5 Steps to Building Profitable Business Relationships

Achievement Update
From the Notebook Computer of Terry L. Brock
28 AUG 2008 - 5 Steps to Building Profitable Business Relationships

One of the most important things you can do in business is to build profitable business relationships. But how can that be done in a age when people are busy, have TMI (too much information) and frankly don't trust others readily with their money?

This issue of Achievement Update, shot live on location in Panama City, in the Republic of Panama, deals with that issue. You are going to discover some truths can can help you immediately in your business. Read the article. Watch the video (popcorn is on you). Sit back for less than 6 minutes and enjoy this video which shows you how to make it happen.

You owe it to yourself and your business success to watch this video. Also, I look forward to your comments and ideas. With the new format, you can leave comments so others get to know about you and your position as a thought leader.

To see this and read the accompanying article bounce over to www.TerryBrock.com and check it out. Then leave your comments. I read every comment and look forward to hearing from you. Of course, you can read what others are saying and they get to read your comments and learn about what you think.

Remember, to read all the posts, go to www.TerryBrock.com and click on the story title.

I really look forward to hearing from you.

Terry, in Panama City, Republic of Panama


www.TerryBrock.com
Terry@TerryBrock.com


P.S. You can go directly to the article at:

http://snipurl.com/buildbiz

Michael Phelps and the Power of Determination

Achievement Update
From the Notebook Computer of Terry L. Brock
21 AUG 2008 - Michael Phelps and the Power of Determination

Michael Phelps just amazed the world winning 8 gold medals at the Beijing 2008 Olympics. To achieve that goal he followed key principles of success.

In this article and video I share with you some key principles that you can use in your business and your personal life to have fun, achieve your goals and make a difference. You might not strive for a gold medal at the Olympics. But you have your own Olympics in business every day.

This video, shot on location in Panama, illustrates how you can take these principles and achieve your own goals. The accompanying article also will give you even more ideas.

To see this and read the accompanying article bounce over to www.TerryBrock.com and check it out. Then leave your comments. I read every comment and look forward to hearing from you. Of course, you can read what others are saying and they get to read your comments and learn about what you think.

Remember, to read all the posts, go to www.TerryBrock.com

I really look forward to hearing from you.

Terry, in Panama City, Panama


www.TerryBrock.com
Terry@TerryBrock.com

Focus On What Matters:Building Business Relationships

By Terry L. Brock

Dateline: Panama City, Panama I’m in this hot-bed of free trade and enterprise called Panama as I type this. What a glorious place to do business and to live. Panama is nestled in Central America and holds the undisputed titled as hub of business activity in the region. I’m certainly impressed with it. Let’s see it has 1) Very low taxes, 2) Very low government regulation, 3) Beautiful women (!), 4) Excellent quality medical and dental care, and 5) The national beers sell for about 50 cents a can!! I think this is called paradise! Whoo Hoo!

The other night I had dinner as a guest of the El Salvador Embassy and Lillian Diaz Sol at the Panama Canal. I had to marvel at what was built here over 100 years ago to facilitate commerce between the Atlantic and Pacific, (Visit my website at www.TerryBrock.com to see video of how this marvel works). Today ships are lined up to go through the Canal 24/7 and it is a never-ending hustle-bustle of business activity.

This flurry of peaceful, international commerce got me thinking about how you and I can build our own businesses using these principles. Peace. Trade. Openness to others. This is what worked over 100 years ago when Teddy Roosevelt worked to get the Panama Canal built. It has worked all the time that the canal has been open through two world wars and countless battles raging around the world. The principles of Relationship Marketing apply to this for you and me.

I think Benjamin Franklin had it right when he advocated that the foreign policy of the US should be, “Commerce with all, war with none.” I won’t begin to get into the discourse of where we are in today’s interconnected world, conflicts, etc. I’ll leave that up to those much more knowledgeable in that area than me. However, I do see principles for you and me in our business.

Here are some principles that seem to work through the centuries, which can help us as we build business relationships.

1. Focus on what matters long-term. Focus your energies on what matters and what lasts. The current news of the moment will pass. That “breaking news” story that grabs attention and has people glued to the TV this moment, will be disdained next week. Suppose they showed an hour-long recording of a hot news story from a year ago, would anyone be interested? What about last week? I’d dare say there would be little interest. Even yesterday’s news is considered “cold” by those of us in the news business.

Yet, the time-honored principles of growing a business by the fundamentals last. Yes, we have current social networking sites that are hot. Whether you’re on Facebook, Twitter, Plaxo, LinkedIn, Namyz or whatever new social network has emerged, there is a principle that matters more. Connect with people. Get to know them. Get to know what motivates them and moves them. Social networking is a logical extension of the human desire to be with people.

I remember the classic Star Trek episode called “Space Seed” with guest star Ricardo Montelbaum. This episode eventually led to the movie, Star Trek II: The Wrath of Khan. In that classic episode the crew of the Enterprise had discovered a ship of 20th Century world conquerors who were in suspended animation. When brought back to life, they tried to take over the Enterprise. You’ll have to watch the episode to find out what happened, but I’ll give you a clue--- Captain Kirk was WAY cool in handling the situation!

In that episode the character of Khan remarked how technology changes, but human nature stays the same. This is profound. You can get detoured being the most “up on the news” in your area. Practically speaking, who cares that you know the most about the current conflict in Outter Slobovia and the conflict between the Ugamakers and the Doolywags? What matters more is how you can benefit the lives of customers --- buyers --- to help them achieve their own goals and wishes. This is real pragmatic living.

No we don’t stick our heads in the sand and ignore reality. Be aware, but don’t try to be the expert. Focus on how you can help people satisfy their own desires and you’ll be far better off than “being current” with the news of today.

2. Think Internationally. Don’t focus only on one locale. Think about the world and how forces interact and create opportunities. Learn at least one other language. Learn about customs and traditions in other areas. This has been a hallmark of successful people through the centuries.

3. Educate Yourself in the Classics. By “the classics” I don’t mean just the great works of literature. Yes, these are important, I would say vital, to have exposure to these for a well-educated person. You are I are business people. We need to saturate our minds with the classics of great marketing and business thought. Read the works of Peter Drucker, Claude Hopkins, Robert Collier, Joe Sugarman, Dan Kennedy and others. Find those who have made significant and lasting impressions in business and study what they say. No, they don’t all say great things every time. Sometimes you’ll disagree with them. However, that is good also. Think. Use your mind and get educated in what matters --- how to help customers achieve their goals and build quality, profitable business relationships.

Yes, Panama has a lot of good to show us how to conduct business in the 21st Century based on the principles of 20th Century commerce. As we grow and learn, conducting peaceful business with many internationally, we become better ourselves. Relationship Marketing is about connecting with people and bringing value to them. These principles will help you in your business.


Terry Brock is an international marketing coach and columnist who helps businesses market more effectively, leveraging technology. He shows busy professionals how to squeeze more out of their days using time-honored rules and practical technology tools. He can be reached at 407-363-0505, by e-mail at terry@terrybrock.com or through his website at www.terrybrock.com.

Self Reliance – Secret To Success

Self Reliance – Secret To Success

By Terry L. Brock

“If you always lean on your master, you will never be able to proceed without him. It is part of the American character to consider nothing as desperate; to surmount every difficulty by resolution and contrivance [planning].” Thomas Jefferson to his daughter Martha, March 28, 1787

You can’t depend on another to create your success. You can’t depend on someone else to do your marketing for you. This has been true through the centuries but even more so today. You have to be not only pro-active (positive and forthright) but pre-active (seeing what is coming and positioning yourself for it). This is most important in a hotly contested political year. We can’t depend on any candidate to solve our problems.

Many feel that if they only elect “the right one” that our problems will be solved and the world will be a better place. History has shown over and over the fallacy of that approach. If people fear that the “wrong one” will be elected, they embrace frenzy and arguments that erupt in place of civil discourse. However, the truth is that your life success is 99.99% up to the one you look at in the mirror.

In marketing, you can’t depend on someone else or the economy. You have to generate leads, prepare diligently, implement decisively and make your own path. You have to work hard to make sure business gets positive results. When (not if) others let you down, you learn to anticipate it and have plans in place to deal with the issue and get results --- on your own. Teddy Roosevelt said, “Do what you can, with what you’ve got, right where you are.” This “make it work regardless” attitude is what propels all successful people forward. Losers spend time blaming others for their problems and always looking for a savior (read political candidate) who will magically do all the work necessary.

This doesn’t mean you operate alone. Successful people today bring in lots of others around them to work in a value-for-value way achieving goals. However, you don’t depend on the others for your success. You accept 100% responsibility and help others as they blend their lives around you.

Ralph Waldo Emerson wrote his famous “Essay on Self-Reliance” which I consider a must-read in this wonderful, adventurous journey called life. In that essay he admonishes us to rely not on the whims and passing fancies of the day, but to rely on our own skill and fortitude to face the incertitudes of life. This is true in business. We don’t know the future. Mistakes are often made believing that the past equals the future. Life is constantly presenting us with new ventures, new opportunities and new challenges. What worked in the past will not necessarily work in the future. Therefore, the wise regularly adapt, change and morph continually into what will pragmatically be effective today. This is real success.

Take control of your own destiny for your business success. If you’re in sales (and aren’t we all?), don’t rely on someone else to generate leads for you. Make it happen. If you’re in management delegate tasks, (Peter Drucker helped us enormously with this important admonition) but don’t stop with delegation. You have to take responsibility for follow-up and confirmation that the task is completed. Ultimately it is up to you.

Educate yourself continually. Thomas Jefferson believed that education was not preparation for life but a way of life. This is the creed of the successful businessperson today. Learn relevant, profit-building and productivity-enhancing technologies and principles on a regular basis. Change and adapt as times change and new technologies emerge. Regularly budget your time, money and effort (TME) for skill and knowledge acquisition in those areas that will benefit you and your company.

This realization makes life exciting. Your success is not dependent on the person elected! You are not dependent on the representatives who happen to win an election. Frankly, you have as much control over that as a mosquito burping in a stadium. Instead, you have full control over your own reaction and what you are going to do about your own business and your sales. Take matters into your own hands. Rely on what will work for you practically and in a tangible way. Focus on helping others and making their lives better and good will inevitably come back to help you.

So why not make it your goal today to do something on your own, to help others and build your own sales and business? Make the extra sales call. Learn that extra worthwhile business-building skill. Go the extra mile.

Somehow I think this level of resolution and commitment to achieving success would make Thomas Jefferson proud.



Terry Brock is an international marketing coach and columnist who helps businesses market more effectively, leveraging technology. He shows busy professionals how to squeeze more out of their days using time-honored rules and practical technology tools. He can be reached at 407-363-0505, by e-mail at terry@terrybrock.com or through his website at www.terrybrock.com.