So, I talked to 10 business owners this week from throughout the United States. Several lamented the economy stating they just aren’t great businesspeople and how it’s impossible to convince customers to pay or commit to the current economy. I remember one conversation, scheduled for 20 minutes, but the first 10 minutes were spent listening to a very articulate explanation of why it is just impossible for anyone — “but someone like me” — to make a living in the current economic climate.
During the same day, several others told me about how they are hitting records. It’s interesting how that works. One business owner said during November and December, he was in the middle of an emotional meltdown — in a panic about numbers and blaming the economy. That same business owner did $45,000 in April, which for him is in record territory — and he is making continuous improvements.
Tony Robbins, on a few of his CDs and during his appearances, talks about “my delusion”. What he means is that in many cases, you can choose a belief system about a set of circumstances that either supports your success or your failure. Objectively, neither may be true. If you had the choice of a helpful belief or one that harms you…then, which would you choose?
For instance, you can believe that we are in a marvelously recession-proof industry. You can think it’s exciting people are looking to running their own business as an opportunity to feel better, develop their confidence and increase their focus when there’s an overall downturn. There’s plenty of empirical evidence to support that belief, by the way. During a recession, the movie industry thrives (and they provide their customers with a distraction in the form of entertainment) as well as fitness centers — and liquor stores for that matter. All three are forms of distraction people use.
Let me ask you a question — which belief is more likely to lead to your success: abundance or lack of abundance? This year many businesses are thriving in many different industries. Their business owners and their staff members may be working harder, and they are certainly are working smarter; as a result, their incomes are improving and their profits are up.
There’s plenty of opportunity in the current economy, despite what others have claimed. There are possibly more opportunities than ever. Anyway, I’ll guarantee you’ll get what you expect and see what you believe.
I’m Looking Over Your Shoulder
Before I move on, I’ll remind you of a few recommendations I gave — have you acted on them yet?
First Priority: Organize all possible internal activities and events that will help to create referrals and add-ons. So, refocus on and master referrals:
- Read one of the books I have recommended (Bob Burg’s, for instance).
- Schedule events for clients.
- Celebrate the achievements of your clients, as well as your business.
Schedule crazy internal events regularly — pump it up now. For example, July is ‘Anti-Boredom Month’ and in July there’s ‘Cousin’s Day’; while the third week of August has been named ‘Friendship Week’. Many websites tell you the international awareness days and such. These awareness days, if you use them appropriately over social media and your events, then you can pull more potential customers and investors into your business.
Second Priority: Make the most of any opportunities you can find to bring in customers and staff.
- Have a stand at a business expo and talk about your business.
- Attend networking events and functions designed to connect you to other business owners.
- Have a stand at a job fair or university career event so you can recruit the best members of staff for you.
- Raise money for charity and get out there to help others who are less fortunate.
Third Priority: A starting point to master referrals.
The following books are about creating referrals and what I recommend for you to read so you master
referrals. You can easily find them as they are listed at Amazon.com.
- Endless Referrals, Third Edition by Bob Burg (Paperback; Oct. 25, 2005).
- Get More Referrals Now! by Bill Cates (Paperback; Mar 19, 2004).
- The Go-Giver: A Little Story About a Powerful Business Idea by Bob Burg and John David Mann (Hardcover; Dec. 27, 2007).
- The Referral of a Lifetime: The Networking System That Produces Bottom-Line Results Every Day (The Ken Blanchard Series) by Tim Templeton, Ken Blanchard, and Lynda Rutledge Stephenson (Paperback; Jan. 1, 2005).
- Don’t Keep Me A Secret: Proven Tactics to Get Referrals and Introductions by Bill Cates (Paperback; Aug. 27, 2007).