Posts Tagged ‘business development’

Using Twitter – 8 Tips – Part Three

June 4, 2014

online marketing, facebook marketing, linkedin, twitter for marketingI have written two (2) blog articles about my journey using Twitter.  The first was for beginners called “Do you Tweet?“.  I followed this with a Part Two.  A lot of business owners set up their Twitter accounts and then they get frustrated with trying to figure it out.  I bought a Twitter for Dummies book which was very helpful.

Initially, I followed other women business owners.  I went to trade organization meeting for women business owners and we were all encouraged to follow one another.  Well, it is great to support one another.  These follows make increase your business website traffic too.  However, at the end of the day, you need to ask yourself if the folks you are following and the folks that follow you back are best for your business growth and development.

I joined Twitter in 2009.  Last year, I began to lose interest in this social media site all together.  I would scroll through tweets by folks I was following and very little seemed to matter to me with regard to my business’ growth.

Then, on Facebook, someone posted how he was really reaching key business leads and sending them pitches.  He was getting appointments and making deals.  I had an “Aha” moment.  My problem was that many of the folks I was following and who followed me were not my ideal business targets.

Here are eight (8) tips:

  1. Be clear on what you are passionate about – – state this in your Twitter profile and photo images
  2. Be clear to identify products and services that you want to sell that are in alignment with what your passions
  3. Draft a list of ideal prospective clients — I have listed ours on our website
  4. Use the Twitter search tool to find your ideal folks and follow them – – be very selective on who you decide to follow

Read more

Clovia Hamilton, MBA JD – President

Lemongrass Consulting Inc.

(c) 2014. All Rights Reserved. Lemongrass Consulting Inc.

9 Leadership lessons from War Leaders

June 3, 2014

fdr-and-churchillI watched the History Channel’s special entitled “The World Wars” about war leaders such as Mussolini, Douglas MacArthur, FDR, Winston Churchill, and Adolph Hitler.  I have counseled hundreds of small businesses and worked under several leaders over the course of my careers.  Often, the competitive nature of business development has been and can be compared to being at war.  Here’s nine (9) leadership lessons I learned from the war leaders:

  1. Have fast moving forces – Adolph Hitler was known for having fast moving forces that could punch a hole in the enemy’s territory and their speed would impact the enemy’s nervous system.  This was called a brain and heart assault.  I have witnessed many, many slow moving business leaders and equally slow moving troops that follow.  Being decisive and well trained to move out fast in business can help knock out the competition.  Leaders bear the responsibility to make judgments and motivate their troops to move out quickly.  The competition would not know what hit them!
  2. Be not a dictator in your business – On the History Channel program, Colin Powell explained that dictators think that they know best; they do not listen to others; and they do not keep anyone around them that will tell them otherwise.  Years ago, I worked for a dictator.   Many years ago, I worked for a dictator who was a small business owner.  He never listened to his staff’s ideas and if they did not agree with him, he would fire them.  I later found out that when I left, he had cycled through more than 60 professional staff people.  This is a ridiculously high turn over rate in his industry.  If you are guilty of this, then it is best to go see a psycho therapist and get some professional help fast!
  3. Know your competition’s, client’s, and prospect’s ultimate dreams – With respect to Adolph Hitler, his ultimate dream was to gain world dominance.  Trying to appease someone like this to avoid war and to negotiate diplomatic solutions is fruitless.  Very few small business leaders take time out to study their competition, client’s and prospect’s, get to know what makes them tick, and study their long term goals.  The more intelligence you know about what they need, want, and their mission, the better you can strategize what might work in business negotiations.

Read more

By Clovia Hamilton, MBA JD President Lemongrass Consulting

(c) 2014. All Rights Reserved. Lemongrass Consulting, Inc.

 

12 BUSINESS LESSONS FROM “THE FAMILY” MOVIE

December 30, 2013

free business tips, training in business, Robert De Niro actor, Michelle Pfieffer, The Family movie, best Christmas movies, New Years movieI rarely get to sit still long enough to watch movies.  But, for Christmas, we bought “The Family” DVD from Walmart.  This movie features Robert De Niro and Michelle Pfieffer.  It’s a really, really funny movie about a gangster who is in the witness protection program.  If you haven’t seen this one, I highly recommend that you buy or rent it.

Robert De Niro plays the father and Michelle Pfieffer is his wife.  Well, the father decides to write his memoirs and outlines 10 rules he lives by.  If you following my blog articles, you know I love to cull business lessons out of movies.  I have written two (2) blog articles about lessons we can learn from The Godfather trilogy.   For fun, here are 10 business lessons we can learn from Robert De Niro’s character:

1. I don’t like to cause pain for no good reason because all of my sadistic urges are satisfied when I cause pain for a reason.

In business, there is no need or good reason to cause anybody pain (smile).  For example, there is no need to chase down your competitors’ clients and customers by pointing out negative things about your competition.  I have observed a lot of this ill will and bad behavior in the consulting arena.  Most of the people that behaved that way toward me in response to my entering the arena are now out of business.  Deliberately trying to hurt people in order to get work will rebound against you.

2. Anybody who doesn’t contradict me can expect nothing but good things from me.

This is actually a bad belief to embrace.  The best lessons you can learn will likely be from wise mentors and coaches that contradict what you believe and what you practice.  The good mentors and coaches will push you to think outside the box and to move outside your comfort zone.

3. When I ran the community, there was never a single robbery in the street.  People lived and slept easily.

Casting the mob boss role aside, it is indeed very important to be a part of the community and to try to make your community a better place.  Business owners can attend city council, county commission, and regional development meetings.  We can become active in civic groups like Civic Leagues, Rotary or Kiwanis.  We can also get active in church activities.

Read more!

By Clovia Hamilton, President

Lemongrass Consulting, Inc.

10 More Business Lessons from the Godfather

November 29, 2013

business, business development, business strategy, entrepreneuralism, female entrepreneurs, leadership, women owned small business

Yesterday, I watched the Godfather movies for maybe the 50th time (smile).  Here are ten (10) business lessons I gleaned from the movies:

  1. If a prospective business partner behaves badly, hold-your-cool.  Be kind, shake his hand, compliment him, thank him, and be on your way.  Never lose your cool. Besides the Godfather, my favorite character is Tom Hagan.  He never lost his cool.
  2. Insist on hearing bad news immediately.  I’m guilty of not wanting to hear bad news or negative feedback.  It is best to hear it and act on it immediately.
  3. Never ask for a second favor is the first one is refused.
  4. Build a supportive business family around you.  Have folks on your team that are loyal and supportive.  If there is any inkling of disrespect, ill will, or backstabbing, then get rid of them quickly.  Hire slowly and fire fast.
  5. Only see business prospects if they are serious and respectful.  Otherwise, do not take the meeting.                                                      read more

SWOT and Sales Activities – Plan for 2014

November 21, 2013

business development, business strategy, entrepreneuralism, female entrepreneurs, networking, sales, self improvement, small business, strategic planning, women owned small business, Macon Georgia

ac·tion  noun \ˈak-shən\

:  the bringing about of an alteration by force or through a natural agency

:  the manner or method of performing

ac·tive  adjective \ˈak-tiv\

: doing things that require physical movement and energy

: characterized by action rather than by contemplation or speculation <an active life>

ac·tiv·i·ty  noun \ak-ˈti-və-tē\

:  the quality or state of being active

:  vigorous or energetic action :  liveliness

:  something that is done as work or for a particular purpose

strategy in business; sales leads; sales prospecting; SWOT; strategic planning; strategic management; sales executive; business and strategy;I had big fun at the Greater Macon Women Business Owners meeting last week.  We had a great taste of Italy at the Buca de Beppo restaurant in Macon, Georgia.  I gave a short talk about activities that women in business can plan to pursue in 2014.  We also talked about the importance of conducting a Self SWOT analysis and having a facilitated SWOT analysis of our businesses done.  I serve as a facilitator!  Lastly, I gave the ladies a worksheet for tracking Sales Activities.

I think that all too often business owners that struggle look to others to rescue them.  The owners pout and justify their poor performance by saying it simply is not their time or season; or they are upset that someone did not bring them into some work.  I bet if you really looked at how active they are in business development, their level of activity would be pretty low.  Business development activities need to be performed daily – – rather than when the work runs out and it is too late.  The level of activity needs to be vigorous, energetic, lively, and with the purpose of achieving real, measurable goals.  Read more and Get the SWOT and Sales Activities Worksheet!

 

by Clovia Hamilton, President

Lemongrass Consulting, Inc.

All Rights Reserved. Copyright © 2005-2013 Lemongrass Consulting, Inc.

FIVE (5) BUSINESS LESSONS FROM X-MEN

November 20, 2013

business, business development, business strategy, entrepreneuralism, small business I watched the movie X-Men last night on AMC. I love the character Wolverine! The wolverine animals are solitary small, ferocious bears that have more strength than they appear to have. I just love this because it reminds me of many small businesses.

At the end of the day, small businesses carry the US economy. We are small but potent.

Here are five (5) business tips we can learn from the X-Men movie:

1. Wolverine is one of the outcast mutants that Professor Xavier pulls together as members of X-Men. Wolverine has the ability to heal himself. He is resilient.

To be successful in business, business owners have to have a thick skin. They have to be tough and resilient. If we do not meet our goals or get burned by others, we should try to heal ourselves when we are wounded and move forward. I personally turn to God in prayer. Having the wherewith all to turn to God is a form of self-healing and preservation.

2. In the movie, the mutant Rogue was able to heal herself if she held onto Wolverine and transferred his healing powers to herself. However, this nearly killed Wolverine.

In my opinion, business owners can learn from this that while we may want to help and heal others, doing so may lead to our own demise if we let others pull us down and sap all of our energy. Read more at: http://lemongrassplanning.com/2013/five-5-business-lessons-from-x-men/

Sales Pipeline Lesson from Mad Men

September 4, 2013

sales pipeline management, mad men season, sales account managerMad Men is one of my favorite shows since it depicts a real start up business in motion.  One lesson I have put into practice is a good old fashioned way of seeing deals go from

See the photos from the Mad Men show where the firm lost a big tobacco account in a 2010 episode.  So, they regrouped to see what they had in their sales pipeline.  The account men and leadership used a good old fashioned chalk board to split their deals into 4 categories:

(1) Existing

(2) Likely

(3) Maybe

(4) Longshot

sales pipeline management, mad men season, sales account managerI used this to develop my own little visual tool that I have on a white board in front of my desk and in an Excel spreadsheet … read more

Don’t get Hung Hanging Out

August 14, 2013

Women in business, small business, business development, business travel, federal government contractingYears ago, a mentor told me that to be successful in business you have to be willing to simply hang out with folks.  You really do!

I started making deals once I started hanging out at:

  • prebid meetings
  • small business conferences
  • chamber meetings

… and just plain old-fashioned asking for face to face appointments and scheduling phone chats.

However, what start-up business owners are not told is to watch your expenses.

Trade dues, chamber memberships, parking and lunches can get expensive.   One year I spent $10,000 in trade dues and membership directory ads.

I recently talked to a small business specialist in a federal government agency.  Read more…

25 Free Small Business Lessons

May 17, 2013

If you are seeking training for your existing business; or if you intend to launch a business, this article should prove helpful.

Here are 25 pillar small business development lessons I learned during the first five (5) years after launching my consulting firm Lemongrass:

1. Lift as you Climb and Stay Uplifted

You need balance.  Do not get so involved with volunteering to get your foot in doors that you neglect your cash flow.  Also, as you help others, be sure to do what it takes to stay positive, smiling and uplifted in spirit.

 2. “The more you reason, the less you create” – Raymond Chandler

Be sure that you are not spending your days with busy work.  For example, do not spend most of your time on filing, direct mail tasks, or social media marketing.  Automate and outsource.  Be sure that the bulk of your day is on serving customers and bringing in new business.  This means cold calls, emails, schedule visits, attending events, etc.

 3. You need to have Gumption! 

You need ready, quick willingness to take initiative and shrewd common sense.

4. Get away from dysfunctional people.  Surround yourself with supportive people.

5. Don’t go day by day. 

You need vision to see the week, month, year, and years at a glance.  List the goals that you want accomplished by the end of the week.  Envision yourself getting a nice reward for getting it all done.  This could be a nice fine dining experience and a spa treatment.  You can also vision checks coming in and bills getting paid.

Read more at: http://lemongrassplanning.com/25-free-small-business-lessons/

By Clovia Hamilton, President

Lemongrass Consulting Inc

Approaching Sales with Positivity – Building a 10 Step Sales System

February 12, 2012

If you have been following my online posts over the years, you know that my least favorite thing to do in business is sales. My favorite tasks are marketing, research, writing, and customer service. But, there’s one thing we all know for sure. Without sales, there is no business.

Another thing I know for sure is that if we keep telling ourselves how much we dislike something, we will never learn how to do it and we will never see the good in it. So, this year I have a new mantra. This year, I am determined to be a better sales person. My focus is shifting because I am reminding myself that:

  • Sales is a way to connect with great folks and build great, long lasting relationships!
  •  These folks have needs that our products and services can meet!
  • Sales-Time is Fun-Time! Rah Rah!

The key for me is to make it a fun, social activity rather than drudgery.  This takes me back to when I was a kid and helped with a political campaign for a Chicago alderman.  I worked the phones.  I mailed things out.  What I enjoyed most was the whirl of activity and positive energy. So, I create a whirl of activity much like a political campaign room. Here’s how I do it:

  • First, I start with my contacts list.
  • Second, I visit the person’s website to see where we have synergy. I ask myself what products and services my firm offers that might help this person out.
  • Third, if I am connected with the person online in Facebook, Linkedin or Twitter, I reach out to them for an appointment.
  • Fourth, if I am not connected with the person online, I send them a friend request on Facebook, an invitation on Linkedin, and/or follow them on Twitter …and then, ask for an appointment.

Where’s the fun in this? The challenge is to “get in there”. Social media provides valuable access and a peep into my new friend’s world.

  • Fifth, I schedule two mailings. On this day, I mail out a post card. I also print a customized cover letter, relevant flyers, a brochure, and business card to mail out 2 days following the post card. I prepare it and lay it in my desk calendar on the day that it needs to get mailed. I use a desk calendar that has loose daily sheets in a 3 ring binder.

So far, I have completed about 3 touches with this person.

  • Sixth, I schedule a phone call for one (1) week out. The key for me is the scheduling. I use a form and list the folks that I need to call.
  • Seventh, if I have not talked to the person yet, I make the scheduled call. Yes, it’s a sales call. But, no – it’s not a “cold call”. Now, it’s a “warm call”. Now, I feel ok about it because we know a bit about each other. I’m getting further in there!
  • Eighth, I visit the person if they are local. I either meet them at their office or join them at a restaurant. I bring another packet of information and a promotional gift.
  • Ninth, I send a thank you note card.

Now, I have completed 6 touches with this person.

I keep the system physically very organized. I have a long sales table in my office. It contains a contacts binder with my contact list. My table contains address labels, envelopes, presentation folders, stamps, post cards, brochures, flyers, thank you note cards, business cards, and promotional items (small candy filled jars, tea lite candles, mini-calendars). I’m ready to crank it out!

  • Tenth, I send a retainer agreement. This is the 7th touch. I let them know that there is no obligation or pressure, but I would love to help them out. I list the products and services that are relevant to what we discussed.

My contacts database has about 7500 people and it grows whenever I attend trade meetings and other events. It also grows when I work on a sales campaign idea and build or buy a list of contacts that are ideal to pitch to. The key for me is to not feel overwhelmed by the numbers. I spend a few hours each morning on sales. I am usually up at 3am. I will buzz about, have fun, and plow through my list until coffee time at 6am. I do not really have a numbers goal. I just do as much as I can in 3 hours – which is pretty substantial.

The old saying is customers first, then sales first, then marketing. I am most energetic first thing in the morning. So, I do sales first. I reserve the 9 to 5 for work. Most of my marketing is online using social media and I do that at night from my bed. I write all of the government contracting bid proposals that are due the upcoming week on the weekend. I pick 3 to 5 to submit each week. Know your biorhythm and implement routines that work best for you and your lifestyle. But, be consistent and work on it every day. Having a sales system in place is also critical if you want to scale and grow. Now, you can easily train others to pitch in, follow your system, and help you with your firm’s sales.

What is your sales routine?

By Clovia Hamilton, President, Lemongrass Consulting, Inc.

Clovia founded Lemongrass Consulting in 2005 with nearly 30 years of government work experience and has served as a procurement counselor in the Georgia Tech Procurement Assistance Center (GTPAC). Lemongrass Consulting provides strategic planning solutions including organizational assessments, government contracting strategic marketing plans, intellectual property, social media marketing strategic plans, and other services.

Contact Clovia at:
■ Web: http://www.lemongrassplanning.com/
■ Follow us on LinkedIn: http://www.linkedin.com/company/lemongrass-consulting-inc.
■ Follow us on Twitter: http://twitter.com/lemongrassplans

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