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As a business owner, you know what it’s like to lie awake at 2 a.m. Maybe it has happened when you are excited and full of new ideas for your business. More often, it’s because you are worried about issues you will face the next day. Sometimes, it’s because you just woke up with the solution to a problem. I’ve experienced all those emotions about my businesses over the years. Awake at 2 o’clock? is where I share them with you, and hopefully help with answers that will let you sleep.
John F. Dini, CExP, CEPA
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Small business owners are the Hunters of the 21st century. We are 3% of the US population, and yet we create over half of all American jobs. As Hunters, we may not be inclined to manage by the numbers or stick to systems. Are you a Hunter or a Farmer?
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How prepared are you to exit your company?
The Assessment breaks down the four major categories of exit readiness; Finance, Planning, Operations and Revenue/Profit.
Tag Archives: entrepreneurship
Regulation: Between a Rock and a Hard Place
True story: A fortune 500 company implements a new wellness plan for employees. It’s designed by consultants who use the Affordable Care Act (Obamacare) as a template. Workers are incentivized to get regular exercise, quit smoking and lose weight; with … Continue reading
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“Everyone has Gotten So Rude!”
Not too long ago, I was leading a group of business owners in a discussion. These were not my peer board members, but rather owners at a breakfast, none of whom I’d met before. To start the conversation, I asked … Continue reading
6 Responses to “Everyone has Gotten So Rude!”
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It is true that we don’t see cold call sales people, but we do try to treat them courteously.
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Interesting and so true. The World has changed! When I started in sales in 1979, I use to park my car in an industrial area, and walk the block making cold calls. I do not believe that would work in today’s world.
Just like a lot of us grew up with an open chain link fence or no fence at all. We all knew our neighbors.
Today most fences are tall wooded structures that are not open to your neighbors to see in, and a lot of us never see or know our neighbors.
I agree that most of my calls today are “warm calls”. Either the customer found us on the web and ask to see us, or I connect with a referral or follow up from a show.
However I do miss the FUN of making cold calls. Use to learn a lot about an area and meet new and interesting people.
Mike
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I began selling in 1964. From day #1 – based on the sales book used at my Monsanto sales training course, “How I Raised Myself from Failure to Success in Sales” by Frank Bettger – I always worked by appointment out of respect for the other person’s time. I felt that just “dropping by” suggested that the CEO or Purchasing Agent had little to do besides entertain me.
That said, when I would call for appointments, I usually got a somewhat friendly reception and an appointment.
In 1975 I changed to selling estate planning/financial planning just like your subject in your opening story. We called on business owners – valuable, illiquid assets like a business need cash, i.e. insurance, to pay estate taxes at death. WHen I made that switch, also moving to New England from the Midwest at the time, I found an ENTIRELY different atmosphere – hostile, suspicious, defensive, closed off.
Since then it’s only gotten worse. Coward that I am, I now employ a telemarketer to “sell” initial telephone consultations. Easier appointment to get, somewhat less productive than face-to-face.
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As pointed out, the Internet has changed so much. It used to be that sales calls were an important source of information. Now we are constantly bombarded with information, and the challenge is on filtering most of it out. Which comes across as abrupt or rude. We have been trained the we can search for what we need when we need it. Knowing exactly what we are looking for has become the challenge.
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Our distribution business requires cold calling. We get no where with phone calls and little with emails, so we go to the prospects. In food service this has not become entirely unexpected. We apologize for interrupting, introduce ourselves, leave a card, ask for a card and a future appointment. Rarely are we treated poorly and the results are still worthwhile.
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Ode to a Hunter
I’m sure you would all be disappointed if I didn’t return with some sort of business allegory related to my absence. Of course, I hate to disappoint… My book Hunting in a Farmer’s World focuses on the challenges of being … Continue reading
10 Responses to Ode to a Hunter
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John,
I very happy to hear of your brilliantly orchestrated recovery.
Your remarks about the latent “hunter” in the many diligent, systems driven “farming” executives out there that consistently read your blog will be most welcome. Glad to have you back in the saddle. -
John:
I am so glad that you defeated the illness. Having just gone through a scary episode myself I know the impact it can have in you and your family. My wishes for a complete recovery. -
John,
I was alarmed to hear of your medical issue, and I’m so happy that you are on the road to recovery. As usual, you have nailed several essential truths about business and life – I don’t know where we’d all be without you.
Keep getting better!
Steve
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John
Thank God for someone willing to go “outside of the box!”Take care.
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John,
I’m glad to hear you are on the road to recovery.. I think your story points out another aspect of being a hunter – even hunters need someone to watch out for them. Hunters can oftentimes have a “hero” mentality. I noticed that Leila was the one who made the call to the doctor to get you worked in…probably against your protests that it wasn’t necessary.
Good to see you back in the saddle.
Rusty…
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Hey bud, only you..on your death bed…could come up with such a good story about your illness. Glad you are still with us, you had us worried.
Looking forward to our next Gerald-Rita.
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Glad you have recovered John-you have a great doctor
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John,
We are all blessed that you are still with us. -
John, so glad you are on the road to recovery. Like you I had a similar episode in 2008. And like you, my wife (a true Farmer) made me go to the emergency room. Turned out, I had a staff infection. My body functions were beginning to break down (kidneys, liver). The Kidney specialist that saw me said I probably would have died that night had I not gone to the ER that morning. I’m so glad that Farmers sometime know what’s best, even though us Hunters sometimes think we can take on anything. Best of luck with the rest of your recovery.
Take care!
LA>
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Happy to hear you are now doing well!
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Five Steps to Defining an Employee’s Authority
When we delegate authority to an employee, we are actually delegating the power to make decisions. We all want employees who think for themselves, at least when their decisions work out in a way we like. When they don’t, we … Continue reading
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Do Titles Make Leaders?
You’ve promoted a great employee beyond his capabilities. He is putting in long hours, but appears unable to keep up with the new responsibilities. In fact, he doesn’t even seem to understand what those responsibilities are, or what they should … Continue reading
John
Welcome back – and as usual another great article – batting 1000
Frank