The Truth About Body Language - Giving Business Development A Hand

While it may seem like a simple gesture, it’s amazing how much a handshake conveys to us. Those few seconds can potentially empower - or deflate - a new relationship.

Through the ages, the handshake has been a means of introduction, a symbol of agreement and a bond of trust. As a result, a good handshake has become both a minimum requirement and a powerful differentiator for politicians, diplomats … and business developers.

Admit it; we all have shaken hands with Mr. Death Grip or Ms. Limp Fish. Both made quite an impression – and likely not a positive one. So to avoid those scenarios and make a positive first impression, here are a few handshake tips: (1) Relax, it's just a handshake. Getting stressed out can make your hands clammy; (2) Use a firm grip, without squeezing too hard; (2) Make direct eye contact; (3) Smile and radiate confidence and enthusiasm; (4) Release.

As with all social encounters, sometimes 'handshake moments' just don't go as planned. If things go awry, don't stress about it. Just laugh, reload, and try again. Lightening up an uncomfortable situation can actually enhance your image of self-confidence and put the other person more at ease.

Sample Business Funding Request Package

Providing lenders with a sound, well-constructed funding request letter is a critical step in the business funding process. Your funding request package should contain a letter of inquiry, a proposal cover letter and the actual proposal. See the following examples of key components in a funding request package:

Letter of Inquiry

Busy executives do not always have the time to read your full proposal. To increase your chances that your proposal is read in a timely manner, write a strong letter of inquiry to peak the reader’s interest.

Sample Letter of Inquiry

Proposal Cover Letter

The proposal cover letter will further demonstrate why your company’s venture is of value to the lender. Leave the extensive details for the proposal. Use the letter as a brief outline of what the lender can expect in the proposal, as well as a very brief overview of your company and vision.

Sample Cover Letter

Proposal

In the initial stages of the proposal review, it is likely that executives will “browse” through your proposal. Since you do not have control over what is viewed first, it is critical to make sure all aspects of your proposal are equal in strength and effectiveness. Include the following information in your proposal:

• Company overview (history, products, services, clients served, niche market, competition, brand)
• Company need 
• Business strategy—introduce how funding will help this strategy 
• Solution (funding in more detail) 
• Funding initiative objectives 
• Strategic outline/schedule of implementation 
• Allocation of funds 
• Business funding history (if applicable) 
• Letter(s) of recommendation

Recognizing the Signs of Data Quality Depression

Data quality depression has been described as an emotional state characterized by feelings of sadness, despair, and discouragement – often accompanied by a strong desire to bang your head against the wall… repeatedly. For your mental health, early detection of data quality depression is key and requires that you be aware of the signs or symptoms which may include:

• Difficulty focusing or concentrating on the same mundane and repetitive data quality tasks for 10 hours a day 
• A sense of impending doom each day when turning on the computer and seeing the exponential explosion of data quality issues 
• Feelings of worthlessness caused by ineffective attempts to beg, bribe or otherwise coerce users to comply with firm data quality standards 
• Intense frustration with professionals who use their BlackBerrys to enter hundreds of new contacts with only first names and mobile phone numbers or e-mail addresses 
• Dizziness caused by running in circles trying to get correct contact information from assistants 
• Energy loss caused by jumping through hoops to try to get the firm’s leaders to commit the necessary resources 
• A major pain in the posterior region caused by dealing with data quality 

Symptoms may be mild at first and may initially improve after consuming large quantities of chocolate or alcohol. However, as the condition worsens, the only hope is to seek a more effective - and permanent - remedy…

Body Language and Business Development - Smile All the Way to the Bank

We've heard that smiling is contagious. Well, we now know that it’s not only true – it’s also good for business. A smile not only creates an upbeat and positive environment and conveys to the potential Client your interest, enthusiasm, and empathy. It also makes you more trustworthy and likeable. Remember from a previous post, people often hire people they like and trust.

Not only that, using your ‘pearly whites’ could even have a positive effect on your cash flow. A study has showed that consumers were willing to pay two to three times more after seeing a smile. OK, as a disclaimer, some skeptics may say that since the study involved drinking an ‘unidentified beverage’ that the ‘mystery drink’ could have actually led to paying more – and maybe even smiling more. But since the drink was lemon-lime Kool-Aid, my money is on the smile. But I digress. What’s important is the smile and the positive impression it conveys.

Anyway, here are a few tips to help to convey the most positive impression. First establish your presence in the room. Then make eye contact and smile genuinely, since people can tell a ‘fake’ smile from a mile away – and frankly, if you are not in the mood to smile, then you probably shouldn’t be attempting to develop business in the first place. But from now on, if you find yourself having trouble smiling, just think how much more money you could be making and see if that helps.

Perpetrators and Victims

In the mysterious world of the interpersonal environment, so full of subtle cues, instinct and non-verbal communication, there are positions of power and positions of vulnerability. Dominance and submission, the Call of the Wild- are you the Doer or the Done To? We see it on the playground at pre-school. There are those kids who cannot do anything but lead the play, and those who either follow, or disengage. If you put two leaders together in the same group, each vying for standing in that group, a struggle will ensue.

We never really leave the playground as we move into adult life, we only become more skilled at masking the rise and fall of instinct and its imperious demands. We also become increasingly attuned to the power of the Victim and the weakness of the Perpetrator.

In my work as a coach and psychotherapist, I have worked in conflict resolution for over 30 years. I have come to recognize that buried within nearly any conflict, business or personal, there is the sense by one side that it has been victimized by the other. And quite often, the side said to perpetrate claims itself as a victim by the other. In other words, they are competing with one another for the victim position. To further blur the picture, there are overt perpetrators who see themselves as victims, and overt victims who are nothing more than habitual perpetrators.

Why would the two sides of a conflict compete for the victim position? Obviously, because it is the more defensible and therefore more powerful position. It is easier to prove that something did happen than it is to prove that you did not do something.

There is also a perceived moral high ground that goes with having been victimized that plays on the human tendency to root for the underdog. If I can claim that you have injured me effectively, then I can force you into a defensive position in which you must show you didn't do something. And if I react with force against this claim, I have only proved your point.

By the way, how long has it been since you stopped beating your wife?

When working with the two sides of a conflict, one of my first steps is to establish this motto as a working rule for both sides during the course of conflict resolution: "In all of the following dialog, I promise to neither be your victim, nor your perpetrator, no matter how strongly it may appear that I am one or the other."

With this statement, one that each side must be reminded about over and over again, I might add (remember, we never really get too far away from the playground), we have neutralized the power of the victim position and have forced the dialog onto the new ground of personal responsibility, rather than having the interchange devolve, as most do, into a conversation about who did what to whom, or, as they call it in Texas, a 'pissing contest'.

Composing a Funding Request

Composing an effective funding request is a critical aspect of the process of obtaining funding for your business. Regardless of the level of perceived success you have of your business, top-level clients you have or wish to cater to, or how many innovative products or services your business will offer, potential business partners, lending institutions or other financial providers will not be aware of these factors unless you effectively convey this information in your proposal.

Your goal is to make whoever reads your proposal understand that your business is different from the millions of other start-up businesses or business expansion projects out there. This can be achieved by providing pertinent information in regards to the following:

• Strength of Management—Showing the level of expertise of the owner(s) and managers can help put the lender’s mind at ease, and increase your chances of getting funding for your business; which is especially imperative for start-up businesses.
• Strength of Brand—Showing proof of an established, strong company brand is critical in this process. A company Web site with traceable traffic generation information, evidence of discussion of your products or services and company on online forums, or other proof of market awareness of your brand can strengthen the lender’s confidence that your company will flourish. In some cases, company brands can be used as collateral, if deemed strong enough.
• Business Strategy—Development and showcasing of a sound business strategy will show your potential lenders that you business has direction and sustainability. The only way lenders can picture where your business will be in the next 5, 10 or 20 years is if you show them.
• Target Market—You must effectively convey the fact that you know whom your target market is for your business’ products and/or services. Your business can offer the most revolutionary products or services, but targeting these products and services to the wrong niche market will lead to the inevitable demise of your business. Conduct thorough research to determine the demographic information for your target audience. Potential lenders will trust that this will be a common practice for your business in the future, which will enable you to keep up with changing markets—leading to the longevity of your business.
• Competition—Just as in the case of understanding your target market, if you show your potential lender that you understand who your competition is, the lender will believe that you will consistently conduct research to keep up with industry trends, and offer cutting-edge products and services to contend with top competitors.
• Big Name Clients—Having well-known clients in your repertoire simply means that it will be easy for your company to continue to consistently attract more companies of similar stature.
• Innovation—Supplying the same products and services to crowded markets is the best way to have a business that never quite gets off the ground. Develop innovative products or services that will ensure new clients (and lenders) will come flocking to your business.
• Intellectual Property—Along with innovation, showing actual ownership of a product design or service idea will further demonstrate that your company will be bringing something new to your particular industry or market, which increases the long-term stability of your company.
• Recommendations—If other financial institutions and businesses trust your business, lenders will be more apt to trust your business as well. Slipping in a few solid recommendations could be the difference between an approved application and a denied application.

J. Mariah Brown is the owner of Writings by Design, LLC., a comprehensive business writing service company. To learn how Writings by Design can help your company receive funding with an effective funding request, visit www.writingsbydesign.com, email inquiry@writingsbydesign.com or call us at 866-937-2361.

Dealing with Data Quality Depression

Nothing can be more frustrating than dealing with CRM data quality. But when it comes to CRM success, there are few things that are more important. While data quality tasks can seem monotonous and mundane, left ‘untreated’, a CRM database can rapidly deteriorate into a disaster, causing end users to doubt and distrust the data and refuse to use the system - and causing you to pull your hair out. 

The First Step 
The first step is admitting you have a problem – or lots of them. Your end users are out of control. The number of duplicate records is multiplying exponentially. You can't actually contact your contacts because the majority of them have missing or incomplete information. Your data standards are nonstandard – or nonexistent. The incomplete entries from BlackBerrys are getting worse each day. You're even starting to become paranoid that the IT department may be part of the conspiracy. (I promise, they are not out to get you). Then suddenly you realize that you have no idea how to deal with international addresses or phone numbers – and you feel you have nowhere to turn.

Left untreated, disastrous data quality issues like these can really… well… drive you crazy. Fortunately for you, there is a cure…