Sometimes I do things and continue to do them because they just feel right without fully recognizing or understanding all of the benefits and potential that they will bring. I believe that writing this blog is one of those beneficial activities, and I find myself driven to continue knowing that the best is yet to come.

This is my 100th post and I am astonished that I am never short of topics & ideas, tapping into valuable experiences, resources and memories from my client experiences and my past that suddenly become relevant once again and with so much insight to offer.

I remember a special moment working with a client who became my best friend, Denis Blanchard of Heavy Duty Pizza back in the 1980’s. Now keep in mind this is the 80’s. Domino’s Pizza had just moved to town and all of their delivery vehicles sported roof-top signs. At the time those signs were indeed a new marketing concept and quite expensive but Denis was determined that every Heavy Duty Pizza vehicle would have one. His logic was: “Domino’s have 5000 pizzerias world wide and we have 12. If it works for them it will work for us”… and we immediately made it happen.

The results were unbelievable! Those signs not only raised our profile in the marketplace, they also took away an important visual advantage from our competition. Bottom line - send out a car with a roof-top sign and the phone would begin to ring!

I have carried that valuable experience with me ever since and I see my blog in much the same way so I keep writing…

…amazed at what I find stored in the archives of my mind, waiting patiently to be re-visited and used to solve new problems.

For every action there is a reaction. For more information on both personal & professional growth, check out my articles: “Think Like an Entrepreneur” and “The Benefits of Hanging in There” both found here on my website… Larry

A new networking venue from the Business Development Centre at Niagara College.
It all came about because of that never ending quest for a venue to connect with other business owners. A chance to exchange ideas, experiences and opportunities. To meet new people, to develop new resources and re-connect with people from your past. While there are numerous networking venues available, the message that we received was that there was a need for one more.

Like any new business idea there needed to be a “fit” that had a unique appeal to all concerned. Just another “networking group” wouldn’t cut it and so the Networking Café was born. It was decided that it would be a morning get-together and because most of us like to start our day with a fresh cup of coffee and conversation the café theme made good marketing sense.

The Networking Café is only open for one hour, the third Thursday of the month, from 7:30 – 8:30 am at the NOTL Campus of Niagara College to ensure that you are ready for work by 9:00. It begins with a 15 minute power talk on a relevant theme to establish the pace & energy for the networking that follows and your $10.00 cover charge includes coffee, tea and biscotti!

I had the honour of delivering the first 15 minute power talk (7 Networking Essentials) and I’d like to think that the following photos from our first session reflect how it went. For more information on The Networking Café, contact Mary Ann Martin at 905-641-2252 ext 4456.

Make a pro-active commitment to moving your business forward. For more related information, check out my articles: “Finding Security in Self Employment” and “Thinking Bigger than the Next Guy” both found here on my website… Larry

My name is Larry Bitner and I am an introvert. I say that like it’s a dependency or addiction and to a degree it is. It’s a part of my personality. If my life had turned out different, being an introvert might not have mattered so much but in my field, that of a business owner, trainer and public speaker, it presented itself as an essential obstacle to overcome if I would have any chance of success.

Relationships and networking represent a major ingredient in the building and promotion of a successful business. Growing up I was the type of person who didn’t speak unless I was spoken to and I can see now how that held me back and eliminated opportunity. At the time I just figured I was shy. I tended to internalize my thoughts while extroverts ran them by anyone within ear shot.

I have been fortunate enough to work with some pretty amazing people throughout my career and one of them; Allan Martin, inadvertently and almost single handedly positioned me to effectively understand and come to deal with this affliction.

I recognized the following Three Characteristics that Al seamlessly & effortlessly displays with consistency that I decided would help me overcome my problem:
1. Allan acknowledges people (I didn’t)
When he walks into a room or he passes someone he always nods, smiles or says hello whether he knows them or not. That opens doors.
2. He makes eye contact when he speaks to people (I didn’t)
Allan talks “to” people, not around them, beside them or to their feet. He doesn’t look at the ceiling. He is engaging and that brings with it a sincerity that people respond to in a positive manner.
3. Allan connects! Meaning he always introduces himself by name and of course an exchange takes place and a new relationship is born. (You guessed it, I didn’t do that either)

Al and I became good friends many years ago which gave me the opportunity to study the man personally and professionally. I saw it work for him and I made up my mind to practice these three techniques and make them work for me. Today I consciously make it a point to exercise these essentials and the results have been transforming!

The “Extroverts” and me…
My colleagues from the Niagara College Business Development Centre,
Karen Martin, Rena Posteraro, Erica Jurus

While I draw from people who impress me, I also recognize the importance of putting my own spin on these practices. “Making it mine” is essential so I have added these Four Essential Networking Practices:
1. Network Alone
Take away the safety net. Arriving with a friend or group means you are less likely to extend yourself and move outside that circle which defeats the whole purpose of networking.
2. Keep Moving
It’s very easy to end up with the same people all evening. Make it a point to “work the room” and avoid getting cornered with one person. Use networking to identify the real opportunities and then follow up over the course of the next week or so.
3. Network with Purpose
Make sure that you clearly define your goal for the evening. I network for two reasons - to re-connect with people I haven’t seen in a while and to meet at least one new person with a potential fit.
4. Enjoy the Experience
I take pressure off of myself by asking questions that gets the other person talking. (Introverts are great listeners!) This technique reveals opportunity and hopefully communicates my sincere interest.

Networking is an excellent way to grow your business. Take the time to inventory the skills and techniques that you use to connect with people and build new relationships.

This is the third of 3 articles that I’ve posted this week on growing your network of contacts and resources. Monday’s post will include photos from the Networking Cafe, an exciting new venue for business owners provided by the Business Development Centre at Niagara College. For more networking-related information, check out my articles: “The Unique Roles of my Role Models” and “It’s Time for a Performance Assessment” both found here on my website… Larry

As a Business Coach and trainer, I am often asked for advice on networking. “How do I get started? What group should I join? What kind of commitment does it take?” and they are all important questions to address to ensure you start with a positive experience.

While possible networking opportunities are unlimited, finding the right group or situation for you is essential. Here in Niagara, as a small business owner my first introduction to structured networking came largely through Small Business Club Niagara. SBCN provides a perfect forum for the new business owner. Monthly meetings provide an affordable, educational and interactive experience with the chance to meet with hundreds of small business owners to share & compare notes and opportunities.

Networking opportunities can be both formal; through an organization like your local Chamber of Commerce and informal; when a group of colleagues get together for breakfast, talk shop and promote & support each other.

Service groups such as Rotary and Kinsmen offer members regular networking opportunities to connect with professional people who share the same values and commitment to giving back to the community.

BNI (Business Network International) references itself as being the largest business networking organization in the world offering members the opportunity to share ideas contacts and business referrals. With chapters in most every community across Canada, only one person from each profession is permitted to join a given chapter and members are encouraged to promote each other.

Regardless of the organization that you choose, you should be careful not to agree to a long term relationship until you are sure that the group is right for you. Take advantage of their invitation to prospective members to attend a few meetings, review their promotional material and talk to members about their experience and what they get out of it.

If you are considering joining a formal networking club, make sure that their expectations fit your schedule and agenda. Keep in mind that you don’t have to join for life. In fact, it is not unusual to outgrow a networking club or scenario over time. Define the goals and expectations of what you want from your networking experience to help you weigh its value. Joining a new club can mean renewed energy and a new network of contacts as you and your business evolve.

Success is built around relationships and networking can be an excellent way to grow your business in new directions. It’s more than just leads and referrals. Networking can expand your resources, provide unique learning experiences and represent a critical element in your growth strategy.

This is the second of 3 articles to be posted this week on growing your network of contacts and resources. My next post will talk about developing a networking style that works best for you. For more related information, check out my articles: “Selling Yourself” and “Developing a Winning Formula” both found here on my website… Larry

While patience is a virtue and I speak highly of those who demonstrate patience, nothing very impressive ever happens using a wait & see approach so let’s not confuse patience with apathy or uncertainty where you are in fact turning over your vision and will to the actions of others.

Smart business owners are proactive. They get out there, they connect with people and use personal selling and relationship building as a cornerstone for their marketing strategy. In the real world however, there are issues that often cause us to procrastinate.

Let’s take a quick look at 3 things that tend to hold us back:
1. Fear of Failure
The thought of rejection can be devastating to your confidence. And what if you look foolish? – a common reason to procrastinate.
2. Fear of Success
You may be hesitant not knowing if you can handle the success and meet people’s expectations. Success can come with a price – stress & pressure.
3. Fear of the Unknown
When you are facing a task that you have never done before and have little idea of the steps involved it can fill you with anxiety and erode your confidence.

Now let’s look at 3 ways to overcome those legitimate concerns:
1. Do your Homework
Know the specific advantages & benefits of your products and services over that of your competition. Confidence minimizes procrastination.
2. Anticipation
Invest some thought in what their concerns and questions might be and how you will respond so there is less to throw you off your game.
3. A Strong Support Group
Build a team of resources that can help you prepare, present and analyze. Your team’s reputation and accomplishments will build a positive perception to precede your visit. And knowing that you have the resources behind you to answer any questions that you struggle with is empowering.

As so many wise people have said, “better to have tried and failed (experiencing the learning process with lessons learned) than to never have tried at all” (nothing ventured, nothing gained).

This is the first of 3 articles to be posted this week that focus on networking and growing your business. For more related information, check out my articles: “Finding a Way to Win” and “Creating an Action Plan” both found here on my website… Larry

How to Turn That One-Time Buyer into a Life-long Customer,
by Carl Sewell & Paul B. Brown.
This is one of those books that helped lay the foundation for my selling style many years ago and just lately I found myself once again picking it out from the bookshelf as I was looking for some reading material. It was Customers for Life that taught me the importance and significance of never saying “no” to a customer. Sound extreme? Not at all when you discover his reasoning behind this rule and the opportunities that it generates.

As I have told so many people, Carl Sewell sells Cadillacs in Texas. Actually he owns the top dealership in America and Customers for Life outlines the principles that grew his dealership into a $450 million business.

This great read begins with Sewell’s Ten Commandments of Customer Service, garnered from his years of experience and delivers an approach to selling that works across the board from how to under promise & over deliver to developing customer retention strategies that keep them coming back.

It was this book that helped me recognize the difference between getting a sale and getting a customer, leading me to define the “Value of a Customer” as one of my essential training tools.

I don’t remember the actual day that I bought this book, but it has certainly influenced my career in sales and I consider it one of my best buys!

To continue your quest to grow your business and improve your sales performance, check out my articles: “It’s Time for a Performance Assessment” and “Selling Yourself” both found here on my website… Larry

Published by Bantam Doubleday Bell Publishing Group Inc. ISBN 0-671-02101-X

As a business owner you need a way to monitor your progress. Successful entrepreneurs always know where they stand, relative to the goals that they have set. They know how much revenue they have to generate, how much product they have to sell and what the associated costs should be. They have a system in place to provide them with current, relevant data so they can act and react accordingly at a moments notice.

While most businesses generate a monthly financial statement, that’s not enough! Often, by the time your monthly report is completed and balanced with your bank statement you’re looking at up to 45 days and if there is a problem, too much damage is already done. In today’s competitive marketplace, you need access to key information on an “as-needed” basis to effectively deal with problems as they arise.

There are a number of ways to create your own “key indicators”, specific to your business and be sure that your “system” isn’t complex. Simplicity is the key. For example, in the restaurant industry, the two big variable costs are food & labour. With food and labour costs consistent, you know you will be profitable and your customers will never be surprised.

As a service provider, I focus on “Billable Hours” and I can do this on a daily and weekly basis knowing that if I am scheduling 25 billable hours a week or averaging 5 hours a day that at the end of the month I will be in good shape.

Other key indicators can come in the form of monitoring customer traffic, supplier cost fluctuations and even the fluctuating value of our Canadian dollar. Key indicators represent only essential information that you keep at your fingertips to allow you to react quickly.

What key indicators might you use to stay on top of your business success?

There is a big difference between working hard and working smart. Check out my articles: “It’s Time for a Performance Assessment” and “Developing a Winning Formula” both found here on my website… Larry

How good are you at keeping a secret? Well, let me share one with you. Most every time I am asked to speak to a group of people I stand up or walk onto that stage with a secret. Sometimes I’m nervous, other times I’m not feeling well and there are times when I may be distracted by things going on back at the office but generally there is something going on that distracts me.
The key to my success is keeping it my little secret. Remember, no one will know if you don’t tell them!

Dale Carnegie once said that “most people fear public speaking more than death itself” and I’ve certainly witnessed the anxiety that many people face knowing that they will be called on to “say a few words”.

Let’s look at 3 ways to Overcome your Distractions and Make a Good Impression
1. Preparation - Always anticipate that you will be asked to speak.
Whenever I go out, I just assume that I will be asked to say a few words so I always go with a few remarks or anecdotes in mind.
2. Delivery - Break your “talk” down.
Ten minutes in front of people can seem like an eternity. Deliver it in the following three smaller parts:
- Begin with a Two Minute Opening of thank you’s, acknowledgements and possibly a little background on yourself and the organization
- Then take five minutes to tell your story or deliver your message (the Body Content)
- Close by highlighting the most important points you made, answering questions, identifying the next step and of course a thank you for the opportunity to speak
3. Confidence - Remember, no one will know that you are feeling nervous or distracted or if you are ill prepared if you don’t tell them.

Being asked to address a group of people is a golden opportunity to market yourself, to build awareness & credibility and to generate business activity. Assume it will happen, embrace the moment and keep your fears a secret!

To take a closer look at your performance and your “Best Practices”, check out my articles: “Selling Yourself, Continuously” and “Speaking of Public Speaking” both found here on my website… Larry

Your Pay-off Strategy!
Motivation and incentive drive everything that we do. Everyone is motivated by something and understanding what uniquely motivates you is the first key step to successful Priority Management.

Temptation is a constant force that pulls us away from so many important things that need to be done, but why do we allow distractions to take over? Because we actually want something just as much or more than the goals that we have set.

As a Priority Manager, it’s your job to create a pay-off strategy that means more to you than any temptation that might come your way and then to position those pay-off incentives directly on the horizon as you work towards your goal.

Your Pay-off Strategy should include short term rewards as well as long term to ensure that you and your team stay focused and committed along the way to achieving goals that take longer than one month to achieve. A reward can be as simple as leaving early when a milestone is met or pizza for the team upon completion of a report.

Documentation and communication are two vital components to any Pay-off Strategy. Writing down and sharing your goals & rewards with people provides outstanding accountability leverage. “Putting it out there” means that someone will be asking and one form of pay-off can come in the form of pride and satisfaction in achieving your goal… on time!

This is my third and final post in this series of three on Priority Management. Priority Management is one of many skills that will move you closer to the things in life that are most important and significant to you… Larry

The Daily Disciplines
In most every business, time is the actual commodity that we deal in. Sure we all have the same 24 hours in a day but how we spend that time largely determines the degree of success that we achieve regardless of whether we sell products or services.

When I focus my efforts on the right things at the right time, I generate a higher return on my investment of time, I am more productive and things run smoother. Interestingly, the better I manage my time, the more money I can make.

Priority Management means identifying and eliminating those activities that are unimportant or less important and take me away from achieving what I have identified as most important to me.

The daily disciplines of Priority Management often involve sacrifice meaning avoiding short term pleasure or gratification for long term benefits. My daily disciplines include eating properly, getting plenty of rest and regular exercise. These disciplines represent the conduit that positions me to performance at a higher level and sure there are sacrifices. Often I’d like to over indulge or stay home from the gym (and I sometimes do!) but I always understand the impact. With these priorities in place each day, I realize that I am in a better position to think clearer and make better decisions.

Profitability, efficiency, positioning and relationships are high among the priorities that I address and monitor on a daily basis. The key word here is daily. If I don’t keep a constant watch on the specific goals that I have set for myself in each of these areas, chances are I will fall short before I realize I’m in trouble.

This is the second in a series of three sessions on Priority Management that I am offering. For Session Three, follow up on January 11 when we will examine the Rewards of Priority Management… Larry