bit harsh Paul?”

Well, frankly, No!

Consider these matters:

1. Even if BP1 or BP2 know each other’s industry or even businesses intimately it does not necessarily qualify them to diagnose issues with the level of business that each is obtaining.

2. Given birds of feather flock together – it’s hardly scientific to base any form of decision making on a straw poll of limited sample size from within your own circle.

On closer inspection the rationalisation behind conversations like the one between BP1 & BP2 that are happening all over the country is that everyone likes to feel they are “normal” and that what they are going through is “normal”. In essence, people and companies that do this are market followers.

Hello, wake up…

If “normal” means under-performing, with lack lustre sales and profit figures, or even average or good, who wants to be “normal”?  Not I, and I hope not you.

I trust that you will aspire for your business to be exceptional rather than settling for mediocrity or worse.

If you want to be an effective “market maker” it’s CRITICAL to protect your mind and attitude because they will, whether you like it or not, have a direct influence on the sales and profitability of your business.

Market Makers have the courage of their convictions and often act in ways that are counter-intuitive or counter cyclical to the general market. They promptly and fearlessly make decisions recognising that they need to keep moving – after all, a fast moving target is harder to hit.

You can choose to be an eagle who soars high above the clouds (of circumstances) or you can continue to cluck around with a lot of other “turkeys” who validate their lack of performance through excuses and blaming external factors (e.g. the upcoming Federal election; rising interest rates and changes in business or consumer sentiment).

Did you note that even in nature both the “turkeys” and the “eagles” are subject to the same external factors (wind, rain, drought etc) however, the eagle is much better prepared because it can, among other things:

• See for long distances – even at night
• Take advantage of wild wind currents
• Move and adapt quickly to changes in the environment
• Enjoy the freedom and security that others only wish for

Whereas the turkey:

• Has functional yet limited vision
• Is largely earth bound
• Is (compared to the eagle) unable to move with great speed
• Is unable to soar above the clouds and so is subject to the brunt of the weather and surrounding circumstances
• Is relatively easy prey (good eating) for others on the prowl

There is much more that could be said about turkeys and eagles and what we can learn from their respective characteristics.  I encourage you to take some time and think through the analogy and how it applies to your business.

How would you honestly categorise your business – turkey or eagle?

How would your employees categorise your business?

Are the two answers the same or different?

And if your business is a turkey that dreams of being an eagle – what are you going to do about it and when?

Of course, if your business is a turkey and you are comfortable that it’s a turkey – well, that’s ok – just don’t kid yourself that you will enjoy the freedoms and benefits of an eagle.

Stand on the Shoulders of Other Successful People

I make it my business to learn from the lives of others that have gone before me. What about you?

I highly recommend you obtain and read “The Cereal Tycoon” by Joe Musser (A biography of Henry Parsons Crowell). Crowell was one clever cookie and was particularly interested to ensure that the legacy he left behind after his death was protected for the benefit of future generations. He came up with an ingenious system to ensure that the purposes for which he established his Foundation were not corrupted over time and that funds were only directed to purposes which were in agreement with the original objectives set down by him.

Oh, and for a bit of fun, I recommend the following two movies:

• The Devil Wears Prada
• The Last Holiday

Apart from the entertainment value of both movies, it was great to be able to find a movie that I could watch with Reina that we would both enjoy. Guys, you know what I mean, some chick flicks just don’t do it for me – however, with these two movies it was different.  And for those of you that can’t switch off from work then if you follow the movies carefully there are some great underlying messages such as the application of the “Book of Possibilities” from The Last Holiday. Everyone, including your kids should have one of them!

Call for Expressions of Interest from Direct Sales Industry People

Our client is involved with the Direct Sales of a Unique Product and Service to Business using a unique blended solution that provides businesses of all sizes the opportunity to target their customers down to specific post codes right across Australia.

Part of our client’s channel marketing strategy includes having a Team of Direct Sales People on the ground in every major capital and regional city across Australia.

This is your opportunity to be part of leading the charge and gain first mover advantage with a product and service that is unique and has no competition in the marketplace and the ability to receive the highest commissions (50%) per sale, ever paid in this industry.

If you (or someone you know):

• Thrives on challenge
• Is self motivated and goal oriented
• Is up for a B2B direct sales opportunity
• Desires to be paid what they are really worth
• Wants flexibility of hours
• Is excited about the opportunity of residual commissions paid month after month, year after year on repeat business

then drop me a line to directsales@rightteam.com.au with your best phone contact details and I will be in touch shortly.