bizRichard

It’s Sunday - and I’m back from a two-day business seminar hosted by Paul Gorman, one of the UK’s leading business and marketing gurus.

Paul, for those who don’t know him, is very deep, genuine and sincere person, and absolutely passionate about everything he does. And not only that, he’s a genius too. He has for many years, and still does, help businesses to achieve mega-results.

And, not surprisingly, the seats sold like hotcakes.

But, importantly, the best thing about these seminars is that the attendees are there because they are positive and keen - hungry for help and advice - and what a BUZZ.  Paul was on good form, the attendees were on good form, and it was a great meeting.

I attend most of his events because every time I meet Paul I learn something new and interesting – something of benefit that I can use or pass on to you and my clients.

But this time there was an additional reason. Paul had asked me, unfortunately at rather short notice, to do a presentation – to explain and demonstrate how a properly equipped accountant, provided they understand the ‘mechanics’ of business, can help his clients, possibly you included, build their businesses into a position of strength to, not only survive, but thrive and grow in the teeth of the looming economic downturn.

There was a cross-section of trades and sizes of attendees present - big businesses (five or six with turnovers exceeding 10 million), mainly mid-sized businesses, and a number of smaller businesses (under 250,000 turnover).

And what I talked about was how very important it was for your accountant to look at, not only at the financial figures, but more importantly at the (physical) activity figures. 

Because financial figures are simply the consequence – the ‘netting-off’ - of a series of physical events, and the true results are being disguised or hidden from analysis. 

Measuring and monitoring each of those physical events and their component parts separately, however, will give a far more accurate picture of which way the company is heading than any financial figures.

I suppose I shouldn’t have been surprised, but when I had finished, virtually without exception, attendees across the room echoed the comments of one very experienced businessman who stood up and said “I’ve been in business over 30 years now and my accountant has never done this for me, ever - and come Monday morning I’m going to find one who does”.

And I sincerely hope he does.

But he might find it difficult, as not all accountants really do understand the ‘mechanics’ of business, nor do many have the level of business skills and experience necessary to provide ‘business advice’ and support at the level so desperately needed.

Business owners deserve much more than they are getting – especially as we head into difficult economic times.  And, yes, if you need more advice and support, changing your accountant to someone who ‘understands’ could be the ‘defining moment’ – between winning and losing - for you, and other business owners like you, in your struggle, to not only survive but, to ride above the chaos and come out the other side a stronger and more profitable business.

If you want to check out how your accountant stacks up, visit www.HowToChooseYourAccountant.com for a free personal report.

So, take a break, review your situation, and find the right way to make more money in the months ahead.

Richard C

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As some of you will know, one of my pet subjects is ‘communication’ – and by that I don’t just mean talking, letters, telephone calls etc.

Communication is about absolutely everything you do.  Everyday basics, such as how you dress, how you move, what you look at, what you read, who you ‘hang out’ with, etc, all tell your ‘observers’ a story; how you react to and respond to given situations tells even more about your character and your abilities. And when it comes to talking, the sincerity of what you say, how you say it, and the words you use are either supported or contradicted by the non-verbal communications – the body language - you deliver at the same time.

And for those charlatans (a minority I’m sure), who pretend to be someone they are not, dropping your guard can catch you out – especially on the impersonal environment of the internet. 

Have a quick read of this extract from ‘careerbuilder.com’ - I found it interesting in that it enabled 3rd parties to identify the positive or the negative characteristics of the individuals they were interested in. 

Having read it, what are your thoughts on this new personality ‘spy’.  I think the employers have been extremely resourceful and innovative, and thereby saved themselves and their prospects a whole load of time and grief.

So, where is this leading me?

It’s the very essence of why you are here on the internet - it’s the way you communicate through your blogs, your comments, and your web-sites. 

Don’t pretend to be someone you are not.  Be the ‘genuine you’ and let your true character, your skills and abilities, shine through – whatever they be. 

That way you will find and build a relationship with people who like you, trust you, and like the way you do things – they will become your ‘genuine’ customers, the only sort of customers on which any sustainable business can be built.

So, be highly visible, but always be the true you, and make some money the smart way.

Richard C

________________________________________________________

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The answer - when everyone else is hiding!

Like now!

When everyone else is pulling their heads back down, stick your head up and out. Get yourself noticed - big time.  Rise above that cringing pack of frightened business owners and tell the world, and especially your customers, that YOU, at least, are still there for them!

It’s obvious really – as businesses start to hide, so the marketing clatter fades, leaving more space for your messages to be heard more easily. And, in all probability, regardless of trading conditions, your clients, customers and patients will still continue wanting, and needing, the goods and services you have on offer. 

Okay, so doing business is always a risk - even in good times. But, unless you are in ‘Securities’ or ‘Financial Services’ of some description, this is no time to suddenly become irrationally conservative.  Simply apply standard business criteria as always.

On the ‘plus’ side, see this current ‘crisis’ as a huge opportunity for you to reach out to your ‘audience’ and offer even greater value than ever before, thereby immediately exceeding their expectations and cementing loyal relationships.

But it’s not just about offering greater rewards, better guarantees, discounted prices (heaven forbid), freebies, or whatever – it’s much deeper than that. Your clientele don’t want to talk to your products and services.  They’re not only buying your products and services - they are buying YOU.

So, in times good or bad, show your human side. And, especially in difficult economic times like this, make sure you really do understand their economic and personal concerns - relate to them at a personal level. Demonstrate that not only can you provide the solutions they need, but that you can also provide better value because you are still there and able to empathise with their respective predicament.

Remember, it is always, always about THEM, not you. And there are many ways to show them you care – more of which in a future blog.

When everyone else is being ultra-cautious and doing nothing, isn’t this the time to move your business from good to great?

So, get out there, on the ‘front line’, and give it a positive and jolly good go – that way not only will you succeed in the short term, but also you will be well placed to literally ‘take off’ when the economy revives.

Richard C

________________________________________________________

If you enjoy reading these ‘posts’, do two things for me please
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