Travelling to learn
Today, I’ll be driving to Tweed, Ontario to meet with Gaylord Hardwood Flooring and learn how this business has succeeded over several years in the competitive environment. Perhaps one of the most enjoyable parts of my work is the opportunity to connect with and “pick brains” from successful businesses. Ironically, there is an inverse correlation [...]
Magic answers
In my business career, I’ve only had two “wow” marketing success stories. One became one of the core concepts that has influenced this business for close to two decades. The second proved to be far more situational and transient but led me to Washington D.C. In the first, through family friends, I read the book [...]
Your own ideas laboratory
Years ago, following the path of my peers (and some early indications of aptitude), I enrolled in science classes at senior high school and in first year university. Then a bright light clicked in my mind. “I’m not really that good at science, so maybe I should switch to Arts,” I thought. Suddenly, the course [...]
Opportunity knocks with a positive attitude
Motivational speakers use a variety of psychological techniques to pump up listeners’ enthusiasm. This helps them sell books, CDs, subscription-based web services and (sometimes expensive) consulting/mentoring services. Successful speakers deliver on their promises. If you really follow their success prescriptions, you most likely will succeed. Of course few do. It is hard to change habits [...]
Three approaches to construction marketing: Which applies to you?
Here are three alternative approaches to architectural, engineering and construction industry marketing. Which applies to you? I advertise extensively. You spend a significant amount of money each month to promote your business with paid advertising in magazines, newspapers, the Web and perhaps television and radio. You measure the effectiveness of your media, but you aren’t [...]
Looking at your business: Why are you doing it?
Michael Stone published the following note from Scott Avery of Modern Tech Floors in Portland, OR in his most recent Markup and Profit Newsletter. I’ve received permission from both Michael and Scott to republish it here. LOOKING AT YOUR BUSINESS This week, I have the great pleasure of sharing a terrific attitude with you. Scott [...]
Authenticity: Can you fake it until you make it?
An interesting question I sometimes face both in my own business and in assessing others is whether the organization is really what it says it is. Are we dealing with a “one man band” working from a basement or a successful, vibrant business (or is the one-man band actually a successfully, vibrant one-man (or person) [...]
Should you offer/pay referral fees, and if so, how much?
Randy Travis, Owner at Ramtra Home Value Improvements, in Huntington Woods, MI, asked this question at the LinkedIn Construction Business Owners Group: What is a fair referral / lead fee? Do you pay a percentage or a set fee based on the project value. If a business partner gives you a lead do you pay [...]
The “reversal” story and mirror principle: Is the truth the opposite of what you hear or see, or does it reflect it?
One lesson I’ve learned through several years in business is that stories have a way of mirroring and inverting. In other words, the truth (especially when someone is accusing another of wrongdoing) can often reflect the actions of the accuser — and any action, either negative or positive, often results some time in the future [...]
Crisis management and construction marketing
Earlier this week, I encountered a virtual “perfect storm” of business challenges and issues, almost all simultaneously. Some of the problems had been brewing for some time but others were genuine surprises. I’ve reported on one of them here: The strange saga involving the threat to my Google AdSense account. The other issues need to [...]
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