Attitude bounce can help comeback from recession

The Great Recession isn't letting go: Too many customers, and prospects, still want to wait before they spend money. Credit remains tight on a good day. And the innate enthusiasm that drives so many successful entrepreneurs too often is slipping into funk.

That means, says Charlie Bishop, "It's time to turn your head around." Or, according to Russ Riendeau, it's time to make some changes that will (1) allow your business to remain competitive and (2) create some immediate accountability - especially, although not solely, in your sales team.

Actually, you may want to blend the two approaches. Bishop, president of Northbrook-based Chicago Change Partners Inc., is a psychologist who helps companies navigate change. He's into attitudes and what you're thinking. Riendeau is senior partner at East Wing Group, Inc., a Barrington search firm coming off an exceptionally strong first quarter. He also is a savvy sales consultant.

Many small businesses are making their way nicely along the recovery path. But the National Federation of Independent Business reported last week that its Index of Small Business Optimism "was very low and headed in the wrong direction." And Riendeau notes "We're still operating in a fear-based economy. Many businesses are not sure what to do."

This week and next, therefore, Bishop and Riendeau will share their thoughts on what to do. Their ideas may or may not exactly fit your business' needs; but, in today's economy, every idea might help.

Bishop first. He takes a what's-in-your-head approach.

"Sometimes we're so internally focused that we forget the differences we've made with our products and services," Bishop says. "Go talk to your customers. Tell them you know they've used your services well, then invite them to 'Have lunch with us and tell us your experiences' with our products.

"You'll discover a lot of good about your business that you should bring inside," Bishop says.

That may be pretty touchy-feely, but Bishop's approach makes sense. "As you built your organization, a lot of layers got between you and your customers, and now you're four levels removed," he says. The idea is to get back in touch with your marketplace.

More accurately, Bishop's idea is to work on attitude. "Get rid of the negativity," he says. "Take a 3x5 card and write down the things that are really good about your business. Carry that card with you and read it three or four times a day."

In a flip-side context, Bishop suggests "shutting off certain things in your life. There's a lot of noise, a lot of malaise and stress."

If you can give your attitude a bounce, you'll be more ready to implement some of the changes Riendeau says can bring immediate results. That's next week's column.

Questions, comments to Jim Kendall, JKendall@121MarketingResources.com. © 2010 121 Marketing Resources, Inc.