Views from The Growth Coach�
February 2010
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Greetings!

The recent tragic events in Haiti remind us that despite the economy we are OK, more than OK. What if those pictures were of your business? Let it serve as a wake- up call to take steps now to protect it from disaster.

When Disaster Strikes
 
What's Your Plan B?
Growth Coach Website

We've all been moved by the sheer magnitude of the disaster in Haiti. I've also been impressed by the response to that disaster. One of the biggest problems shortly after the earthquake was the traffic jam at the airport - there were so many planes trying to deliver aid that some had to be turned away for lack of space on the ground to land.

The disaster illustrated two very important concepts: the will to help and the ability to respond. The Red Cross seized upon the opportunity. Within hours I noticed ads saying I could text "Haiti" to a number and give ten dollars to the Red Cross to support their efforts. The charges would appear on my cell phone bill. It was brilliant, a simple but highly effective campaign. The logistics, however, were probably complicated. So many providers to negotiate with, details to work out, ads to create, television networks to talk to, and so on, that it's hard to believe the idea was generated the day of the earthquake. Their marketing effort was timely and their "sales" results were impressive.

But, all this was after the fact. Limiting death and injury requires action before disaster strikes. Earthquakes in California resulted in changes to the building codes and more sophisticated engineering of structures. Hurricanes in Florida have resulted in changes to the way structures are built and how people are warned. The tsunami in the Indian Ocean resulted in a multi- national early warning system. Deaths and damage will be prevented in the future.

If disaster strikes your business, are you prepared? Is your computer information backed up on a periodic basis and stored off-site? What would you do in the case of a fire or flood? A blizzard? What if one of your key employees is injured or becomes ill - or quits? How will you keep your business running, what's your plan?

It doesn't need to be complicated, simple is probably better. If you have an accessible copy of you important information, whether written or electronic, you're covered. It's easy enough to set up a temporary office elsewhere if you have phone and Internet service. If every key employee has a person or persons to assume their duties you can get by for a few days and your customers won't notice the difference (these people do go on vacation don't they?). There are many temporary help agencies that can provide adequate help for a period of time if you have defined your needs and talked to them in advance.

Like insurance, planning softens the financial blow. And, planning is inexpensive - it just takes time. Implementing those plans might require a modest investment but can you afford not to make that investment? How much will it cost to be out of business for a day? That's the real bottom line.


Focus on Sales
 


Why was the Red Cross campaign so effective? It was timely, yes. It met an immediate need, also true. But the most important fact was their knowledge of their "customers", the people who might donate.

Do you know your customers well enough to know what moves them to action? Maybe it's time to find out.


Networking Tips
 


That desire to help another human being is also a lesson in networking. To be a great networker is to give aid with no expectation of reward, just the satisfaction that you've helped another person. If you doubt this, try it at one event. With every person you talk to, try to find out how you might be able to help right now. See what happens - and how it makes you feel.


Consider Sales Mastery
 

Dave
My first Sales Mastery group will be starting on February 11, 2010. This program is designed as a Mastermind Group for professional salespeople, Over the course of a year we will meet monthly to expand sales and marketing skills, hold each other accountable and improve our results. This will not be sales training, we know how to sell. This program is designed to take participants to the next level using the Sales Mastery program and our combined knowledge and experience . Join the group and enjoy the results. For additional information and to apply for a seat, call Dave Ferguson at (847) 968- 2468.



If you have ideas for future issues or questions on this one, let me know. Who do you know who would enjoy the articles? Use the "Forward to a friend" link below.

Hoping you're covered,


Dave Ferguson
The Growth Coach

Phone: (847) 968-2468
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