Forget the Economy... Your Thoughts Really Create Your Business Reality

By Debbie Bermont

Throughout history people have built wildly successful businesses around the world starting with no money and no formal business education. If you were to study these people you would find they have one very important thing in common. They believed in their own success and ability to attract money into their life.

My grandfather was an example of an entrepreneur who overcame great financial hardship to achieve wealth in his lifetime. He had immigrated to the United States when he was eight years old from Russia in 1913 with his family. By the time he was eleven he left school to start his own business so he could help support his poor family. He never returned to a formal education and spent the rest of his life building a multi-million dollar empire of several businesses starting with no money. He built extremely successful businesses during World War One, World War Two, during times of economic growth, and during economic depression.

Although he started out with empty pockets, in his mind he considered himself to be rich. Despite being a poor Russian immigrant and having only a fifth grade education, my grandfather practiced how to be rich from the time he was very young. He focused on what he was going to get, not what he didn’t have.

My grandfather focused on an internal state of prosperity consciousness. He didn’t pay attention to what the economy was doing. He was always looking for opportunities. And he found them...everywhere! He never focused on lack. He focused on prosperity.

If you focus your thoughts on lack in any area of your business you will have a problem before you ever begin to spend a dime on marketing. Your thoughts about money have a direct affect on the growth of your business. That is why the first step to achieving business success is to create an internal focus of prosperity consciousness before you externally focus on how to develop new business.

Your thoughts are governed by the universal law of energy – what you focus on becomes your reality. In other words, your thoughts about the success of your business are a form of energy. As soon as these thoughts turn into a feeling you will have some sort of physical experience in your body, which either constricts or expands the energy flow to your business. You can either focus on expansion in your business, which is “prosperity consciousness” or constriction in your business, which is “lack consciousness.”

Successful people approach their business with an internal prosperity consciousness, which opens up the energy flow to their business. When you internally focus on prosperity consciousness your thoughts are concentrated on what you have now and what you can get including more customers, more referral sources, more sales, new products, and new markets. When you internally focus on lack consciousness your thoughts are always focused on what you don’t have, which constricts the energy flow to your business. And you end up with more of what you didn’t want – a lack of business.

Let’s first explore what happens to the energy flow to your business when you have thoughts of lack. Here are examples of thoughts, which illustrate lack consciousness:

1. I don’t have enough money to pay my business bills or payroll.
   
2. My business sales are not increasing fast enough.
   
3. I don’t have enough customers.
   
4. My competitors are stealing my market share.
   
5. I’m worried that my business will go bankrupt.
   
6. I need a larger budget to market my business.
   
7. I don’t have the business skills to make my business successful.
   
8. I’m afraid my business sales will decline if the economy takes a downturn.
   
9. I will never be successful in growing my business.
   
10. There is not enough business for me and my competitors.
    

Every time you have a thought about an area of lack in your business it is accompanied by a feeling. The feeling can be fear, stress, struggle, or anxiety. These are typically the emotions most people experience when they are worried about their financial situation. These emotions constrict your energy and prevent you from attracting into your life the very things you desire and don’t have right now.

Even if the economy was flourishing you would still experience lackluster sales if you constrict the energy flow to your business with thoughts of lack regarding any area of your business. This is why it’s essential to open up the energy flow to your business by developing an internal prosperity consciousness. When the flow of energy is open you are ready to receive the explosive sales you want.

Here are examples of thoughts, which illustrate prosperity consciousness:

1. I have enough money in my life right now and it keeps increasing.
   
2. There is plenty of business for my company and my competition.
   
3. I know that I can easily reach my sales goals.
   
4. I am confident that my sales will increase 50% this year.
   
5. My business has incredible growth potential.
   
6. Every time I need help with an area in my business the solution shows up.
   
7. I surround myself with people who support the growth of my company.
   
8. My bills are always paid on time.
   
9. My company’s profitability keeps increasing.
   
10. My referral sources and existing customers are happy to refer more business to my company.
    

When you read the above statements you’ll notice that they acknowledge the prosperity that is now present in the form of sales, customers, or opportunities and also for the prosperity that is coming in the future.

Let’s take a look at the energy flow to your business from a different perspective. The balance in your bank account and the bills you owe are a finite number right now. Even if your expenses increased they would still represent a finite number.

Imagine taking all the bills you owe right now and placing them in a box on a table and then sealing the box shut. That box is a confined space, but around the box is an unlimited supply of air. This box represents a very small space in a world full of opportunities. The space around the box represents the unlimited opportunities available to you where the energy flows freely.

You choose where your energy will go. When you focus on what you don’t have...you will always be faced with constriction and shoving yourself in that little box. There is no space to get out and expand.

On the other hand when you focus on what could be possible represented by the air around the box, your mind starts looking for ways to expand your business, to find solutions, to make connections. That’s when miracles happen such as your sales start increasing rapidly, you create a new product or service or an important business partnership comes your way. Prosperity will always flow in your direction if you allow it.

The principles of energy flow expansion and constriction are the same for every human being on this planet. It has nothing to do with your social or economic status, or your race or religion, or your education level. As long as you are a thinking human being that has choice you can decide where you want your focus to be. You can focus on the limited, finite space of lack and struggle, or you can choose the infinite space of unlimited opportunities and increasing wealth.

The next time you pick up the paper and read an article about a declining economy or lackluster sales, remind yourself that if you choose to focus on a world of limitations and lack you too will experience the same results in your company. Or, you can follow the example of my grandfather and choose to focus on what is possible and you’ll open up the energy flow for an unlimited amount of business to come your way.

Debbie Bermont is president of Source Communications, a marketing consulting firm. Debbie is a leading expert on helping businesses reduce their marketing costs and accelerating their sales growth. For more information go to www.outrageousbusinessgrowth.com or call (619) 291-6951. Published in Networking Today, March 2005.

Reduce Your Business Risk with the Power of Connection

By Debbie Bermont

If you want big sales results, then you have to play big. Most often there is a direct correlation between the amount of risk you take in business and the amount of the financial reward you receive. In other words, the bigger the risk, the bigger the potential gain – and also the bigger the potential loss.

What are you willing to risk in order to get bigger returns? Some people are concerned about playing big because they think about what they could lose instead of what they could gain. If you want explosive sales growth in your business you have to be willing to take more business risks than someone who wants slow or moderate growth in his business.

What if you could play big without tremendous risk? Would you be willing to take more chances? Risk really is another way of referring to your comfort level. What might seem risky and uncomfortable to you might not seem risky or uncomfortable to someone else. It’s all a matter of perspective. There is a way you can increase your comfort zone so that thinking and playing big becomes easy.

First you must define what “big” means to you? What number do you want to attach to the sales growth you expect in the next twelve months? Take a moment to think about what number would represent explosive sales growth for you in the next twelve months even if that number seems so large that you feel uncomfortable even thinking about it. This number should make you feel uncomfortable or it’s not big enough. Here’s the secret – in order to be successful you must be uncomfortable on a consistent basis!

Your current comfort zone is represented by your current level of sales. Whatever you did in your business previous to this very moment got you to the level of sales you have right now in your business. If you were to do exactly what you have done in the past to get to your current level of sales, then you can almost guarantee that given your existing knowledge and resources you will get the same level of growth or lack of growth in the future. In addition, your business will be adversely affected if the economy has any type of downward trend. If you prefer to stay in your existing comfort zone then you have no reason to move forward. If you want to experience explosive sales in the near future then you have to be willing to be uncomfortable. You must expand your comfort zone on a consistent basis. And while you are doing that you will feel uncomfortable.

Think back to the earliest stage of your career when you had no business experience at all. Regardless of whether you started in marketing, sales, administration, or operations you had to start from the bottom and learn a set of skills for your job. Just like you didn’t come out of your mother’s womb able to run a mile. You had to learn to roll, then crawl, then stand, then walk, and then run. Wherever you started in your business career was an uncomfortable place. The only way you could succeed was to take steps forward to learn what you needed to know. Once you mastered a skill you could achieve higher results and you had expanded your comfort zone.

If you stay in your comfort zone for any extended period of time your business will stagnate and eventually diminish. Being uncomfortable doesn’t mean being overwhelmed or distressed. These two feelings can cause inactivity or struggle. Successful people still have fears that could prevent them from moving forward. The difference is that they don’t let the fears stop themselves from moving forward!

Here’s the solution to help you move forward with confidence. Instead of focusing on the end result (your sales goal), you only have to focus on the next step you need to take to get one step closer to achieving your goal. All you ever need to know from moment to moment and day to day is what you need to be able to take the next step forward. As soon as you advance forward your comfort zone will now have expanded and you are closer to reaching your goal.

Once you have identified what your next step is, then you can find the resource that will give you the answer or information or training you need to help you advance your business. This is called the power of connection.

You have always been using the power of connection; you just didn’t know it. In the past, every time you needed to know how to do something to move forward you found the help you needed. It might have been through a training program, from learning on the job, from a book, from a seminar or from talking to someone else. The connection could have been from something or someone. You always received an answer to help you move forward. Every past experience you had, and every connection you made with someone in the past, has contributed to where you are now.

Now you might be thinking that it took you a long time to move forward or that some of the connections you made set you backwards instead of forwards. It doesn’t matter. Good or bad, where you are today is your current comfort zone. The time it took you to get to where you are today is irrelevant to how long it will take you to reach your projected sales number.

Perhaps in the past you never consciously thought that the answers to get you to where you need to go are so easily in your grasp. You’ll find the solution in the same way you did in the past or through other avenues. It might be through a competitor, through a consultant, through a friend, through a business associate, through a customer, through the Internet, through a book, or through a mentor. The list of resources available to you is unlimited.

You only need to know what the immediate next step is you need to take to get you closer to your goal. The how is out there. Somewhere in the world there is someone who has already blazed the trail you are currently on. They have taken the risk of being uncomfortable and learned from their experience and they will be willing to share the lessons learned with you so you too can move forward without making the mistakes they made. You have unlimited help to get you to your next step. You have access to billions of people on the planet at the touch of your fingertips through phone, fax, and email. Your learning curve can be quicker and easier than ever before. You can use the power of connection 24/7.

Now you can think big, play big, and most important – achieve big sales result. As long as you have access to the power of connection, you can always move forward quickly and easily!

Debbie Bermont is president of Source Communications, a marketing consulting firm. Debbie is a leading expert on helping businesses reduce their marketing costs and accelerating their sales growth. For more information go to www.outrageousbusinessgrowth.com or call (619) 291-6951.

Published in Networking Today, February 2005.

Seven Reasons to Say "NO" to New Business

By Debbie Bermont

If your company is dependent on larger sales from fewer customers, then you could put yourself at financial risk by taking on the wrong customer.

One of the most common mistakes business owners make is to accept money from anyone who is willing to pay for their product or service – even if the customer is not the ideal fit for their business. Whether you’re a startup or a large corporation, taking on a new customer who doesn’t match your ideal customer profile can be a big mistake.

Here are seven situations that indicate you should say no to new business. If you don’t heed this advice on when you should turn down new business you will be in serious danger of having a database of customers that can take your business into bankruptcy.

#1: Your gut instinct says no.

This reason is at the top of the list. Your gut instinct or intuition is the most powerful weapon you own that is always correct…even if it isn’t always a logical thought. You should never ignore a nagging feeling something isn’t right. When you hear that little voice inside telling you to turn away the new business you should follow it or you could regret your decision later.

Here’s a common scenario that raises the gut instinct red flag. You’re sitting in a new business meeting and everything on the surface seems to be going well but you can’t ignore a sinking feeling in the pit of your stomach. You can’t put your finger on it but you know something just isn’t right and you feel you’re not seeing the whole truth. Then your head gets in the way. Your rational voice talks you out of those feelings and instead you dismiss your instincts as ridiculous so you take on the new customer. Ultimately that customer doesn’t pay their bills or makes unreasonable demands, which take away any profits you could make on the deal. You then realize you should have listened to your original gut instinct.

Sometimes there doesn’t have to be a logical explanation why you don’t trust the situation. Just remember that if you get that inner message don’t let financial greed talk you out of your first impression. Whether you’re a business owner, a sales professional, or a corporate executive your gut instinct is the best resource you have. Listen to it at all times.

#2: The customer does not appreciate the value of what you offer.

While some people make decisions based upon price, the most profitable business for your company will be from customers who appreciate the value of what you offer. Value could include your expertise, credibility, service, knowledge, reliability, and guarantee.

Anybody who selects your company based on price alone views you as a commodity, not a valued service. A disloyal customer who is more concerned with price rather than value will switch very readily to any competitor who will undercut your price. Your chances are greatly diminished for repeat business from a customer who doesn’t appreciate the value of your products or services.

#3: The customer expects you to invest time and resources into pursuing their business without any financial commitment on their end.

Anyone who is just shopping around and is looking for free advice is not going to be a good customer. You should determine how much time and energy you are willing to spend for free before you ask the prospect to make a commitment.

Giving away products or services for free before the prospect makes any financial commitment diminishes the value of your company. It also raises the level of what they expect you to deliver beyond what you would normally offer for a specific price because they have already received something from you for free.

#4: The customer does not treat you in a courteous or professional manner.

Profitable business is based on strong relationships between you and your customer. This doesn’t mean your customer has to be your best friend, but in essence your best customers will be those who respect and value your professionalism. Anybody who constantly questions your recommendations, nit-picks at your pricing, or questions your credibility or judgment is not interested in developing a long term relationship with your business. There is no opportunity for trust here. Your business is being viewed as a commodity and the customer is clearly showing he does not value your business or want to establish a long-term relationship.

#5: The customer asks for products or services you don’t provide.

There are times when someone will approach your business for products and services you already provide and will also request additional products or services you don’t already provide. They value your relationship and ask you if you would be willing to venture out into new opportunities. If this new opportunity is a stretch on your capital resources or your existing operational structure, or it is not congruent with the mission of your company, it is best to decline this business.

Before you instantly accept a new challenge and opportunity make sure it will not stretch your resources and develop into more headaches than successes for your company.

#6: The customer’s requests are too large for your operation.

If a company approaches you to provide something that stretches beyond your current capabilities to produce, consider the cost to expand your operations versus the profit potential. Take into account any new capital expenditures, additional employees, training expenses, material costs, and the opportunity costs of other business lost while you are meeting the needs of this new customer.

Controlled growth for your company is more manageable and typically more profitable than a large increase in business within a short time frame if you are not currently set up to manage that quick growth.

#7: The customer does not share the same values as you.

The right customer for you is someone who shares your values. It will be very apparent by the manner in which the customer treats you if you share common values.

Don’t lose sight of your company’s mission and values even if it means turning down potential business. When you compromise your values to pick up new business it will not result in profitable business for your company in the long run.

Debbie Bermont is president of Source Communications, a marketing consulting firm. Debbie is a leading expert on helping businesses reduce their marketing costs and accelerating their sales growth. For more information go to www.outrageousbusinessgrowth.com or call (619) 291-6951.

Published in Networking Today, September 2004.