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Aug 15
2019

Repurpose Business Assets

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During World War II, many items were in short supply and even rationed. A slogan widely used was “use it up, wear it out, make it do or do without.” The point was that everything needed to be utilized and nothing should be wasted. 

In business there are times when we can repurpose business assets. We see an example in Scripture, “For this is what the LORD, the God of Israel, says about the houses in this city and the royal palaces of Judah that have been torn down to be used against the siege ramps and the sword.” (Jeremiah 33:4, NIV) Hopefully we won’t need to tear down our house and  repurpose the materials to defend our lives.

Aug 05
2019

You--A Key Word

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When working with customers, one way to guide them to decide to purchase your product or service is to incorporate the word, you, into your pitch.  It is a pointed and personal way to help your customer put themselves into the picture.

I was working with a company selling high end backyard hardscapes such as swimming pools, outdoor kitchens and hot tubs. Part of my coaching was to encourage salespersons to incorporate the word you aggressively into their presentations. For example:  Would you like to see your kids, or grandkids, playing in this pool? Do you believe this outdoor kitchen would allow you to entertain in your backyard? Do you see yourself soaking in the hot tub after a hard day at work? 

Jul 29
2019

Create a Mobile Business

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A client who was on the verge of closing an auto repair business came to me for options about restructuring the business. “Sam” operated a small facility employing two other mechanics plus a part-time office administrator. Sam worked most days from 7 am to 9 pm to keep the business afloat.

Jul 26
2019

Should I Treat all Customer the Same?

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We need to give every customer our full attention and respect. However, this doesn’t mean that we should treat all customers equally every day.

When I was in international trade, I had a customer with whom we had a large account.  He would call me between 8:30 and 8:45 for the sole purpose of talking about the Detroit Lions football game, which was frequently a sad conversation.  Since Mondays were typically pretty busy, I really didn’t have time for a 15 to 20-minute chat about the football game. However, because he was one of my best customers; I took time for a social chat that I would not have spent with others, especially on Monday morning.

There are circumstances when we simply may not have a moment to take extra time. Unfortunately, people generally pick up on our lack of interest. When we cut people off quickly, they become irritated because they believe we don’t care what they have to say. They can tell when we’re anxious to get off the phone or rush through a conversation.  It causes friction that we pay for later. When I face time constraints I can’t change, I may explain to the customer that I have a commitment and will call back at another time to thoroughly discuss their concern or request. 

Jul 22
2019

Don’t Allow Others’ Problems to Become Yours

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Frequently, I’m tempted to insert myself into situations which are not my business. While there are ministry circumstances where the Lord leads us to put ourselves into other people’s problems; generally, I belong to the mind-my-own-business club. King Solomon instructed, “Like one who grabs a stray dog by the ears is someone who rushes into a quarrel not their own.” (Proverbs 27:17, NIV)