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Vol 12 No 2 Usa

Vol 12 No 2 Usa

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Published by brettivanwilliams

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Published by: brettivanwilliams on Aug 26, 2011
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Vol 12 No 2
Hands-on help that works
Have you everthought about…
5 effective ways to use angerin the office
The way I see it...
Stress management
IT TAKES QUITE A LOT to stress me out buttwo pieces of research I came across reallymanaged to get my goat.
If these surveys are to be believed we havea generationof work-shy youths. But wheneveranybody tries to buck the trend they’relambasted for putting lives at risk by workingtoo hard!The first of the two surveys wascommissioned by BusinessLink for Londonand questioned 2,452 Londoners. The secondsurveyed 600 small and medium-sizedbusinesses.Before I start my rant you can read them intheir full glory here:
Survey of Londoners - http://snipurl.com/_No_BottleSurvey of SMEs - http://snipurl.com/_  plain_ridiculous
Let’s start with the online survey of Londoners. This studywas released in the run-up to ‘National Stress Day’, so I guess it wasdesigned to highlight the danger of stress.(And what is it with these ‘National Daysof...’ they’re getting more spurious every year- what next,‘National Stubbed Toe Day?)... anyway, back to the survey. It found thattwo-thirds ofthe respondents aged 18-24
Ways to win new business
IT’S NO SECRET that it costsa lot more to acquire newcustomers than to retain theones you’ve got.
Winning new customersis one of the most challengingaspects of running a business,but there are many ways to goabout it.“Create an environmentthat shows you are easy todo business with, that you canhandle complaints and thatyou mean what you say. Whenyou’ve won a contract it’simportant to deliver on all yourpromises.This is the starting point forbuilding trust which is key towinning new business,” explains John Leach, of managementconsultants Strategem .He offers the followingpointers to help you makea success of winning newbusiness:Do your research andunderstand who yourcustomers are.Thorough research will helpyou prepare best – and it willalso help you decide whether acertain customer is worth theattentionChoose your customerscarefully. Learn to walk awayand say no – a problemcustomer could cause hasslessuch as lengthy paymentperiods, or worse still, notbeing paid at allFind out who makesthe buying decisions – don’ttolerate time-wasters; ensureyou concentrate on thoseindividuals with influenceBe clear on how you aregoing to reach your customers.Decide what your marketingtools will be and moreimportantly, ensure they suityour budgetBe clear on what makes youdifferent – this is a question youwill be asked all the timeYou can never prepareenough. Before going to salesmeeting, ensure that youare100% prepared.Anticipate any problemsthat may arise and questionsthat will be thrown at you soyou can handle any objections – prevention can work betterthan cure.
are many free resources on how to do this.One of the better ones comes from theresearch in Tribal Leadership: a 90-day strategymap.
5. Form a trusted relationship so youdon’t get lost in the dark side.
Anger is a useful place to visit, but you don’twant to live there.People who fly off the handle aren’t trusted, just as people who always respond in a Vulcanmanner aren’t respected.Make sure you have trusted friends to makesure you don’t get mad too often, or stay madwithout a sense of direction.years said that the pressure of running their ownbusiness and shouldering the responsibility formaking an idea work would put them off settingup on their own.It seems that we have now bred a generationthat fears the‘pressure’ and ‘responsibility’ of starting a business. Now, that terrifies me farmore than bird flu!As if that wasn’t enough, ‘fear of failure,working long hoursand managing finances’ werealso listed as ‘turn-offs’ to running a business.Unbelievable!Well, at least their fear of failure is well-founded. If theydon’t want the pressure orresponsibility of running a business and are alsoturned off by hard work and managing finances,their failure is pretty much guaranteed.The survey also revealed that our 18-24yr oldfriends fear stress the most while the over-55sfeared it least.But why is that I thought? Well it’s probablydown to experience.The fear of the unknown is often worsethan the reality. The over-55s have experiencedreal stress and found ways to deal with it, whilstthe youngsters fear the thought of it. Whateverhappened to the invincibility of youth?
DO THESE SCENARIOS sound familiar?
You’re walking to your office and anemployee stops you to give you a rundown of what’s happening:
“I made a phone call to Bill. Hesays that we can’t get the project done until July 7, so I’m going to work on the Smith account, and after lunch turn my attention to the Lion account.The newsletter project will be finished on June 17.” 
As you get to your office, anotheremployee stops you to give a rundown of hissituation. This lasts another three minutes.Frustrating? You
bet. And, you wonder, why can’t these employees take more responsibility and not drop every detail of every project in your lap? 
Maybe its not them, but you. Maybe you’renot delegating. Here are some key points toremember:• Stress results, not details. Make it clear
Management by delegation
to your employees that you are more concernedabout the final outcome of all projects rather thanthe day-to-day details that accompany them.• Don’t be sucked in by giving solutions toemployees’ problems. When
employees come toyou with problems, they’re probably looking foryou
to solve them. Do teach them how to solveproblems themselves. This, too, can be frustratingbecause it takes time. But, in the long run, youllsave yourself time and money.• Turn the questions around. If an employeecomes to you with a problem
ask him or her forpossible solutions. If an employee comes to youwith a question, ask for possible answers.• Establish measurable and concrete objectives.With all employees, make your objectives dearand specific. Once this is done, employees will feelcomfortable acting on their own. Think of this planas a road map and
your employees will too.
 Stacy Himmelspach
Stacy Himmelspach is an accredited Executive Associate of The Institute for Independent Business International
Does your business offer employees the ability to work remotely? If not, it’s time to consider it.
3 reasons you should let youremployees work remotely
Working from home
I’VE LONG BEEN a proponent of lettingpeople work at home, simply because it makesemployees so much happier.
But if you’re resisting the idea, there areplenty of not-so-warm-and-fuzzy reasons toenable virtual work. Here are three:
1. Working from home is a coveted perkamong almost all employees.
Whether your staff is made up of busyparents juggling home, child-rearing, and work,commuters suffering long hours in traffic, orGen-Yers (who regularly cite work-life balance asone of their top priorities), working from homeappeals to just about everyone. That means it’s auseful motivational carrot. In research done forMicrosoft Small Business Resources, 72 per centof employees say they prefer working from home — and 52 per cent claim they’re actually moreproductive working there.
2. Working from home saves yourcompany money.
Many small businesses worry that havingremote workers will cost lots of money. In reality,data from The Telework Coalition shows thatbusinesses save an average of $20,000 annually foreach full-time remote employee.
3. Working from home increasesproductivity.
Employees aren’t imagining things whenthey say working from home improves theirproductivity. Telework Coalition research showsthe average business incorporating remoteworkers saw employee productivity rise 22percent.
4. Creating a remote work policy doestake some thought and planning.
 When you’re ready to give it a try (and thesooner, the better I say) follow these steps:• Develop a plan. Who will be eligible? Willcertain employees work from home full time?Will others have the option to do so part time?Are certain positions, days or hours “off limits”for working at home? Do employees need tomeet certain criteria or hit certain performancetargets before they earn the privilege? Figure outhow you’ll handle situations fairly before you startyour programme.
• Get the right tools.
Your staff probably hasmuch of the technology they need to work at home,but if not, ensure they have what they need. Thiscould mean smartphones, headsets or inexpensivewebcams. Also make sure everyone’s email systemsand IM work in harmony since these are vitalcommunication tools.
• Explore free or low-cost online options.
Thanks to the prevalence of web-based software,there are more options than ever for workingin teams online. Check out collaboration toolslike Google Docs, project management optionslike BaseCamp, or Skype for conference calls andvideoconferencing. As cloud computing becomesmore commonplace, our options will expand.
• Communicate.
Miscommunications andmisunderstandings happen more easily and moreoften when people aren’t under the same roof. Setguidelines for how people should communicate. Usetools like IM to stay in the loop but know when it’stime to get offline and pick up the phone. My teamoften finds Skype conference calls are a faster way toresolve complex issues than a massive e-mail chain.
• Trust, but verify.
The trust issue is huge whenyou’re letting employees work sight unseen. The bestway to ensure employees are doing what they saythey’re doing is to monitor results. Set specific goals,timelines and benchmarks, and if they aren’t met,have a talk with that person to find the source of theproblem.If you require still more verification, there’ssoftware that lets you monitor employees’ emails,keystrokes and Web surfing or screen-capturetheir computer activity. Some companies requireemployees to check in at a certain time. Personally, Ithink these options can undermine trust and backfireon you, but only you can tell what works for you.All this said, it’s essential to get face time withremote workers. If your staff only works from homea few times a week, you may want to set one dayeach week when everyone has to be in the office. If everyone works remotely, consider meeting once ortwice a month. Encourage employees to get togetherinformally to bond and brainstorm.
SOURCENOTE: Rieva Lesonsky is CEO of GrowBiz Media, a content and consulting company that helps entrepreneurs start and grow their businesses. Follow Rieva at Twitter.com/Rieva, and visit SmallBizDaily.com to sign up for her free TrendCast reports.
by Rieva Lesonsky
CHARLES CARLSON DEVELOPED theprocess in 1938, but had to persevere for21 years before the first Xerox copier wasmanufactured.
Chuck Yeager, on his first flight as a passenger,threw up all over the back seat. He vowed neverto go back up again yet later became the first man
Here are some inspiring stories that prove that perseverence, enthusiasm, and planning will help you tosucceed.
Never give up
to break the sound barrier.A woman once said to the great violinist FritzKreisler after a recital, I’d give my life to play asbeautifully as you!”“Madam,” Kreisler replied, “I have.”
SOURCENOTE: Think & Grow Rich Newsletter 
AS GROUCHO MARX said,“Outside of a dog, a book is aman’s best friend. Inside of adog, it’s too dark to read.”
It would appear that moreAmericans than ever agree withMarx, according to The NewYork Times, which revealed theresults of a report from theNational Endowment for theArts.The report, titled “Readingon the Rise: A New Chapter inAmerican Literacy,” bases its“good news” on the fact that, forthe first time since 1982, there’sbeen an increase in the numberof adults claiming to have readat least one novel, play, or poemover the past 12 months.“At least one” novel, play, orpoem? That’s all it takes?Listen - if someone is onlyreading one of anything in a year,she’s in trouble. And so is herfuture.Reading is one of the best — and least expensive — waysto “live rich.” It can also makeyou smarter… help you improveyour life… make you a moreinteresting conversationalist…help get you a better job… keepyou in tune with your industry…or help you begin a new career.Reading ETR each morning isa good start. We strive each dayto give you at least one usefulpiece of advice that you canapply to your life.But don’t stop there.• If you’re an Internetmarketer, read books on Internetmarketing. Read Gladwell andGodin and Masterson and Tribby.• Sign up for e-newslettersby the best in your field. (Forexample, John Forde, ClaytonMakepeace, Alex Mandossian,Yanik Silver, Rich Schefren, andBob Bly all have e-newslettersor blogs that can help you getahead.)• Read
You don’t even haveto buy them. Go to the libraryor read them online.
SOURCENOTE: earlytorise.co
Living rich
 A free way to improve your mind, your life, and even your career 
Stacy Himmelspach is supported globally by nearly 6,000 Accredited Associates of The Institute for Independent Business International

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