Women’s Independent Press

By Rieva Lesonsky
www.pittsburgh.score.org

At the end of the year, most people are in dual modes of looking back at how their business did over the past year and looking forward to what can be improved in the New Year. It’s probably time to blow the dust off your old business plan and see what’s missing. Most likely, there’s room for significant improvement. Here are three ideas to craft a fresh and effective business plan for 2012.

1. Make a plan for social media. If you haven’t fully dived into the social media pool, you not only risk missing out on a crucial marketing tool, you also risk appearing behind-the-times to your customers, to your lenders and to the media who can bring you publicity. Being hip to social networking shows you want to communicate with your customers whenever and wherever. If you’re not an expert in the field, then find someone who is. Take a SCORE webinar on social media or find a workshop in your area. You can find local and online events at SCORE.org.

2. Make a Plan B. Especially in today’s uncertain economy, it’s important to have some backup plans and some flexibility in your target market, your product/service focus or both. Describe possible situations that might occur and how you’ll respond. Make a plan: If the market goes one way, you’ll go this way. If your service becomes obsolete, here’s how you’ll make it current.

3. Include your keen understanding of your market: What sets you apart from other businesses in your industry? Here’s the place to brag about who you are and why you are an important player in the industry. Whether you’re preparing this business plan to attract new vendors or you’re trying to get financing, it’s important to list all your advantages over your competition. You must take pride in yourself and know more about your product or service than your competitor—and if you don’t, you’d better learn. Attend trade shows, communicate with peers and keep an eye on the market by talking with experts. Make an appointment with someone in your field at SCORE, and you may learn a thing or two.

Rieva Lesonsky is CEO of GrowBiz Media, a media company that helps entrepreneurs start and grow their businesses. Follow Rieva at Twitter.com/Rieva and visit her blog at www.SmallBizDaily.com. Visit her website www.SmallBizTrendCast.com to get the scoop on business trends and sign up for Rieva’s free TrendCast reports.

by Julie Ann Sullivan
www.julieannsullivan.com

Listening is an aspect of your life that you do instinctively. You have been listening since you were born,
so this ability has become second nature. In some respects that is good, because without thinking you
are aware of your surroundings. However, familiarity creates unconscious behavior. You might have
forgotten that there is an art to listening. To be a good listener, you must be aware of what you are
doing at a conscious level. For some of us, it can be quite a challenge. You may have become so
comfortable with what you are currently doing, that you are unaware that there is room for
improvement. The better you listen, the more effectively you can respond. This enhanced exchange
creates better communication. Better communication leads to improved relationships. Improved
relationships create a better world to live in.

Here are some areas to focus on to become a better listener.

Make sure you are giving your full attention to someone who is speaking to you. Be aware of what
thought processes are going on in your head. Stop yourself from judging what is being said because of
some personal characteristics of the speaker. Don’t get preoccupied with who is speaking; rather
concentrate on what is being said.

Provide feedback when asked. It is encouraging to a speaker to acknowledge that you are listening by
nods or asking clarifying questions. However, don’t fall into the trap of giving your advice unless
someone actually asks for it. Some people just need to vent. If you are unsure of what is being asked of
you, then present the question, “How can I help?”

Keep an open mind while listening to others. You might think you know the point someone is trying to
make, but a good listener does not jump to conclusions. When you allow the speaker to finish their
thoughts first, you have a more definitive idea of the information they are sharing. Who knows, you
might learn something new.

Don’t create distractions. The world is distracting enough. Multi-tasking may be advantageous to
complete a project, but it is not representative of a good listener. You are not truly listening if you are
texting, interrupting or looking for someone you know in a crowded room. If a conversation is going to
be substantial, find a place where interruptions will be unlikely.

One of the most important aspects of listening is taking responsibility for being the receiver of
information. When you are not clear on what is being said, or the intent of the speaker, it is your
responsibility to clarify by asking questions. Every question is worthwhile if it allows a valuable
communication to be shared.

Concentrate on trying each of these tips for a day. Learn what type of listener you are and where you
can improve.

Attention media. This article is available for reprint as long as you include the following information:

Julie Ann Sullivan has been engaging people with her workshops and presentations for more than 30 years. She speaks to
educators, students and professional organizations about life’s journeys. She is the author of Life Lessons and Pocketful of
Inspiration. Julie Ann lives in Pittsburgh PA with her son Sean and her poodle Lucky. Learn more about Julie Ann by visiting
www.LearningNeverEnds.com