When the market is going down

September 19th, 2006 by Rolf Erikson

Clay Nelson is known throughout the U.S. as a personal planning speaker, writer, coach, and workshop leader. In his blog he writes what to do if your business is going down. When the market is down you should you should go back to the basics of what builds businesses , he says. The basics such as communication, planning, passion, team, accountability, and leadership…

But also important is to state a purpose statement and you start every day by referring to that statement.

Keeping a positive attitude, having a plan, and not defaulting to business as usual, will make a difference in how you see yourself, your clients, your team, the economy, and your life in general, and it will effect, in a positive way, how you choose to interact with the world and the results you get. So let’s go forward and kick some tail, keeping in mind not only what you are committed to produce, but also who you are committed to be!

Clay Nelson’s Free E-book “The Balanced Life” Shows How to Put Fun, Family and Financial Freedom into Everyone’s Business and Personal Life
You can also listen to his pod-radio.

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New business

September 15th, 2006 by Rolf Erikson

Can be a new business.

From max.blog.az.

Tetka c kulkom

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Humor about learning dogs

September 14th, 2006 by Rolf Erikson

From max.blog .

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About dare to fly

September 12th, 2006 by Rolf Erikson

To read The Economist is a good start of the week. Sometimes they are also funny. As in the leader, Welcome aboard, about fear of flying. I often wondered about these life-jackets. I would prefer parachutes.

From The Economist;

“GOOD morning, ladies and gentlemen. We are delighted to welcome you aboard Veritas Airways, the airline that tells it like it is. Please ensure that your seat belt is fastened, your seat back is upright and your tray-table is stowed. At Veritas Airways, your safety is our first priority. Actually, that is not quite true: if it were, our seats would be rear-facing, like those in military aircraft, since they are safer in the event of an emergency landing. But then hardly anybody would buy our tickets and we would go bust.


Your life-jacket can be found under your seat, but please do not remove it now. In fact, do not bother to look for it at all. In the event of a landing on water, an unprecedented miracle will have occurred, because in the history of aviation the number of wide-bodied aircraft that have made successful landings on water is zero.

…………… Read the whole story. It may get you thinking about security.

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Muntra upp dina vänner (även när det regnar)

September 4th, 2006 by Rolf Erikson

Finns det något bättre sätt än att skicka ett kort till dina vänner. Det gör både dig och dina vänner glada. Berthe Morisot graciösa akvarell lyser upp även då det regnar.

Bilden är hämtad från Elibron varifrån du gratis kan skicka e-kort med t.ex. denna bild.

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Hur bygger man en försäljningmaskin?

August 29th, 2006 by Rolf Erikson

Allt är beroende av hur man når sina försäljningsmål. Ett sätt att nå målen är med vad Decker kallar för baklänges vattenfall. Egentligen inte så märkvärdigt. Utgående från målen funderar man vad det innebär i olika led.

Det fina i kråksången är att om man gör detta regelbundet så har man automatiserat sin försäljning och därmed kan man lättare nå målen. Jag tror att metoden är användbar även i förändringsarbete.

Så här kan ett exempel se ut enligt Decker:


Decker ger även exempel på hur ett säljsamtal kan se ut,

  • Making a sales call
  • …with a referred introduction
  • …and a relevant, benefits-oriented approach
  • …spoken with energy and smile
  • …with an introductory offer
  • …ending with asking for the sale or an in-peron presentation
  • …followed by an email outlining next steps and next meeting

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To succeed in business

August 24th, 2006 by Rolf Erikson

Success in business is really not that complicated. That can be read in In business – there are only three requirements .

You need three things, clear and unambiguous, no less, no more and in exactly this order.

  1. A Strategy. As Michael Porter conveys it: “What value are you to deliver to what customers and how are you going to be different?”
  2. A Business Model. As in “and how are you going to use your resources to deliver that value and how are you going to keep some of the value yourself?”
  3. A Way to Execute.

After giving examples how it works you will understand the sequence,

1. “What value am I going to deliver to what customers and how am I going to be different?”

2. “How to use my resources to deliver that value and keep some of it for myself?”

3. “Train and support the people accordingly, then get out of the way”.

I also believe that doing things in a simple way can be the best way to success.

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Behind the Questions

August 8th, 2006 by Rolf Erikson

If you don’t understand the real questions beneath the standard questions, you’ll miss the opportunity to tell them what they really want to know.

That is said by Robert Middleton in his blog The More Clients. He continues, what people ask and what they really want to know are two quite different things. So, if you answer the question they ask, they don’t get the answers they want.

Robert Middleton gives examles of what to answer and what you should not say like,

The first question everyone asks us is “What do you do?”

The underlying question is , “Are you someone who can help me?” and giving examples what to answer.

“That’s great, how do you do that?” can be the next question.

Translate the question as follows: “What kind of results do you produce for your clients?” Then answer like this: The clients who work with me get these kind of results…

“That’s terrific. But how does your service work?”

Nobody really wants to know how your service works. The hidden question behind the question is: “Do your services actually work?”

Tell a story. Success stories that outline how you helped a specific client gets listeners hanging on your every word. You should prepare several success stories in verbal and written form. They are a powerful persuasion tool.

Not so hard right? You can do this quite successfully with a little practice says Robert Middleton. Read the whole story!

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Free eBooks at World eBook Fair!

August 5th, 2006 by Rolf Erikson

Do you like reading books on your computer don’t miss the World eBook Fair! From July 4th to August 11th, 2006. you can download 1/3 million eBooks for free at WorldEbookFair.com.

This event is brought to you by the oldest and largest free eBook source on the Internet, Project Gutenberg, with the assistance of the World eBook Library, the providers of the largest collection, and a number of other eBook efforts around the world.

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How to exit

July 23rd, 2006 by Rolf Erikson

Why is it so difficult to divest a business at the right time or to exit a failing project and redirect corporate resources? That question is asked in McKinsey Quarterly

Many factors play a role, from the fact that managers who shepherd an exit often must eliminate their own jobs to the costs that companies incur for layoffs, worker buyouts, and accelerated depreciation. Yet a primary reason is the psychological biases that affect human decision making and lead executives astray when they confront an unsuccessful enterprise or initiative. Such biases routinely cause companies to ignore danger signs, to refrain from adjusting goals in the face of new information, and to throw good money after bad.

The decision-making process for exiting a project, business, or industry has three steps. First, a well-run company routinely assesses whether its products, internal projects, and business units are meeting expectations. If they aren’t, the second step is the difficult decision about whether to shut them down or divest if they can’t be improved. Finally, executives tackle the nitty-gritty details of exiting.

Read the article! If you are not a member you can sign in for free.

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Personal Growth

July 23rd, 2006 by Rolf Erikson

Steve Pavlina got this question,
There are so many areas I feel I need to work on in terms of my personal growth that I don’t know where to begin. When I look at all the articles you’ve written as well as all the books, CDs, and seminars out there, it’s overwhelming. Where do I even begin?

Steve gives an interesting answer,

If you’d asked me this question in 2004, I’d have recommended you begin with goal setting, organizing, and time management.

If you’d asked me this question in 2005, I’d have recommended you begin with discovering your purpose.

If you ask me this question today, I’ll recommend you ask me in 2007.

Steve gives us four methods to follow,

Method 1: Start with your weakest area (works well for all experience levels)

Method 2: Start with your physical body (is great for beginners)

Method 3: Use your intuition

Method 4: Face your fears

Read the whole story! I myself also think that thinking about what´s really gives you pleasure in life can be a good start.

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5 mistakes when starting a business

June 28th, 2006 by Rolf Erikson

Jessica Seid at CNN-Money has written an interesting article, 5 deadly mistakes when starting a business.

One-third of small businesses fail in the first two years, according to the Small Business Administration, and a little more than half fail within the first five years.

But that doesn’t mean you have to give up your dream. Here are five common mistakes to avoid, so you can build a successful business.

1. Too little cash… The biggest issue..

2. Thinking small… You may be competing for customers against larger companies with more resources. But you don’t have to show it.

3. Skimping on tech… Ironically, it’s often easier for a small company to adopt and deploy new technologies…

4. Underestimating the importance of sales… For small-business owners starting out, most of the attention should go to sales and revenues..

5. Losing focus… And the more focused the vision, the greater the chances that the business will realize its goal…

Jessica gives us a summary of very good advice. Read the whole article! There is also a link to 5 ways to start a company.

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Wisdom for entrepreneurs

June 26th, 2006 by Rolf Erikson

O’Reilly Radar post started this year’s talk with a set of “proverbs” he collected or thought up over the years. These are basically little nuggets of wisdom for bite-sized nutrition. Enjoy. The post takes the form of explanations of the following “proverbs” They are really worth reading!


  • It’s good to be king — being an entrepreneur is the best job I’ve had.
  • Losing sucks — shutting down a company is unbelievably difficult.
  • Building to flip is building to flop — this is taken from Jason Fried, and he’s right.
  • Prudence becomes procrastination — it’s great to research your market and talk to potential buyers about your ideas.
  • Momentum builds on itself — just start.
  • Jump when you are more excited than afraid — lack of fear is irrational, and too much fear is debilitating.

The Idea

  • Pay attention to the idea that won’t leave you alone — this is taken from Paul Hawken’s Growing a Business. .
  • If you keep your secrets from the market, the market will keep its secrets from you — entrepreneurs too often worry about keeping their brilliant secrets locked away;
  • Immediate yes is immediate no — does everyone immediately tell you your idea is great? Run away from it.
  • Build what you know — this is the most basic advice of idea generation: scratch an itch you have yourself.
  • Give people what they need, not what they say they need — interviews are tricky.
  • Your ideas will get better the more you know about business — engineers hate to hear this, but you can generalize up quite far from here: the more you know about everything, the better all of your ideas will get!


  • Three is fine; two, divine — having too many co-founders makes decisions hard to reach; if you’re on your own, you have to bear all of the stress and worry about the success of the company.
  • Work only with people you like and believe in — I once heard Eric Schmidt say something along the lines of, “The older I get, the more I think all that matters is working with people you like.”
  • Work with people who like and believe in you, just naturally — maybe you are very persuasive, and can talk people into working with you against their better instincts.
  • Great things are made by people who share a passion, not by those who have been talked into one — a corollary of the last; you can spark a passion in someone, but you can’t do it without some fuel to catch.


  • Cool ideas are useless without great needs — this is the classic engineers’ entrepreneurial mistake (or at least I’d like to think so, since I’ve made it). Build the simplest thing possible — engineers have the hardest time with this, with not overdesigning for the need they’re addressing.
  • Solve problems, not potential problems — you can waste a lot of money implementing solutions for problems you don’t have yet, and may never have. Test everything with real people — it’s unbelievable how helpful this is.


  • Start with nothing, and have nothing for as long as possible — small budgets give big focus (probably another line I’m stealing from Jason Fried: it sounds like something he’d say…)
  • The best investor pitches are plainspoken and entertaining (not in that order) — think about what this implies.
  • Never let on that you’re keeping a secret — telling an investor “I don’t want to talk about that” is terrible.
  • No means maybe and yes means maybe — you should never take a “no” from someone you want to work with.
  • For investors, the product is nothing
  • The best way to get investment is not to need it — if you have a running business with real customers and you’re paying all your bills, you are much more likely to get a funding round than if you need the round in order to survive or succeed.

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Small business trends

June 26th, 2006 by Rolf Erikson

Anita Campbell brings us updates on trends affecting the small business market in SMALL BUSINESS TRENDS . In her small business trends radio we can listen to some interesting talks.

The calendar is:

Grow Your Business Faster With Smart Partnerships How to Start a Business With No Money

Tune in live to this Internet Radio broadcast, by visiting http://business.voiceamerica.com

Jun 27 1pm-2pm Jul 4 1pm-2pm

The art of listening

June 16th, 2006 by Rolf Erikson

Dave Pollard says about listening,

Listening is a skill, like talking or walking. We learn it by practice; we lose that skill by not practicing it. Its mastery is necessary to competent conversation, even to empathy: If we cannot really hear others, how can we understand them, and if we cannot understand them, how can we care about them?

With reference to Pohangina Pete he also says,

Whisper to an animal, instead of talking (or shouting!) and watch its surprised and attentive response. Listen attentively, carefully, without interjecting or thinking about how to respond, in a conversation with another human talking about something they care about, and you will get that same astonished, rapt response. It even works on the telephone — people can hear you listening.

That reminds me when I was a scout-leader. To get full attention from all kids you better had to talk with a low voice. Well, how to learn how to be a better listener? Dave gives us 10 advice,

  1. Close your eyes.
  2. Get away from noise.
  3. Learn to meditate.
  4. Listen with your eyes.
  5. In meetings, say less.
  6. Practice interviewing, and facilitating others’ conversations.
  7. Record or write down what you hear.
  8. Eavesdrop on others’ conversations.
  9. Find model good listeners.
  10. Teach your children how to listen.

I remember specially that one saying you should should listen to another person without thinking of what to answer.

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