There is a book called “Blue Ocean Strategy” that talks about uncontested market space and making the competition irrelevant. Here is the main concept: if you market in a specific niche or market like the others do in that same market or niche, then you’re doing what’s called Red Ocean marketing. This means that you are all getting bloody trying to compete with each other for a finite market share. Each of you is trying to out-do each other in a market that has a limited number of customers, a limited price point, a limited profit margin, a limited everything! Let me give you an example. Let’s take pizza.

All the pizza places (Domino’s, CiCi’s, Pizza Hut, etc.) are using T.V. commercials, mailed flyers, magazine and newspaper ads, radio ads and more. Everyone is doing the same thing. How low can their prices go before they’re losing money? How many customers can they reasonably get? What can they possibly do that the other companies haven’t already done, but the bottom line is this – it’s still PIZZA!

Pepsi competes with Coke and all the other soft drink companies out there. All they can do is package differently or change the taste. That’s about it. And what can the other soft drink companies do? What can an insurance company offer a potential customer that the other insurance companies are not offering? What can a car manufacturer offer a potential customer that the other manufacturers are not offering? What can a retail store offer potential customers that other retail stores do not offer? You see what I’m getting at here?

Whatever your product or service is, chances are you’re just killing yourself by trying to out-do the other companies in your market. You’re all beating yourselves bloody in the name of competition.

But you ask, “What else can I do?”

Well, let’s look at Cirque du Soleil. There were two major circus giants who were known as the best in the industry. Other smaller circuses tried to compete in the same market and got nowhere. They all tried to use animals, tents, performers doing the same tricks and what happened? The small ones stayed “small potatoes” or went out of business entirely, and the two circus giants, due to the declining economy, had to raise prices, cut back performances and/or quality, down-size, etc. And the more they did this, the fewer customers they had. That becomes a vicious cycle to nowhere.

So, did Cirque du Soleil follow this formula? No! They created a completely different market and a totally different business model, and even did this with their prices doubled and tripled what the normal circus prices used to be. And they dominate that market! They don’t use animals. They use use artists/performers and use story themes in their shows. Wow!

What about Apple? As the electronics market evolves, companies who create new technologies are the ones who prosper. What about green energy? Same thing there.

Blue Ocean Strategy is about creating NEW markets by creating new products, technologies or new services, not competing in the same old, same old.

Even the MLM industry falls victim to the red ocean strategy. It never fails to amaze me that people who want to quit the corporate world and go into business for themselves choose an MLM business that IS COMPETING WITH EVERYONE ELSE in the same industry. Health products. Electricity. Insurance, for crying out loud. Kitchen ware. Why would you do that? How in the world do you think you will become successful?

Now this is interesting – a totally new product/service comes along that NO ONE ELSE is doing, that the entry fee is ridiculously low, that is cutting edge, like Cirque du Soleil, and do people want to get involved? No! They instead join a company that is one of 20 others just like it. And yet they have high expectations of success. They work hard for a short or long period of time, they invest lots of money and effort and time, and then they quit. Or they just marginally get by. Then they go tell everyone they know that MLMs don’t work. Or they jump to a different MLM company that is, again, one of many doing the same product/service. And these are NOT stupid people!

So tell me, if you had an urge to begin your own business and you are drawn to the MLM business model, which, seriously, is the only way to set your own work schedule and salary limit, wouldn’t you want to put the odds in your favor? Wouldn’t you consider a company that had a low entry fee, that was super easy to do, that was growing like crazy and that had NO COMPETITION?

If this makes sense to you, go to www.sendoutnow.com and click on the banner to try it out yourself FOR FREE!!!!!! Or simply email me at steveblu1@gmail.com and ask me to show you how to get started. What have you got to lose? You’re probably just trading your time for money anyway. Why not do it smarter? And if you want to read more stuff about business networking, go to http://wwwnetworkingfun.com.

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What is my problem?

I stayed awake for several hours last nite trying to come up with the "Great Aha!" Man, it was tough, let me tell you! And I could only think of two things that made an impact on me: 1) it would require lots of work (heck, we're working hard already!) and 2) it would mean long periods without my wife Sara nearby (I don't like that! Maybe I'm co-dependent?) Another possibility is that I have too many expectations of others and don't want to be disappointed (like I'm not already!)

So, what is my problem?

What am I afraid of here? Do I not want to lose friends by outgrowing them? Am I afraid of rubbing shoulders with rich and famous people? Would my responsibilities increase somehow? Would people I don't even know be suspicious of me or think poorly of me out of jealousy or their own prejudices? Should I even care? Would I have to dress better? (God, I hope not!)

What is my problem?

I suspect that this blog will be have a sequel, since I haven't come up with any answers yet. I do know that I need to figure this out and soon.

So…until then…uh, whatever.

P.S. You may think that this has nothing to do with business, but you would be wrong. This has to do with EVERY aspect of our lives and perhaps you could be thinking about what's holding YOU back! Just a suggestion.

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–>

What is the most important thing, in my opinion, you can do in sales and marketing?

Follow up!!

I’ll say it again, Follow Up!

Somewhere, somehow, sometime, you will get a lead for your business. It may be through the many different advertisements you put out or through your networking. It may be through a referral from an existing customer. It may be through your email campaigns or your Facebook ads or Google ads. It may be through Twitter or some other social network. It may be through your direct mail campaigns. No matter how you get them, leads have to be followed up on. Or with. So I don’t use perfect English here, so sue me.

Statistics show that most businesses follow up only once or twice. Maybe 3 times. And of course, people being as lazy or busy or distracted as they are, they don’t respond to those follow ups. It has been found that the company willing to follow up 6 or more times usually gets the response and the sale. And that’s the truth! Some may call it legalized stalking. Well, don’t forget you want to follow up, not bird dog, harass, harangue or smother. Nor do you want to lurk, ambush, slink, or skulk. Trench coats are not the uniform of the day. Business is hard work and follow up is one of the methods used to get sales. Follow up can be done in many different ways, just as advertising and marketing can be. One of the best methods besides phone calls is to send a greeting card or two. They can be set up to be sent automatically and someone else will do the printing, stuffing and mailing. You can send one for less than $1.00. If you would like to find out more, go to http://www.sendoutnow.com to try it out for FREE. Follow up is the most boring and frustrating part of the sales process and it’s very difficult not to take the non-responses as personal rejection and become discouraged and of course, give up. But once again, the one who perseveres gets the rewards.

You’ve got to be willing to do what most others won’t, and that’s follow up. Do it wisely. Do it consistently. And do it legally. But you gotta do it!

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We had to put our dog down this morning. His name is Duke and he was a Pembrook Welsh Corgi. He was an older dog that was rescued when he was about 5 years old. He was having many health issues, including seizures. As many of you can identify, we loved him very much! Here he is enjoying the Texas bluebonnets.

And now he's gone.

Life can be short, can't it? You never know what is in store for you, even though you may have other plans. Since we all know people (ourselves included) who end up at the end of their days wondering what went wrong and how come they never got to do the things they dreamed of as kids, or how did the time pass so quickly, or God, I hate this job and I don't know why I'm still doing it, or how did I get stuck with this spouse and these kids, or why am I still driving a damned Volkswagen, or….you get the point.

Are you living your dreams? Most of us are not. Many of us are in the autumn of our years, experiencing health issues and wondering where the time went. Most of us have given up on ever living our dreams! Most of us can't even dream anymore, period! Is that you? I know, you have responsibilities. You have families. You're doing what you do for your kids, right? So they can have the life you don't? Funny thing is, we're teaching them to do the exact same things we did – be responsible, go to school, get a GOOD JOB, get a REAL JOB, not something frivolous like acting, writing, painting, gardening, food, something weird like that. Oh, no, not for our kids! We want them to be lawyers, doctors, engineers. We want them to make the big bucks. We want them to turn out just like us, going for the almighty dollar to live a "comfortable"  life. What a load of crap!

You know, there's still time to do something. Maybe not live all your dreams or even any one of them, but at least you can learn to dream again. You can talk it over with your family about how life is about relationships and pursuing your passions. Make a Bucket List. Have your kids make a Bucket List. Post it on the refrigerator and check off each item when someone experiences it.

"Oh, that is silly," you say. Damn right it is. But that's what makes life the fun it's supposed to be. It's not supposed to be about the mind-numbing, plodding along, trying to make ends meet and criticizing everyone else kind of experience most of us have. What's that phrase? "Life sucks, and then you die." Gee, I wonder what the state of mind was of the guy who coined that phrase. I wonder what his life was like.

I don't want to live like that. I've seen that for most of my life and I want to change it before it's too late. I'm sure Duke didn't want to lay around in his own urine because he couldn't walk. He wanted to chase his tennis ball. He wanted to chase cats and squirrels. He wanted to eat 5 times a day. Scrambled eggs with cheese on them were his favorite. (we only gave him that maybe once a month, Maybe). We mostly fed him healthy foods like raw meat and vegetables. He particularly liked peas. We don't know why. I'm sure even Duke had dreams.

Don't wait 'til it's too late! Don't wait 'til some family member has to put you down! No, life is for living, not for surviving!

Get your Bucket List started today and you'll feel a change in your life! And don't worry about the ridicule you'll get from your spouse and kids. Eventually they will see that you are happier and more relaxed and then they'll be on board. If they don't, you can divorce them and move on (just kidding here). If none of this makes any sense to you, then just keep on keepin' on and criticize me. You won't hurt my feelings. If some of this does resonate with you, then think about making some changes.

Until you do, nothing will change.

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"But…" you complain. "This means I have to speak in front of crowds."

Yes, you do.

"But…" you cry piteously. "I am terrified of speaking! I'd rather die than give a speech in front of a crowd. I might even pee in my pants!"

O.K. I hear you. This isn't for everyone, I'll give you that. But for most of us, that's no excuse. Now, no one's going to just throw you up in front of a crowd. First of all, you probably won't get invited to speak until you make it known that you A) want to and B) are capable. You won't want to until you feel you ARE capable. So how do you become capable?

First, you deliberately decide that you want to do this. As with anything else, you take one step at a time. And the best first step is to buy yourself a microphone and speaker and then set up on the sidewalk in front of your house. (HEY, I'M KIDDING HERE!) The best first step is to join a local Toastmasters club. They will teach you how easy it is in a step-by-step fashion and before you know it, you'll be totally comfortable speaking in front of 5 or 10 people. They will become your friends and supporters. That makes it even easier. Speaking in front of a group is to be regarded as telling stories in front of a group of friends you just haven't met yet. They don't want to see you fail – after all, they may have spent good money to listen to you. They don't want to get ripped off and you REALLY don't want them to feel that way. (By the way, always make sure there is a rear exit from wherever you're speaking. If you can afford a body guard, you might consider that as well.) Seriously, they would feel embarrassed for you, so do not think that the audience is out to be hostile towards you. And, you don't have to be perfect! Do you occasionally stumble when you are telling jokes and stuff to your real friends? Of course you do. We all do. That makes you seem genuine.

Secondly, get up in front of people every chance you get. It's called "stage time." The more stage time you get, the better and more relaxed you become. This is no overnight thing, folks. As I mentioned before, like anything else, it takes time.

Third, have FUN with it! It makes you feel powerful to have the crowd laughing at your quips, sitting on the edge of their seats with your stories, taking furious notes from your valuable information which you are SHARING with them for THEIR benefit. You are actually doing this to help people! That is the key!

Sara and I were in Toastmasters for about 2 years and loved it! Sara continued to become a Distinguished Toastmaster, which is the highest achievement you can get in the organization. I chose not to go that far, but I know how to give a good speech and I'm fairly comfortable doing so. Now, I can tell you stories about the times I've screwed up in front of a crowd here, but frankly, I don't have the time.

So…if you want to turbo charge your business networking, and possibly get a little cash on the side, you should consider public speaking related to your industry. And let me know when you do – I'd love to come listen to you and I don't heckle!

To your business success!

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Sound familiar? Who wrote this, do you suppose? It was Cicero in 55 B.C. Holy crap! 55 B.C.! See any parallels with our society and government? So if nothing changes after 2064 years, why are you worrying about the economy? About crime? About who's in office or who's going to be in office? Who cares about who's going to be voted off the island or lose the most weight? What difference does it make who is America's next top model or who wins the dance contest? Start paying attention to the choices you make in your own life. Begin to take action on the things you actually have control over instead of fussing about things that are out of your control.

Want to know what else hasn't changed? Business practices. With the global population increases, most companies still think that advertising is the key. It's not. Advertising may get them in the door, but what keeps them coming back is relationships. Statistics have shown that 60% or more of sales comes from REPEAT BUSINESS. And there is no repeat business if there is no relationship of some kind. Good relationships make the world go 'round. Bad relationships make the world go 'round. That's what life is all about. So how do you begin a relationship? How do you grow a relationship? There is a key word here. It's called "personal." You have to get personal with people and show you care about them. If you don't like people, then this isn't going to be easy for you. Who said, "No man is an island"? I thought it was Hemingway but it turns out it was a guy named John Donne in 1624. Wow, even way back then people knew it was about relationships! 

"All mankind is of one author, and is one volume; when one man dies, one chapter is not torn out of the book, but translated into a better language; and every chapter must be so translated…As therefore the bell that rings to a sermon, calls not upon the preacher only, but upon the congregation to come: so this bell calls us all: but how much more me, who am brought so near the door by this sickness….No man is an island, entire of itself…any man's death diminishes me, because I am involved in mankind; and therefore never send to know for whom the bell tolls; it tolls for thee." – John Donne

You may notice that there is no new thought here. All this stuff has historical precedence and all we have to do is learn/research it. But I'm saving you the trouble. Just pay attention to our blogs and you will learn all you need to know about relationship marketing and growing your business in a way that will keep it thriving.

To your business success!

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This past weekend we headed up to Austin from Houston. Along the way we encountered vistas of the famed Texas Bluebonnets. The views were indeed awesome! We also had to avoid a plethora of parked cars along the highway shoulder. It seems that many, many (did I mention "many") people who, seeing these fields, hillocks and pastures of bluebonnets felt compelled to stop and pose with each other and their families and their dogs/cats for pictures. They were standing or sitting or lying down in the flowers. They were pointing and waving and smiling. Some were sneezing and coughing and their eyes were watering and itching because of the allergies, but hey, who cares? These are BLUEBONNETS for crying out loud, and you don't get to see them but once a year! What an attraction these wildflowers have over us! If only we could monetize this somehow!

So that brings up the question, "What Do You Attract?" Or better yet, what is it about your business that attracts customers to you? Is your product or service what attracts people to do business with you? Is it your wonderful compelling marketing approach? Is it that you have pictures of bluebonnets on your web site?

Let's look at this for a minute. What makes the bluebonnets attractive? Well, they involve scarcity because they only bloom once a year. They are different from other flowers because they are …uh…blue. And look like bonnets. And they exist almost extensively only in the wild. And they are mostly unique to Texas. Does your business have characteristics similar to these? Are you providing a product or service that is unique and that people are looking for? Is your marketing different from the everyday corporate stuff you see other businesses use – for example, do you foster relationships with your customers instead of treating them as just faceless people? Do you promote once-a-year events or pricing? Do you give VALUE? What do you do to make your business stand out? What will make people pull over and park on the side of the road to check out what you've got?

How can you make your business ATTRACTIVE and not just the same old same old? Step back a bit and take a good look at your business and your business goals from an outside perspective. Start thinking outside the box. Brainstorm with other people for ideas. Take surveys. In short, if you were the guy or girl on the street, what would compel you to do business with you? What would make ME want to see what you're offering and make me want to buy it?

These are questions you should be constantly asking yourself. Everybody and their brother is trying to sell something. We're inundated with all the advertising every day in every way. If you don't want to get lost in the crowd, you need to come up with ideas to make potential customers see you and hear you and more importantly, WANT WHAT YOU'VE GOT!

As for me, I'm taking an antihistamine for my runny nose. Thank God the bluebonnets only come out once a year!

To your business success!

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Here's the little guy being eaten by the dinosaur. Will his friends and family remember him? Well, that depends on what he did in his short life. Did he only hunt and eat (and hide)? Did he try to collect trophies from all his kills? Maybe the furs to show off to his buddies? Did he have a REALLY NICE upper class cave decked out in the latest stone furnishings and with a water view? Did he have a leadership position in his community? (I'm guessing he didn't, otherwise he would have delegated someone else to get eaten.)

Or was he the kind of guy who helped others? Did he try to solve problems of others? Help build things for his friends? Did he carve thank-you tablets to people he knew going through tough times? Did he deliver wild flowers to people who needed cheering up? Did he share his food when the hunting was good? Was he a family man? Did he only club his wife and drag her into the cave once a month or did he do that more frequently? Did he ever help her with cleaning the cave?

What am I trying to say here? Well, even though this guy is a gonner, either he's just a footnote in the history of the tribe or he's going to be remembered in stories told around the campfire and maybe even have a monument erected in his honor. His kids (if they didn't get eaten, too) will learn from all that he took the time to teach them and pass on his legacy to others. His wife will remember him fondly while she's being clubbed by her next mate.

What has this all got to do with you? I'm glad you asked me! Times haven't really changed all that much, you see. We are not so much remembered for our accumulations as we are for what humanitarians we are, or should I say, "were." While the people in your legal will may appreciate the stuff, eventually the stuff will get used up, spent or maybe sold. But your LEGACY, that's a different story. This is what lasts through the ages. This is what people, perhaps even those who never knew you personally, will remember and tell others. And that's really what life is all about isn't it?

He who dies with the best legacy wins!

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