List of Lists for 2011

New Year’s Eve is a time for me to make my list of lists that I post on my white board in my office.
My 2011 lists are for a variety of purposes; business and personal growth, thoughts, ideas, resolutions, and random To-Do items.
Books to read
People to call
People to meet
People to connect/reconnect with
Charities to support
Trips to take
Articles to write
Random acts of kindness to accomplish
Groups to speak to
Friends to spend time with
Projects to start
Projects to finish
Meals to try
Benefits to attend
People to appreciate
I am ALWAYS looking to expand this list! If you have another list category or a suggestion or an idea, please make a comment on this blog, or email me at Mary@ProductiveLeaders.com.
Happy New Year!
By Mary Kelly mary@productiveleaders.com

Slow Paying Customer

Losing an account can be a result of your own doing. If you find that the time it takes to get paid is too long and getting even longer all the time, you may need to reconsider that company's business. Obviously, you will make all the efforts you can to resolve the situation but sometimes you just can't seem to do it. It is hard to break someone else's habit once they have been doing it for a while.

If the longer payment time leaves you in a no profit situation or a break even position, it's not worth it. You have your own bills to pay and the money you have made needs to be there. Cutting off or firing a regular account will almost bring tears to your eyes but sometimes it has to be done. You can't put your entire business in jeopardy because of one or two customers, regardless of how big the account is. Your first responsibilty is to your company and your employees so take action.
More on Losing an account in chapter 19 of my book "When the Shit Hits the Fan" (in the UK "Save Your Business") available in bookstores, anazon, B&N.

Unusual January Holidays

Here are some little know but true January holidays that you can use in your business for fun and profit.

3 Festival of sleep Day
4 Humiliation Day
5 Bird Day
10 Pecular people Day
13 Blame someone else Day
14 National dress-up your pet Day
16 Intl Hot & Spicy food Day
18 Winnie the Pooh Day
19 National popcorn Day
21 National hugging Day
23 National Pie Day
25 Opposite Day
28 Natioanl Kazoo Day
29 National cornchip Day
30 Escape Day

Everyone has at Least one Book inside Them Waiting to be Written

Writing Your First BookThe next "Writing Your First Book" seminars are scheduled for Thurs Feb 10, 6:15 PM & Saturday Feb 12, 9 AM, 2011 and Saturday Feb 26, 2011, 9 AM in Colorado Springs. Learn how to structure your book, average number of words/pages, adding stories and humor plus how to get published without paying for it. Over 350 people have attended in 2010 & they are working on their books now. This seminar is only $25 and everyone is welcome but limited to 15 people each session. They sometimes book up quickly so reserve a seat now. Email idealetter@aol.com or call... 877-700-1322 for more info and to register.

Direct Mail Breakdown

According to the USPS this is the amount of mail passing through processing including all your direct mail advertising. It has probably increased a few percent in the last couple years.
* 203 billion pieces were processed in 2008
* 667 million mail pieces processed every day
* 28 million average number of mail peices processed evey hour
* 463,000 average number of mail pieces processed every minute
* 7,700 aver number of mail pieces processed every second
* 835 million international mail pieces processed
With all that mail in the system we have not given up on direct mail for our business yet. It is still one of the least expensive ways to reach customers if done correctly.
More on Direct Mail in my ne book "90 Days to Success as a Small Buisness Owner" available at amazon.com and elsewhere

Christmas Gift Suggestions

To your enemies give forgiveness
To an opponent give tolerance
To a friend give your heart
To a customer give great service
To everyone give charity
To every child give a good example
To yourself give respect
To God give everything

It's New.... Now What?

When you have a new idea that has developed into a product or service that you think will change the world, step back analyze your market first. Innovation is great but will it provide the ROI that you need and expect? Ask these questions before jumping in with both feet.
* Is it an original idea?
* Is there a broad need for it?
* Will buyers understand it?
* Who will buy it?
* Is the price affordable?
* Can you afford the marketing cost?
* Can you handle a big demand for it?
* Will you offer a guarantee?
* Who will manufacture it?
* What are your profit goals?
* What if it doesn't sell?
* Can competitors copy it easily?
More articles like this in our 8 page monthly newsletter, The Idea-Letter (since 2002). Free sample at www.idealetter.com or call 719-268-1322

Products on Consignment

If a supplier is trying to talk you into carrying a new or improved product, you may be able to get it on consignment, which means you don't pay for it until you sell it. There is no inventory cost and no accounts payable to worry about. Just provide selling space and add it to your catalog or direct mail literature.

This can also be done with closeout items and a big stock-up for a coming sale. Ask, fax, call or email all your suppliers and see if they are interested in working with you. If you get 20 no's and 3 yes's, you're still ahead in the game. Consignment items can make your store or catalog look fully stocked at a minimum cost to you.
More on raising capital in chapter 22 of my book "When the Shit Hits the Fan" available at bookstores, amazon.com and Kindle.

Breaking Promises

One way to alienate customers and lose valuable trust is to say you'll do something then not do it. It doesn't matter whether you intended to do and forgot or just promised something to get a quick sale. Customers who have had this experience with your business will not forget it and will lose faith in everything else you say, promise or advertise.

Why should they beleive you? You've already demonstrated that you can't be trusted. About half of them will probably transfer their patronage to one of your competitors whom they think can be trusted. The lost business will multiply if you keep breaking promises and frustrating customers. The best policy is "If you say it, do it."
More on fixing customer care in chapter 1 of my book "When the Shit Hits the Fan" in USA and "Save Your Business" in the UK.

Shrinkage & Theft

When a business owner is not always around their small business things may start to disappear. It happens slowly at first then if it goes unnoticed or disregarded the losses start to accelerate. The cash reister may be a little short or cash has been taken out for questionable expenses. But it seems that your customer level is about the same but cash receipts are lower by 5 to 10 percent. How can this be?

If you don't put a stop to little amounts right away they start to get out of hand before you know what happened. don't overlook small discrepencies in daily receipts that are happening several times a week, it's probably not a coincidence and should be investigated. If you're not even checking your daily receipts and cash to see if it balances out, you need to find a way to do it soon. Don't let there be any room for dishonesty in your business.
More on Owner Neglect in chapter 7 of my book "When the Shit Hits the Fan" available at amazon.co, B&N and signed copies at 877-700-1322

Birthdays & Business

We all feel special that one day a year that is our birthday. It's also a good day for businesses to offer a special discount or gift to the person for their birthday and not available to anyone else at that time. Have a list sign-up in your store or at your website where everyone can enter thier birthday (without the year) to receive this special gift or discount. Make a big deal out of this so even non-customers will want to join and share in the fun and celebration.

Mail or email a certificate or notice about 10 days before their big date so they thay can plan to come in or use it online. You might even have a seperate birthday area or table set up where they can stop and be recognized on their special day. They just need to show the mail or email you sent them to qualify. Make the offer of a discount last for a few days before and a few days after their birthday so they will have time to use it. That little extra you offer will make make people remember your business and know that you care.
More ideas like this in my new book "90 Days to Success as a Small Business Owner" available for pre-order at amazon.com

Reclaim Lost Customers

One of the best sources of new business can be old business. Those lost customers who no longer fill your bank account are still out there and may be waiting for you to come and get them back. Because they were previous customers, they know your company but something changed at your business or in the market that made them leave. Maybe the person responsible for the negative situation is no longer there and his or her replacement will be more receptive. Contact them again and make a sincere effort to get them back.
More on customer care in chapter 1 of my book "When the Shit Hits the Fan" available in bookstores and amazon.com

Listen to Employees

The people who work for your business, your associates, know more about your company than you think they do. They also see things from a different perspective than you and your upper level managers. They may have ideas for new products, services, procedures and ways of improving customer service. Many will have more direct or indirect contact with your customers than you do. They hear and observe valuable information that you need to grow your business.

When they want to tell you what they know you should make the time to listen. Either have an open door policy or set specific times aside to listen to any and all of your employees. It also makes them feel important and be a significant part of the company team.
More on Business Listening in chapter 43 of my book "The Jelly Bean Principle" available at amazon.com, Kindle or signed copies at 877-700-1322

Raise Prices Carefully

Increasing prices has always been a touchy subject for both sellers and buyers. But higher prices will bring in more of that needed capital, so your should consider it. Select items or services that are more unque or that you can provide a better value on. Hot commodity products should be left alone or only increased by only a small amount. You don't have to increase the prices of every product by the same percentage.

Try to vary the increase according to your ability to convince the customer that it's necessary. Raising your prices is always better than reducing quality or services. It's always wise to make a one-time increase than small amounts every month or two. People will expect an increase occaisionally and learn to live with it.
More on raising capital quickly in chapter 22 of my book "When the Shit Hits the Fan" available in bookstores and amazon.com

Writing Your First Book

The next "Writing Your First Book" seminars are scheduled for Thurs Feb 10 6:15 PM & Saturday Feb 12 9 AM, 2011 in Colorado Springs. Learn how to structure your book, average number of words/pages, adding stories and humor plus how to get published without paying for it. Over 350 people have attended in 2010 & they are working on their books now. This seminar is only $25 and is for everyone and can also be given as a gift for the holidays. Email idealetter@aol.com or call... 877-700-1322 for more info and to register.

What's Missing?

What's missing in retail today? I know it, you know it, we all know what it is; that personal service and feeling that your business is appreciated. Where is it? Why did it disappear and how do we get it back? When your business has it, there is extra value added to every sale.

That extra 5 cents for a tube of toothpaste doesn't really matter anymore. The good feeling the customer receives during the purchase is worth more than a few cents higher in price. It makes the shopping and spending money experience more pleasant plus keeps patrons returning over and over again. Put that personal service back in to your business and watch sales grow!
More on your retail attitude in chapter 37 of my book "The Jelly Bean Principle" available at www.amazon.com or signed copies at 877-700-1322.

Employees Care

Most of us small business owners really like our employees. They wake up every morning, shower, eat breakfast and travel for 20 minutes or more to our business. They come in to work every day to do their job and help the company be successful and profitable. If they are doing their best to grow the company, shouldn't they share the rewards? Shouldn't they get a piece of the action when business is good? My answer is yes but only to a certain degree.

Most of us have been employees in the past and felt that we put in a pretty good effort. If you worked for a large corporation you got reasonable benefits but little else. The salary was satisfactory but most large companies don't give bonus' to the rank and file. And praise for doing a good job... what's that? A small business can offer their employees many things that a larger company won't bother with.
More on this subject in chapter 10 of my book "When the Shit Hits the Fan" Career Press Publ, ("Save Your Business" in the UK) available at amazon & bookstores.

That Pesky Competition

Being a strong core company will be your best defense against money-hungry competitors out there. They will always strike where the resistance is weakest and you should do the same. An offensive move by a competitor should bring out the best in you and your business strategy. Keep looking for ways to improve your basic business and never accept status quo for very long.

Things can change quickly and if you're not a part of it you're left behind. Your basic business needs to keep up with the changing times to stay profitable. So if you're in the mousetrap business, don't go off trying to sell luxury doghouses and assume no one will build a better mousetrap. By the time you find out that it happened, you'll have to play catch-up. And catch-up is more difficult and less profitable than being the leader or at least in the top three. Stay on top of your industry and watch your competitors.

More on competition in chapter 9 of the book "When the Shit Hits the Fan" Career Press Publ available at bookstores & amazon.com

Have the Courage

A great deal of talent is lost in the world for want of a little courage. Every day sends to their graves onscure men whom timidly prevented from making a first effort; who, if they could have been induced to begin, would in all probability have gone to great lengths in the career of fame. The fact is that to do anything in the world worth doing, we must not stand back shivering and thinking of the cold and danger but jump in and scramble as well as we can.
By Sydney Smith

School and Life

The difference between school and life? In school, you're taught a lesson and then given a test. In life, you're given a test that teaches you a lesson.”

Take a Business Survey

If you want to know what your customers are thinking and how they feel about your company, just ask them. By asking them you will probably get as many as 80% who will give you the honest answers that you need. You will be giving customers and serious prospects a chance to say how they really feel about your business; what products they like, don't like and want to see in the future. Whether the responses are good or bad, it's information you need to improve.

Information drives the business world and the more you have, the better chance you'll have to to succeed in your target market. It's like playing golf; if you don't know what you're doing wrong, how can you improve your game and score? Maybe that's why I take extra golf balls every time I play. Next time I'll take a survey of the others in my foursome and I'm sure I'll get some answers.
More on this subject and others in my book "The Jelly Bean Principle" available at amazon.co or signed copies at 877-700-1322.

Using Credit Lines

These are great sources of capital because you only pay interest when you need to use the money. You can borrow and pay back over and over again without any additional approval. Use the money at will and only pay the minimum monthly payment or more when you have it available. They can be set up at your bank, brokerage firm or tied to a home equity loan. You don't have to be a large business to get a credit line.

All the paperwork to qualify is done in the beginning and as long as you follow the terms, you won't have to do it again except for maybe some updates. The smart way to do this is to set up a credit line before you get into a cash flow problem so the money is avalable immediately. These are usually the best sources of quick cash because you control the purse strings.
More on Raising Capital Quickly in chapter 22 of my book "When the Shit Hits the Fan" available at bookstores, Amazon, Kindle etc.

Creativity

The creative person wants to be a know-it-all. He wants to know about all kinds of things; ancient history, nineteenth century mathematics, current manufacturing techniques, flower arranging and hog futures. Because he never knows when these ideas might come together to form a new idea. It may happen six minutes later or six months or six years down the road. But he has faith that it will happen.
By Carl Ally (Advertising Icon)

Business Books as Holiday Gifts

Knowledge and Ideas are a great gift and these books were written from over 30+ years of experience (Most available for Kindle & other ebooks)

In the USA (Amazon, B&N, bookstores)
The jelly Bean Principle (Oak Tree Books)
When the Shit Hits the Fan (Career Press)
90 Days to Success a as Small Business Owner (Cengage Learning)

In the UK and Europe (amazon.co.uk)
Save Your Business (Crimson Publ)

In india
23 Reasons Why Businesses Fail (Jaico Books)

Lessons Learned

Experience taught me a few things. One is to listen to your gut, no matter how good something sounds on paper. The second is that you're generally better off sticking with what you know. And the third is that sometimes your best investments are the ones you don't make.
By Donald Trump

Value Added Service

We've probably all heard that term but do we really understand what it means? Value added service is providing your product or service with "more service." Something extra, something the customer didn't expect but received anyway. Something that makes you stand out from your competitors because they are not doing it. They are not doing it because it's too much trouble, too costly or because they never thought of it.

Some people really want the extras and are willing to be loyal to a business to get them. Value added service can be as simple as a big smile during the purchase or as much as helping a customer assemble something that comes in 50 parts. Or really anything in between that is not usually provided with a similiar purchase. If you care about your customers and want them to return, find a way to add value to what they buy from you.
More on Value Added Services in chapter 83 of my book "The Jelly Bean Principle" available at amazon.com or signed copies 877-700-1322