Greetings!  

It's election season and media companies are reaping the profits of direct mail advertising, TV and Radio ads, not to mention internet advertising opportunities. Does it work? Were you influenced or just turned off and tuned out? There's a lesson there for business: Exactly how many undecided customers do you think there are?

With the recent Presidential debates we've been exposed to a high level discussion - about debating. We've learned that a pivot is taking the question asked and, instead of answering that question, answering an entirely different question - one you would prefer to answer. I grow frustrated with that approach. That's why the word obfuscation came to mind. It means to obscure, to confuse. It's an apt description of the current state of politics.

I was talking to someone recently who has run for political office - and lost. He believes in taking a stand, having a position, believing in something. I admire him for that. When you run on principle, and lose, you haven't lost anything except an election.  When I consider the candidates on my ballot, I want to know where they stand on important issues. We can't change history, so what do they plan to do going forward and how will we measure that progress?

I often get the feeling that incumbents are more concerned with keeping their job than governing. People in business don't have the luxury of merely retaining their jobs. Either they contribute to the profitability of the enterprise or they won't have a job. It's a simple contract; you get paid for working - not keeping the seat warm. Any politician who is not doing the people's business has lost my respect, and my vote.

As citizens we have the opportunity, and responsibility, to elect those who will decide our future. Don't succumb to obfuscation, find out what the candidates stand for, then vote for those that you believe are committed to doing the hard work of governing.

One rule of sales is that you cannot possibly please everyone. So why do people try? It's playing to the most common denominator, the message the majority of the audience can understand. I always ask my clients one question: Why would you bother to try to sell to someone who is neither interested or able to buy from you? Stop wasting time, start focusing on real prospects.

Did you ever meet the ultimate politician? No matter which way the wind blows he's going that direction. He can help you with anything you need. He knows hundreds of people he can introduce you to. Too good to be true? Of course it is. The only thing you need to figure out is how to extricate yourself from his clutches. One sure fire approach is to suddenly take out your cell phone, study it for a moment and announce in the most serious voice you can muster: "I have to take this." Excuse yourself and take your cell phone, and your attention, to the next room. He's the sort who will quickly forget about you and you can go look for a better candidate.

For those who want to start 2013 with a strong  plan for their businesses, my annual Strategic Planning Workshop will be held on November 15, 2012. You will spend a full day creating a plan that's tailored to your business, its needs and your goals. It's only $399 for those who book in October, and $499 for procrastinators who wait until November - if there's still room. The full details are available on the website where you can also reserve your seat - I'll even buy you lunch!

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The little book of big ideas