Are you afraid to step out of your comfort zone?

You’re not alone in that boat, many of us have these thoughts. Change can be intimidating, especially when it comes to the success of something you have poured your heart and soul into.

What if I told you that embracing change is the key to unlocking prosperity, I did in my business!

Intrigued?

I’ll share the game-changers that transformed my business journey.

I had quite an entrepreneurial journey of 33 months from the start until the actual purchase of this company. I purchased a company on July 1, 1997.

The company had been in business for almost 30 years. It was a manufacturing company in the Aerospace Industry.

As the new President and CEO, I knews the company was mine and I could run it. However, within just days I discovered the company was in dire straits.

We did government contracting; building aircraft cockpit control panels. Our local government inspector came into my office and told me we were in violation of government contracts and quality control and that he had the authority to shut us down and not allow us to build government products.

I had a lot of experience in running manufacturing facilities, but I was not prepared for a potential shutdown from the government.

Since I had just purchased the company, I asked the government inspector to give me a few weeks to correct our quality issues.

He did.

The product quality we were producing was also poor for others and several customers beyond the government were threatening to not buy from us. I got on planes to visit our upset customers and ask for time to set things straight and gain trust that we could build high-quality products.

Since we built panels for aircraft, quality was of the utmost importance.

Luckily, I had inherited several employees who had an interest in helping to build and make this a good company. I met with managers from all disciplines of the company, operations, quality control, engineering, human resources, and sales.

We knew we had to move quickly or else.

We decided to revamp our quality system and requested to enter and qualify for the Boeing D1-9000A quality program for suppliers. It was the best most stringent program on the market at the time.

Qualifying and having that rating would help us with Boeing company and others, especially the government.

For the next six months, we concentrated on qualifying for the Boeing quality rating, we were certified in December 1997.

Then we began systematically reviewing department-by-department personnel needs and defining what was needed to produce our products. One Lifeline we used to start the process was a book – “The Goal.”

No, it’s not just another business book; it’s a roadmap to success.

Written by Eliyahu M. Goldratt, this masterpiece unravels the mysteries of productivity and efficiency. It’s like having a mentor whispering sage advice in your ear. Our team was feeling overwhelmed by the thought of shaking things up.

“The Goal” was our reassuring companion, making change not only less daunting but somewhat exciting.

The fear of change, the fear of the unknown was gripping the company. People had been working there for years and they were not ready to embrace change. Some people had to be changed out and moved to other areas of the company and in several cases, they just had to leave the company.

If you’re thinking, “I’d be scared to make a move; what if I mess things up?”
We all have that fear but mine was real-time and had to be done now.

Our management team and I worked hard to effect change and get back in good graces with all our customers.

The good news was that the government inspector watched this entire process, he was there a lot to observe. As time went on and we improved, he and I became friends, and we were not threatened again with government contracts being pulled.

As we plodded through the next couple of years, we began to build the company, gained new customers, and grew sales year over year.

We made the company profitable.

However, it was about 5 years later that we discovered a process that tied everything together – lean manufacturing principles. Don’t let the word “lean” fool you; it’s not about cutting corners. It’s about efficiency, minimizing waste, and maximizing value.

Lean manufacturing is the unsung hero of business transformation, turning your fears into fuel for success. Implementing Lean was the best thing we did for growth and profitability.
More to come on the Lean Journey.

So, small business owners, get ready and trade the safe harbor of the status quo for an exhilarating voyage to greatness. Don’t sit and wait and hopefully, you never get in a situation like I inherited.

The journey was rough and trying, but the outcome was fantastic!

Thank you for reading this article.
Please comment on your journey to excellence.
It can be applied to any business.

Image by Gerd Altmann from Pixabay

I played guitar a little in high school and even joined a band for a few weeks, but I didn’t know enough songs and was asked to leave.

I took my guitar to college and played occasionally with dormitory friends, but never expanded my ability.

After getting married, I decided in my mid-20s to learn to play the banjo.

My dad once mentioned that if he had learned an instrument, he would have chosen the banjo, which may have influenced my choice.

I took a few lessons, bought my first banjo, and practiced 10 to 15 minutes daily after work.

It became a therapeutic way to relax after work and then engage more with my family.

I rarely played with others, thinking I wasn’t good enough.

I was a closet player.

One of my first teachers, an accomplished banjo player and teacher, gave me Scott Joplin’s “The Entertainer” during my third lesson.

That song is not good starter material.

It has several distinct parts, all different and challenging to play.

I always kept it in the background of my practice routine but never mastered it.

My playing has taken a more serious turn over the past six years.

Though I played on and off for many years, I never accomplished the banjo and never came out of the closet.

I was too afraid I wasn’t good enough.

In my business background, I have spoken to business owners in the aerospace industry, sometimes with audiences of over 500 people.

Public speaking was initially frightening, but as time passed, I became comfortable with it, learned speaking techniques from Toastmasters International, and enjoyed the experience.

After semi-retiring, I told my wife and family I wanted to learn to play with others and even attend jam sessions.

Getting out and playing with others has been a frightening but gratifying experience.

My first time at a jam session was painful for me, but the group was warm and encouraging.

I played pretty easy songs, but timing and consistency were missing.

The group kept pushing me to come back.

The best way to learn is to play with others, but I was afraid and never would go out.

However, since starting, I have joined a bluegrass group, played in a band, and now perform at retirement centers and churches with a group called “The Red River Roses.”

I am also now relearning the guitar.

Playing music is a gratifying part of my life, bringing relaxation and new friendships.

If you’ve ever felt the pull to pick up an instrument again or to play more openly, I encourage you to take that step.

Remember, embracing lifelong learning and sharing your music with the world is never too late.

Call to Action:

Share your musical journey!

Whether you’re a closet player or a seasoned musician, your story can inspire others.

Join local music groups, participate in online forums, or connect with fellow musicians on social media.

Let’s create a community where we can all learn, play, and grow together.

After 45+ years, I have finally learned to play “The Entertainer.”  (Click and see for yourself)

Published on medium

Thank you for reading.

Please comment.

As many as it takes to find out if they can use your product, or if they can’t or won’t.

Then move on!

How many times should you call a prospect?

It has been reported that:

48% of salespeople do not make a follow-up call and 44% of salespeople do not make a second follow-up call.

Given that 93% of executives pick up on the third attempt, it’s important to follow up at least twice.

Only 8% of salespeople go in and ask for an order a fifth time or more.

After 35+ years of selling and owning my own business, I can attest to these numbers from both sides as a salesperson and company owner. 

Are prospects “AWARE” of you?

As a salesperson, I knew that there were customers needing my product. However, I quickly found that timing was crucial. 

After a year or so of walking out too soon, and not going back, I learned that timing and staying in touch were everything. 

Maybe the customer wasn’t thinking of buying my products that day, maybe the budget wasn’t set, maybe, maybe, maybe. 

I had to keep talking with them until I received an ultimate “NO NEED EVER – GET OUT AND STAY OUT!”, — or — an Order!

As the owner of my own business for more than 15 years, I had countless salespeople call only once and never call back. 

I believe from experience that the above statistic of quitting after the first call is not correct, the number is much higher than 44%. 

let’s go with the above. 

If only 8% of salespeople call more than 5 times on a prospect — it is no wonder, why this 8% get 80% of the business.

If you are certain a customer needs your product — You need to be hovering and creating some form of non-confrontational awareness to that customer. 

I have had prospects wanting me to contact once per week, once per month, others, once per quarter, Etc. 

Always try and find an approach that keeps you in the “Awareness” zone.  Not pestering, no whining, not in the way. 

Learn this and your sales will soar. 

Thank you for reading this article. Let me know your thoughts.