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Where Morgan County Business Comes First

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Where Morgan County Business Comes First Where Morgan County Business Comes First January 2009 BudgetBudget BlindsBlinds TreatsTreats YourYour WindowsWindows RightRight PERMIT NO.279 PERMIT INDIANAPOLIS, IN INDIANAPOLIS, PAID U.S. POSTAGE U.S. STANDARD PRE-SORT An All About Town Publication 3 What to do with your free time… The old prayer for help to “change the things customers, very valuable if they are about to make you can, accept the things you cannot change, a purchasing decision. All of these methods are and the wisdom to know the difference” comes in becoming more popular in this economy. All of handy right now. The overall economy falls into these methods also cost money, which is a neces- the realm of those things you cannot change. Small sary cost of doing business, but might be in short businesses, and we are all in that category right supply around your office. now, are facing “things” we cannot Here’s a idea that does take control. The wisdom needed is in some time, but costs little or noth- how best to change the things we ing. Go visit your customers, take can change. Fret and worry don’t your coupon if you have one, and accomplish anything, a complete ask them if there is anything you waste of time and energy. With can help them with. “What do you business slow, what is a good use need that I don’t sell?” That will of the idle time? How about go- get you a response. Not a sale, but ing out into the street and grab- a positive response. Get quickly bing passing people and dragging past the “I need Money” response, them into the store? Admit it, and find out if they need help that you’ve at least daydreamed about you can offer. Perhaps introducing doing it. Cold calls are just as bad, them to someone you know that read Cindy Hartman’s column they might need to meet. Finding on page 4. She is a consummate a service, like a good plumber or networker, and networking is the Dave Stafford dentist. Help moving some big easiest and most rewarding way Publisher boxes in the back. Even the name to find new customers. Most of of a good attorney, if that’s what us could use some new customers right now, but they need. Showing them how to do a trick with a networking events don’t fill the day. word processor. Picking up carry out so that they What of the existing and past customers, people can man the store during lunch hour (They’ll of- you already know? They are probably facing the ten pay for yours too!). Ask what they need, and same economy you are. Knocking on their door to see if you can help with that need. sell them your goods is one way you might make a Doing something extra like this for someone is sale, or you might just irritate them. Sending them not going to make a sale. If you can help some- a postcard or e-mail about some new product or one with a need, they will remember. It won’t pay price might get some response. If your business your bills, but just imagine if this catches on! Give is suitable, a coupon may be offered. Discounts someone in need a little of you time, a gift that can steer a customer to your door when they have will be rewarded in time. choices of where to buy, or make your product just This means going to them to be a friend, not a enough more affordable to be worthwhile. Adver- salesman. All of us need a few friends. tising keeps you name visible to new and existing You know your body. Give someone in need a Don’t take no for little of you time, a gift that an answer. Only you can accurately gauge the intensity of your knee pain. If simply will be rewarded in time. walking from the living room to the kitchen is excruciating, you are a candidate for partial knee replacement The Morgan County Business Leader is published Dave Stafford is the publisher of the Morgan County monthly and direct-mailed to Morgan County Business Leader. You may contact him at (317) 697- — no matter your age. For a second businesses free of charge. 2893 or by e-mail at [email protected]. opinion or a consultation, call 217-DOCS Subscribe at www.bleader.biz to connect with a Clarian West partial Contents knee replacement specialist. From the publisher What to do with your free time ...........................3 Columns ESTABLISHED 2006 Vol. 3, No. 8 Cold calling makes me shiver . .............................4 All About Town Publications The one (often ignored) business skill you must 211 East High Street master . .................................................................5 Mooresville, IN 46158 Stories Phone: (317) 697-2893 Fax: (317) 831-2205 e-mail: [email protected] Builder relies on quality work, good reputation, and Publisher & Editor faith during tough times ......................................6 Dave Stafford Auto body shop offers X-ray estimates ................7 News Editor Budget Blinds Treats Your Windows Right .........8 Bob Sullivan Candle shop changes owners, keeps customers .11 Photography Local staffing firm helps Morgan County thrive 12 Main Street Photography Speedy response to car lockouts ........................13 Design/Production Zachary Ross Other Copyright 2008 Networking Opportunities .................................13 Edna, 66, living without pain ©All About Town Publications All rights reserved. Planner /Of Note ...............................................14 4 January 2009 Cold calling makes me shiver Picture this. I’m sitting at my desk, looking at a list of people to call. After picking up the phone and putting it back down a few times, I choose to do something else. Then a few hours later I try again to make the calls – cold calls. And I can’t. Contact our The next scenario. Now editorial board I’m in my car, driving around To contact a member of the Morgan looking for in- surance agents County Business Leader’s editorial (my best chan- board, please e-mail him or her at nel market). the address provided: There’s one! So Scott DeCoursey I turn into the Telecom. system sales and service parking lot, pull Nuance, Inc. up in front of [email protected] Cindy the agency and Hartman grab my busi- Susan Lowe ness cards and Sales & Marketing brochures. My hand touches the door handle and Hometown Publishing I freeze. Will they want to talk to me? What if [email protected] they’re busy and get angry because of the inter- Nick Parkevich, MPA, CFRM ruption (and thus, angry at me)? What if they say Director of Marketing & Development …. “No!”? So I put my keys back into the ignition Damar Services, Inc. and drive away. [email protected] Just the thought of cold calling makes me shiv- Bruce Richardson er and sweat at the same time! So what did I do Insurance agent to promote my business? What did I discover that State Farm, Mooresville allows me to market and sell our service without [email protected] this cold-calling torture? I network instead. Networking gives you warm calls and most Julie A. Stigall often pre-qualified opportunities. Now when I Account Executive make a phone call, the person at the other end First Data Merchant Services of the conversation at least knows who I am and [email protected] why I’m calling. Sometimes my fellow networkers Diana Stromley even explain our business and qualify interest be- Bell’s Biscuit & Basket Boarding Kennel fore giving me the name of a potential customer! you in connecting. Though called social network- requester. [email protected] How great is that? And now instead of just walk- ing, many people and companies are using these In-person networking, social networking and ing in unannounced (when I could bring myself sites to meet potential business associates and business on-line networking provide 3 unique op- Would you like to be on the to do it), I have scheduled appointments with the develop relationships. They are doing business portunities to be introduced to those you’d like to Morgan County editorial board insurance agents. with connections made by becoming ‘friends’ or meet. They provide an opportunity to start build- e-mail [email protected] There are formal networking groups like Busi- ‘followers’. ing a relationship. You receive warm introductions ness Network International (BNI) and National Sites that have a strictly business format are from people they know, and that relieves the cold- Association of Women Business Owners (NAW- also on line and normally require membership calling shivers. BO). Other groups serve a different purpose, but fees. This is understandable, because they provide Most people hate to make cold calls. Fear of very solid relationships are built through mem- the same benefit as face-to-face networking. The the unknown of who you’ll get at the other end of bership and participation. Some examples are purpose is a formalized business connection op- the conversation or the fear of rejection are often Yes, we want civic clubs (Kiwanis, Rotary, Sertoma), cham- portunity. Normally, just one customer per year reasons cited. Networking and building relation- bers of commerce, power circles, church groups will more than cover your fees. LinkedIn is free, ships is the answer. but has two business-level upgrades that are fee- your letters and industry associations. The result of building Cindy Hartman is President of Hartman Inventory LLC, these relationships is that you now have a team of based. My favorite business networking site is a woman-owned business that provides business and people who will refer you or even promote your One Degree Connected.
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