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One of the hard facts of owning a small company is, well the smallness of it all. Who is the sales director, you are. Who crunches the numbers, you again. Who manages production, it’s all you.

We live in a culture that values bigness (supersize it, think big, go big or stay home, etc.). In this environment it’s tempting to paint a picture of your company as bigger than it really is. But looking good doesn’t necessarily mean looking big. After all, wouldn’t you rather under promise and over deliver than get a rep for all show and no go?

Check over your services. Can you do everything you promise and do it well? If not, here are some ideas.

>>Take a look at your core values and purpose. Are all of your services in direct alignment? If not, start whittling. Less is more especially if it helps you get some sleep.
>>Ask a trusted friend, ‘where do you think I shine?’, in other words, where are you at the top of your game? Chances are those areas are what you love to do the most. So do this and find a way to delegate or let go of the rest.
>>Consider outsourcing your weaker or time consuming services so you can concentrate on what you do best. I listened in on a great call on this subject this week hosted by Sherman Hu and expert VA Jenny G. Good stuff.
>>Finally, think over the last six-twelve months of your business. What services are being requested most? Do you see any patterns? You’re only in business because of your clients. Listen to them, they will tell you what’s most important.

So there you have it, a nutshell version of a topic that fills many a shelf at Barnes and Noble. It’s okay to be small. Find your niche and be yourself. And for gosh sakes, take off that big hat, it’s not really you, is it?

Twenty-some years in business has taught me alot. Here is a nutshell version of a few things that float to the top.

1. Perceived value is more important than price. How many times have you chosen the mid range or most expensive product on the shelf over its lower priced neighbor? I've done it, too. At issue is perceived value vs. price. If I think a product has more benefits, beauty, or blast than the lower priced version, I'll buy it. It's the same with your professional service. Price is definitely not everything. Think value when you are putting together your packages.

2. Features tell, benefits sell. Web columns that are jampacked with text from margin to margin with features all about you are, well.... how can I put this nicely..... boring. No one wants to read all about you or all about the intricacies of XYZ widget. What they do want to read is what you or XYZ widget will do for them. Think benefits.

3. Being memorable is, well, memorable. Don't be afraid to be yourself, to show your colors, to stand out from the crowd a little. Find your voice and use it. Check out these examples, www.myemma.com, www.moxiedesignstudios.com.

4. Online is a very public place. Keep your pricelists, business processes, and other intellectual capital off the main thoroughfare and out of reach.

5. Most people just want to be heard. Listening can be your most effective sales tool. I'm much more likely to do business with someone who understands me, as complex as that may be. Ask lots of questions. Then listen. Let me know how it works for you.

Have you ever come off an hours long surfing binge feeling numb? Or maybe a tad disoriented, like where have I been and what was I doing there and does it matter?

Information overload can do this, eh? My blogging hero, Sherman Hu of wordpresstutorials.com, has laid out some killer strategies for staying on track in your business (in spite of information overload). It’s worth your time, you can read it here. Lemme know what you think.

To your best!

The phone rang the other day. It was a recruiter for a large insurance/investment firm. She asked if I might be interested in working as an associate for her company.

Ahh. The thought of it all. Paid training. People would understand what I do. I could wear cool clothes. Benefits. Prestige. Long term security. A support network. Wow. The pros built an impressive dogpile in the back of my mind.

Then I thought about life as I know it, this dream business I have built from scratch, the hours I have spent absorbed in web technology, the stacks and stacks of books, PDF's, online tutorials and classes I have devoured, the satisfied clients and friends I have made. And mostly, the buzz I get from just the right color and the right graphic and the right sentence in just the right place at just the right time. Hmmm.

It would take alot to give it all up, more than benefits, I believe. More than prestige, more than a support network, more than, well, I can't think of anything that would make me say yes to that phone call.

I had a momentary lapse, a stutter of doubt, a hiccup if you will. Thankfully, it helped me remember why I love what I do so much, and why I'm going to keep doing it until my click runs dry.

I read a great editorial by Janice Gilmore yesterday titled “Make the most of your days on Earth”. I wanna share a short exceprt, I hope this is encouraging to you who give it all for your business whether it’s coaching, teaching, training, speaking, whatever. This excerpt talks about how we can affect children but I think it applies to everyone with whom our lives intersect. Readers, you are leaving a mark in the world and the work you’re doing is important. Be encouraged!

Long after we are gone, the effect of spending time and helping children to shape postive values lives on. A relative, friend, pastor, teacher or mentor can have an immeasurable effect on a child. God didn’t put us on this Earth to be stressed, miserable and weary. He gave us a guide, the Bible, to help us to use our time wisely and live a joy-filled life. Each day is a new opportunity to enjoy life to the fullest. When hearing how many days we have on Earth, it makes us realize we must purge things in our lives like we do our closets. Getting rid of useless clothes and worn-out shoes can leave us room for worthy things. When we touch other people’s lives positively and use our time for good, the days on this Earth may be few, but oh so mighty!
source: Omaha World-Herald, May 30th, 2006.

We midwesterners have a special way of pronouncing certain words. For instance, wash often becomes "warsh" and groceries becomes "grorsheries". Sometimes creek even becomes "crick". Eeegad.

As I spoke recently on the phone with experts in the practice of niche marketing, I had forgotten the word "niche" also has more than one pronunciation. I grew up hearing and pronouncing this word with a hardness, i.e. "nitch". , I learned of the other pronunciation, a softer, gentler version, i.e. "neesh" during my phone conversations.

I expected my trusty Webster's dictionary to give me free reign in choosing either, but when I looked it up, there was only one pronunciation -- "nitch". However, wiki (the online encyclopedia) says.....the word "niche" is of French origin and it is pronounced "neesh" - NOT "nitch". But take heart friends, Merriam Webster online says you may say it either way. It's a good thing because "neesh" just won't roll off my midwestern tongue very easily. I guess I need that French knack, oui? And a new dictionary.

If telling jokes or funny stories is not your style, try spending the first three minutes of your presentation tapping into the emotional pipeline of the audience. This is not only the gate to the heart and soul of listeners, but also the key to establishing trust and audience rapport. Consider the following.

Step into their world. Ditch physical barriers by moving from behind the podium or off the stage with your microphone. Try walking into the audience, Oprah-style, to ask your opening question.

Show how 'I'm like you'.How can you meet the needs of the audience if they don't relate to you? Show your listeners how you are alike. For example, if you live in a small town and are addressing an audience of rural professionals, making light of small-town life can warm listeners up to you.

Paint word pictures. You don't have to be an artist to paint vivid pictures in the minds of audience members. Rely on anecdotes or other narrative techniques to explain key concepts. For example, using the analogy of rolling a boulder from point A to point B over a hill can illustrate the concept of timing.