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Why You Should Treat Workplace Diversity Like A Box Of Chocolates

Posted: 09 May 2019 01:00 PM PDT

Speaking metaphorically, what if a Turkish delight could actually fit the role better than another Cadbury milk chocolate? Or, what about that cherry cordial? You can't know what each has to offer, and you could miss out on the best person for the job unless you give them a try.

Unconscious bias stops us from trying that new chocolate type and has also been called out as one of the main factors that inhibit workplace diversity. Here are some of the strategies that businesses have explored to increase diversity in the workplace.

1. Quotas and Targets

Just like a box of Cadbury Favorites, with its assortment of at least one of each chocolate type, organizations have implemented quotas and targets to promote workplace diversity. For example, Belgium introduced legislation for quotas and in 15 years increased the proportion of women in parliament from 16% in 1999 to over 41% in 2014.

The theory behind this tactic is that quotas in the corporate world can help put an end to the world's "boys club" networks that have existed for centuries.

2. Blind Hiring

In the same way you might reach into a box of chocolates without looking, blind testing removes any personal identification details from prospective resumes. This includes removing the name, gender, home address and even the year prospective candidates graduated or the year they acquired qualifications from the resume. All that is left to for the hiring manager to judge are the candidates' skills and work experience.

One New York City-based advertising company integrated anonymous testing into its hiring strategy. After implementing blind testing, the company's human resources department reported a 19% jump in the number of women hired and a 38% increase in the number of ethnically diverse candidates that came in for job interviews as a result.

3. Keep an Open Mind

There are some people, myself included, who just want to give all the different chocolates in the box a go. My own medium-sized IT consultancy caters to pretty much every type of diversity. More than 50% of my workforce are women. My youngest employee is 18 years old and my eldest is 67. My employees come from India, Malaysia, Russia, China, Norway, America, Australia and several other countries. Some of my team members are living with disability; we have an employee that's legally blind and another that has cerebral palsy.

This diversity has been key to the success of my business. It's helped us win a range of clients and has allowed us to apply different problem-solving mindsets to our clients' unique challenges. Our experience isn't unique. Studies have found that decisions made and executed by diverse teams delivered 60% better outcomes.

So, what's my secret to hiring a successful, diverse workforce? I haven't implemented any quotas or blind testing. I've just kept an open mind as I've gone through the hiring process and actively prioritized building a team of diverse thinkers.

 

How To Know If Franchising Is Right For You

Posted: 09 May 2019 12:00 PM PDT

Before diving into the role or a franchisee, vet yourself to make sure you're the right fit for this business model. Contemplate the following questions to see if you're cut out for the franchise life.

Do I want to use an existing system and follow established standards?

If you're a "my way or the highway" type of person, franchising isn't for you. Franchisees operate by the playbook of the franchisor. The company gives new franchise partners its own proven business model so they have a foundation to work from. There's a plan in place and it's up to the franchisee to execute it. It's like being a business owner with a head start.

The franchisor won't micromanage you, but you have to play by the rules. Franchisees are still welcome to come up with new ideas, but the core of the business is set in stone. The company has gone through a lot of trial and error to solidify the existing model and ensure a consistent experience across all franchise locations.

Do I want to work with a team of experienced people who'll guide me along the way?

Some people work better alone and there's nothing wrong with that. Others work better in a team setting. Franchisees succeed because they work collectively with their franchisor, other franchisees and team members. This teamwork helps to clear hurdles and view problems from different perspectives.

In a franchisee role, you'll constantly be communicating and collaborating with others. You're not a one-man band – you're playing in a symphony. It's how you will learn and grow the business.

You'll work with and talk to the franchisor frequently. Through this constant communication, you create trust and accountability. This two-way conversation lets you reach out when you need help or want new ideas for growing the franchise. Your connection to your franchisor is crucial to your success.

You're also a part of a network of franchisees. Everyone's on a mission to expand the business to new areas. You'll have a lot in common with these people, so there's a lot to learn from them. You can connect with fellow franchisees through one-on-one calls, regional meetings and annual events. The camaraderie you share instills a sense of responsibility to the brand and motivates everyone to do their part to grow the business.

Do I want to join an established franchise or an emerging franchise?

Before choosing a company, determine which type of franchise is right for you. Are you looking for a safer bet with an established franchise model? Or are you seeking more flexibility and growth with an emerging franchise?

The following descriptions are great starting points in your search. As you're looking for a company, also consider personal factors like initial investment cost, territory available and franchisor requirements.

  • Established franchises. The company lays out almost everything in advance. People view established franchises as less risky because these businesses have a lot of time and experience in the market.
  • Emerging franchises. The company is still in the early stages of its franchise model. You have more of a say in shaping this kind of franchise. They're more adaptable to emerging market trends and have more room to grow.

 

Am I prepared and experienced in all aspects of running a business?

You play more roles than just business owner when you join a franchise. Franchising is an active role that requires more than delegating – you work every part of the business every day. One moment you might be crunching numbers in accounting and the next, you're launching a new marketing campaign. You're not confined by a certain set of job responsibilities – but this makes every day different.

Franchisees have to step outside of their comfort zones to do this. Just like any small business owner, they need to get comfortable being uncomfortable.

Do I support the franchisor's mission and values?

It's crucial to be fully aligned with the franchisor's business model before you join, and you should also support the company's mission and values. You won't be able to instill the spirit of the brand in your employees or customers if you don't believe in it.

Nothing drives an employee's passion like something bigger than his or her role. This comes in the form of a brand story, which embodies the mission, core values and vision of a company. When employees share these elements, they're more motivated and engaged because they're working to achieve a larger vision. After all, employees who are mission-driven are 30 percent more likely to grow into high performers as opposed to employees who are motivated by just a paycheck.

It's not only employees who crave a thoughtful mission and strong values – customers want in on it too. These are now more important than a product or service, and if you don't support them, you can't share them with your customers. The most successful franchisees embody the brand in mind and in action. They are part of something bigger and that motivates them every day.

Don't jump in without looking

You'd be foolish to jump off the diving board if you didn't check to see what was below first. The same goes for becoming a franchisee. Even though it's exciting to join an established business, make sure the franchise model is the right one for you.

You can't make the wrong puzzle piece fit in another's place – it changes the final image. The same goes for joining a franchise. Don't try and fit into something that wasn't meant for you.

How to Discover the Pain Points of Your Target Audience

Posted: 09 May 2019 11:00 AM PDT

Solving your customers' pain points is what takes your product or service from being a novelty to a necessity. After all, if your product or service doesn't solve your target audience's pain points, there's no reason for them to buy it.

But, if you're just starting a business, how do you find out what your audience's pain points are? The first step is to determine who your target audience is because not everyone will be your customer. Start by creating a detailed buyer persona and imagining who your ideal customer will be, including demographics and interests. The next step is to figure out the biggest problems of this semi-fictional representation of your ideal customer.

Here's how to discover the pain points of your target audience.

Check out online forums and social media

An easy way to discover the pain points of your target audience is to check out online forums and social media. These give you a peek at real-life conversations your target audience is having.

Do a quick Google search for forums related to your niche. For instance, if your target audience is moms with twins, do a Google search for "moms with twins forums." You can then go through the forums that come up in search results and read the posts from members. If you don't find any threads with what you need, you can always start your own. Don't forget to check out Quora and Reddit too. You can also search for Facebook groups related to your niche and join them as well.

Look at reviews related to your niche

Another easy way to discover the pain points of your target audience is by looking at online reviews for products or services related to your niche. By looking at the negative reviews of similar products or services, you can find out exactly which features are lacking and how you can make up for it. 

You can start by hopping on Amazon.com and searching for a product similar to your own. Head to the review section for that product and start browsing. In the review section you should be able to find some reviews from unsatisfied customers. For instance, a customer could have left a review that said "This product is mainly for beginners, I was looking for something more advanced and detailed." This gives you insight into what your target audience is looking to buy.

Use Google and keyword research

You can also use Google to discover the pain points of your audience. You know how when you start typing something into the Google search bar, it gives you suggestions? These suggestions show you what your audience is searching for on the web. Try typing some keywords or a key phrase related to your niche into the search bar and see what comes up.   

You can also use a free keyword research tool to see what relevant keywords your audience frequently searches for. Remember, with this tip you're relying on data, rather than hearing from the consumer themselves; put more importance on what your audience is saying, rather than keywords.

Create a survey

The previous tips were mainly for businesses that don't currently have any leads or customers yet. But these next tips will help you discover the pain points of your existing audience, no matter how large or small.

The best way to find out the pain points of your existing audience, including the people who visit your website, is to just ask them! You can create a survey and add it to your website so that you can hear directly from your audience about their biggest pain points. Just be sure to ask the right questions in order to get the information you're looking for. For example, you could ask questions like:

  • What brought you to our website?
  • What concerns do you have about our product?
  • What are your goals?

Add live chat to your site

Another way to learn about pain points directly from your audience is to add live chat to your site. Live chat provides your audience with a fast and convenient way to get answers to their burning questions and allows you to discover pain points in real-time. Plus, the addition of live chat software to a website typically causes an 8% to 20% increase in conversions.

When a user lands on your website, your live chat software can ask a question like "How can I help you today?" The user can then tell the live chat what they're looking for and what brought them to your website, which will give you insight to their pain points. Adding live chat to your site isn't hard either, there are a number of tools and WordPress plugins that make it incredibly simple.

Let your audience know how you're solving their pain points

Once you discover your audience's pain points using these tips, and you have a product or service to solve it, you need use this information in all of your marketing. You should address these pain points on your website, email marketing, social media posts and ads. When consumers can see that your product or service will help solve their biggest problem, they'll rush to the checkout.

How to Successfully Build a Business in a Niche Market

Posted: 09 May 2019 11:00 AM PDT

Trying to launch and grow a business in a market filled with competitors can be a difficult row to hoe. One way to stand out from the crowd is by focusing on a niche market. A niche market is a hyperfocused target audience that needs a specific product or service. Identifying the needs of a niche market can be an easy way to come up with a business idea for a successful product or service.

One business that took this approach is Artisans List, an online directory that connects people with traditional home restoration, craftsmanship and farm-to-table resources. Instead of creating a digital platform that served a vague market, co-owners Cindy Bogart and Mary Gervais found a profitable niche industry that lacked an online presence and capitalized on creating one. Bogart and Gervais founded Artisans List in 2017.

Why a niche market is good for business

Trying to break into a large marketplace and build a successful business can be very difficult. When you have numerous competitors all vying for the same customers, it's tough to win brand loyalty, especially if those competitors are large corporations that have a strong following.

A niche marketing strategy, on the other hand, can give you more freedom for trial and error. With fewer competitors to work against, you have a better chance of capturing your audience and winning their business. You can also speak more directly to your consumers. Finding a niche market allows you to tailor your marketing efforts in a way that your audience understands.

"We felt that, by being niche, we attracted the vendors and customers who were specifically interested in old home restoration, craftsmanship and farm-to-table sources and this lifestyle, so now we have a captive audience," said Bogart.

When your business strategy serves a specific purpose for a unique audience, your consumers are more likely to find your product or service useful. Focusing on a specific market can help you become an expert in your field and differentiate you from the large brands.

"As far as growth is concerned, we own our niche, which gives us a higher rate of return, because most of our vendors offer unique services, handcrafted products, or home-grown food items that are not mass-produced," Bogart told Business News Daily. "Perhaps you might find a few on Amazon, but that is a needle in a haystack search."

How to find a niche market

The first step to creating a successful business model is finding a profitable niche market that you can successfully serve. Begin by analyzing the current marketplace and noting holes where needs could be better served. It may be beneficial to look at your own consumer habits and see if you have a need for a product or service that isn't currently available. This is what Bogart and Gervais did to formulate the idea for Artisans List.

Bogart and her husband were renovating their Rhode Island home when they noticed the lack of local restoration services online. The only way they found people in the restoration industry was by local word of mouth.

Although they found qualified restoration services, it was much harder than the simple Google search that today's consumers rely on. It was clear to Bogart that the vendors in the restoration trades had one thing in common – they were too busy working to figure out an online marketing strategy.

Bogart realized there was a real need for an online niche directory and community that could connect these small businesses with consumers like Bogart. Artisans List was born.

Image courtesy of Artisans List

How to create a niche market business

Turning your idea into a product or service takes time. It is essential that you take the proper steps to create the best product and achieve optimum success.

Connect with individuals who have similar interests or goals

To bring an idea to fruition, you may need to enlist the help of other resources. If you are not able to create, market and sell the product on your own, consider which associates you could team up with. Choose people who have a similar interest or stake in the product and can help you focus on your niche market.

Bogart did this by reaching out to Gervais, who was a former small business owner and the head of Rhode Island's Women's Business Center at the time. Bogart's creative talents paired with Gervais' strategic business skills were pivotal in the success of Artisans List.

"Our team is effective due to complimentary skill sets," said Gervais. "We trust each other implicitly and are confident that we both have the best interests of the business at heart."

Refine your business idea

Once you've established a team, work out the details of your business idea. Identify your audience and the needs that your product should serve. If there are competitors in the industry, note who they are and how you can improve on their products.

To form their business strategy, Bogart and Gervais started by identifying the realities of how traditional artisans and professionals functioned. They detected the main issue that these professionals faced: They needed an online presence but did not have the time or understanding to create one. They wanted to create a digital platform that was quick and easy to use.

"All of this fed into how we developed our overall concept and how we designed the directory," said Gervais. "We also knew that we needed to add some basic business practices not often used in online businesses, the most important one being personal customer service."  

Personalize your business approach

An important step Gervais recommended when getting your niche business off the ground is personalizing interactions with consumers. Personalized service is critical. Since you have the luxury of knowing who your direct target audience is, you can tailor your customer service to match their expectations.  

Bogart and Gervais noticed Artisans List had two primary audiences: the vendors on the list and consumers viewing the site. Since both target audiences were equally important and ranged from internet newbies to tech-savvy gurus, they heavily considered the needs of both audiences to develop their site and tailor their customer service approach.

"We've taken a very personal approach in how we work with vendors and that is something they understand versus a mass communication," said Gervais. "We have vetted and sourced each business individually. It's a lot of work, but that is what makes us stand out."

A checklist for dominating your niche market

When creating a niche market business, stay focused. Keep your primary goals in mind and be sure your message is clearly conveyed to your target audience. Perform frequent business analyses to ensure you are serving your audience in the best way possible.

In addition to staying focused, Gervais recommends following a checklist, such as the one below, when creating a business in a niche market.

  • Identify an underserved segment of the market and tailor your products or services to them. Segmentation is key. Take a deep look to understand and know your customers.
  • Ask yourself "How can I solve my customers' problem?" and "What makes my business so special or different?"
  • Assess how you are going to market to this specific audience.
  • Keep tabs on your competition.
  • Be open to new opportunities, like expansion or product improvements.
  • Be specific, distinctive and relevant.
  • Listen to your customers. Ask them for feedback and rectify any mistakes immediately.

Stop Gambling on Sales: 3 Poker Lessons Help You Win Big

Posted: 09 May 2019 10:00 AM PDT

To observers, a game of high-stakes poker might look like a random series of events. To players, it's anything but. While luck certainly matters in the short term, over time, the most skilled players are certain to come out on top.

In that sense, poker is analogous to sales for small businesses. Despite research suggesting that only 47.3% of expected deals come through, given enough of a sample size, strong salespeople will always have higher-than-average success, even if individual deals go south for seemingly random reasons. A critical role in their long-term success is that they know that the outcome is more in their control than others might think.

A life of going all-in

That sales and poker align closely is a belief born from my personal experience of playing professionally. While in college, I began to play poker online – initially for fun and eventually to finance spring break. After depositing $100 online one night and turning it into $2,000 within 24 hours, I quickly realized my earning potential and started taking trips to Las Vegas. The day after I graduated from college, I moved to Vegas and immediately began playing full time at the Bellagio – six days a week for up to 12 hours each day.

After a year of that exciting lifestyle, I scaled back to playing poker recreationally and began a full-time corporate job. Gradually, I worked my way up the ladder into an executive position at an artificial intelligence startup where I led sales and business development. While my résumé might seem disjointed, the problem-solving and personal development skills that I learned from poker and sales have helped me achieve success in my career.

Three poker lessons to improve your sales

If you've struggled with sales for your small business, take my advice as someone who has been in stressful situations with rent money literally on the (poker) table. You don't need to have an ounce of gambling blood flowing through your veins to benefit from these three sales lessons that I learned from poker.

1. Learn your game so you can prepare accordingly. Winging it is for amateurs; professionals know that success requires preparation. You have to understand the inner workings of your small business in the same way you need to understand more than just the basics of the game to win at the card table. When I was playing full time, I spent my off hours reading poker books, discussing hands in online forums and speaking with other players about different strategies. There is no substitute for time at the tables, but you will be more effective if you prepare and study different strategies that you can test at the tables.

Understanding the inner workings of your business requires understanding your market, competitors, product, customers and employees. Conducting research is important but will only get you so far. Every successful entrepreneur and business leader must get out and interact with the people who make their business possible. The best CEOs and sales leaders I've worked with spend significant time with others by hosting one-on-one meetings with direct reports, leading company Q&A sessions, sitting in on customer calls and taking part in interviewing candidates.

Effective selling requires this type of upfront preparation, too, and modern sales leaders understand that they will often engage with multiple decision makers who bring their own biases and predilections. As the 2018 B2B Buyers Survey Report notes, on average, a half dozen people are involved in the buying process. Just as poker players need to learn different players' styles to adjust accordingly, salespeople must be ready to work with anyone who comes to the table.

2. Know when to hold 'em; know when to fold 'em.  Kenny Rogers' song rings true in both poker and sales. In poker, you always have the option to fold, but most players don't do it often enough. Similarly, you can always walk away from a potential deal, but most small business owners don't know when to do so. Especially for SMBs and early-stage startups with a limited customer base, it can be tough to walk away from revenue.

However, chasing ineffective revenue can be doubly costly down the road, especially for a business with limited resources. This is why it's important to set disqualification criteria early and establish the buying process upfront. By understanding what factors will render a prospect unprofitable, who will be involved in the deal, who owns decision-making power, the timeline for a potential purchase and the potential hurdles, sales reps can get a better sense of when a deal veers into an unrecoverable situation.

This isn't to say that you won't get surprises, but surprises aren't necessarily a deal killer. The longer you sell and the more knowledgeable your audience, the more frequently you will hear unique objections and encounter unfamiliar situations. Effective preparation is absolutely critical for managing unpredictability.

As one statistic notes, 61% of talented sales experts believe the game has gotten tougher. That means you don't always have the luxury of going back to your reading material to learn how to handle challenging situations. Instead, training yourself and your team on general-purpose skills that help you spot the differences between a "hold" and a "fold" deal is critical for small businesses. This is where an effective hiring strategy focused on ability and character in addition to "experience" pays dividends.

3. Respond to bad beats by playing your game. Play poker long enough, and you'll experience a bad beat: a hand you should have won but didn't due to bad luck. Bad beats are one of the most frustrating aspects of poker, and even the best players in the world aren't immune to getting rattled by them. But the best players also recover quickly. Sales is no different.

Sales, like poker, is both mathematical and psychological. Sell long enough, and you'll probably lose several deals that seemed like sure things. After such bad beats, it's important to remain focused on the process. After all, an effective process is designed to minimize the primary risks of a deal.

Have a system of routinely following up with prospective clients, engaging with multiple people within an organization and making sure all conversations drive to relevant next steps. Effective client research and continual skill improvement will help you reduce the risk associated with every deal. Instead of focusing on wins or losses, use them to reevaluate your strategies and ask why something failed or succeeded. You'll still experience challenges and losses along the way, but they'll be easier to handle and less frequent because you will have set in motion the steps to succeed.

Shipping Rules and Regulations Your Small Business Might be Violating

Posted: 09 May 2019 08:00 AM PDT

  • The FTC rule for mail, internet or telephone order of merchandise requires sellers to have a reasonable, advertised time frame during which time a product will be sent. If no time frame is specified, the expectation is within 30 days.
  • Make sure your shipping carrier has a clause built into its contracts that specifies a refund policy for late deliveries. And follow your carrier's rules for packaging materials, size and weight.
  • International shipping rules break down into five types: commodity-related requirements, trade controls, sanctions and red flags, transportation of hazardous or illegal goods, and partner government agencies or other government agencies.

Retailers and e-commerce businesses are certain to ship goods through the mail frequently. For those businesses, it's easy to forget about rules and regulations. Most small business owners would rather think about improving their products and catering to customer desires than worry about rules and regulations. While it's far from glamorous, small businesses need to be aware of shipping rules and regulations.

There are two key reasons businesses need to understand shipping regulations. First, businesses can benefit financially from a thorough understanding of shipping regulations. Second, businesses can face fines and legal repercussions if they violate shipping regulations. They're not sexy, but shipping regulations can alter your bottom line.

Editor's note: If you're looking for information to help you choose the postage meter that's right for you, use the questionnaire below and our vendor partners will provide you with information.

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A major shipping regulation worth noting

Your business should be aware of all major shipping regulations in your area, as well as any local restrictions that may be in place, but there is one major shipping regulation that stands out above the rest, as it's an easy one for small businesses to overlook.

The FTC's mail, internet or telephone order merchandise rule

"The main regulation that I see small businesses violating is the FTC's mail or telephone order merchandise rule (the "30-Day Rule")," said Braden Perry, a litigation, regulatory and government investigations attorney with Kennyhertz Perry LLC. "The rule prohibits sellers from soliciting mail, internet or telephone order sales unless they have a reasonable basis to expect that they can ship the ordered merchandise within the time stated on the solicitation, or, if no time is stated, within 30 days."

In simpler terms, any business that sells goods via mail, the internet, fax or telephone needs to clearly state when the product will be shipped to the customer. If the timeframe isn't specified, the business needs to ship the item within 30 days. According to the FTC's website, "If, after taking the customer's order, you learn that you cannot ship within the time you stated or within 30 days, you must seek the customer's consent to the delayed shipment." [Interested in postage meters for your small business? Check out our guide for small businesses.]

If the customer does not consent to the delay, you owe the customer a full refund. This rule protects customers from businesses lying about shipping dates, never shipping products and keeping a customer's money. It's a sensible rule, and one that many small businesses might not be aware of.

To understand the FTC's mail, internet or telephone order merchandise rule, you have to look deeper than the initial error of not shipping the product within the specified time period. Failing to ship an item within a specified time frame doesn't violate the FTC's rule, it's failing to adequately respond with a new shipping date and refund options that gets businesses in trouble. Knowing you are close to violating the rule is the first step, but if you don't properly proceed after failing to ship within your specified time frame, you can compound the error.

"Violations of the 30-Day Rule can be severe," Perry said.

According to the FTC's website, "Merchants who violate the Rule can be sued by the FTC for injunctive relief, monetary civil penalties of up to $42,530 per violation (any time during the five years preceding the filing of the complaint), and consumer redress (any time during the three years preceding the filing of the complaint)."

Once you realize you won't be able to ship within 30 days or the specified time frame, it's time to act. The FTC's website outlines a handful of different scenarios and actions your business should take to remain compliant. The FTC provides numerous hypothetical responses you can send to customers when you're unable to ship within 30 days. There are details outlining when you're required to send a refund and the time frame in which the refund is due. There's a lot to go through, but it's important to follow the details of the law.

If you don't violate the rule and you do ship within 30 days, there's not too much to worry about regarding this FTC legislation. Unfortunately, it's a detailed rule that many small businesses or even tiny home-based businesses forget about or aren't even aware of. For small businesses shipping products, this rule is critical. You don't want to lose thousands of dollars by being uninformed. Take the time to peruse the FTC's detailed explanation of the rule to ensure you don't throw money away by violating federal regulations.

Cut shipping costs by understanding small business shipping regulations

While your business can easily lose money by failing to follow the FTC's mail, internet or telephone order merchandise rule, it can also utilize shipping regulations and contracts to reduce shipping costs. For e-commerce sellers, there's always going to be a focus on lowering shipping costs. If you're using a major organization to help ship your goods, make sure you know their policies about late deliveries.

"One important rule to consider is in the guarantee that shipping carriers include in their contract with businesses," said Matt Lessard, manager at Buster Fetcher. "UPS, FedEx, USPS, Canada Post and most shipping carriers include in their contract a reimbursement policy for when packages are delivered late."

Even though you always hope your packages are delivered to customers on time, your business should take advantage of the refund options available when those packages aren't delivered in a timely manner. Prioritizing shipping also means paying attention to delivery policies. Just knowing your shipping agreement can save you money if something goes wrong.

You'll want to be aware of the different shipping options that companies offer. Is there going to be an extra cost for priority mail? Will using priority mail help you avoid the fines or punishment associated with shipping delays or late deliveries? Make sure you know what companies offer.

When using major companies like FedEx or UPS, follow their small business rules and regulations. This includes the pricing on different weighted products. Make sure you're aware of how much it will cost to ship your products and make any necessary adjustments if certain products weigh more or less than originally anticipated. Understand the rules surrounding packaging. Do you need to use a certain type of packaging with certain products? Make sure you understand all the tiny details associated with shipping. This helps when you're budgeting shipping costs.

If there are any regulations or rules that you find particularly confusing, reach out to the company you're working with or someone with knowledge of different shipping regulations. In extreme cases, this can be a lawyer. Other times, this may just be employees at your local post office. Postal service employees should have a deeper understanding of international and domestic shipping regulations than most small business owners. They will also help you better estimate shipping costs and any additional shipping charges or packaging requirements that might not be obvious.

Other small business shipping rules to monitor

Businesses shipping internationally need to take an additional step to monitor international regulations. If you're working with a major shipping company like FedEx or UPS, they can make the process easier since they have years of experience with international shipping.

The regulations for international shipments vary by country, so it's important to check the guidelines for the countries you're shipping to. That's where speaking with a shipping expert or working with a major company makes the process a bit easier, as they tend to handle most of the details.

We also spoke with Corey Bonasorte, vice president of compliance and cargo solutions at Access USA Shipping LLC. Bonasorte recommends breaking the regulations and requirements down into five categories.

  • Commodity-related requirements
    • "U.S. Customs and Border Protection has overarching responsibility for cross-border trade," Bonasorte said. "Normally we think of CBP as just being responsible for imports in the U.S., but they are also responsible for all outbound movements as well – they own the nexus at the border."
  • Trade controls
    • "Everything has a control of some kind, be that a smartphone or advanced avionics," Bonasorte said. "The level of control all depends on what the product is, who regulates it, where it is going, who will be using it, and how they will be using it."
  • Sanctions and red flags, or know your customers' policies
    • "Whom you do business with is just as important as what you are selling," Bonasorte said. "Most regulators maintain lists of debarred or sanctioned entities (people or companies) and countries that you cannot do business with unless that regulator preapproves the transaction. The biggest of these regulators is the Office of Foreign Assets Control."
  • Transportation
    • "Certain items, depending on their chemical makeup, are considered hazardous for transportation (internationally this is referred to as "dangerous goods"), because if released, they can cause harm to people, property or the environment," Bonasorte said. "This is an area where the types of products and levels of hazards vary greatly. Something as seemingly innocuous as hand sanitizer needs to be properly packaged, labeled and marked, because the alcohol in the sanitizer is flammable."
  • Partner Government Agencies (PGAs) and Other Government Agencies (OGAs)
    • "Some examples of PGAs are the Food and Drug Administration, U.S. Fish and Wildlife, the Alcohol and Tobacco Tax and Trade Bureau, and the Environmental Protection Agency," Bonasorte said.

Bonasorte admitted that the sheer volume of regulations and government agencies can be difficult to track. Breaking down different laws and regulations into separate categories, like Bonasorte recommended, can be helpful. A logical breakdown of the rules will make them easier to remember and follow. Using common sense is important as well. If you're mailing or transporting goods that might be considered hazardous materials, you're going to want to research hazardous materials regulations.

Additionally, it's important to learn about the different rules that you think might affect your business at some point or another. If you don't ship internationally, don't waste time scavenging through dozens of documents explaining international shipping law. Taking a few hours to familiarize yourself (and your team) with relevant small business shipping rules is a much better alternative than losing thousands of dollars due to shipping infractions.

How to learn about shipping regulations

"Companies can be understandably intimidated with this subject and its complexities," said Bonasorte. "However, if they put forth a good effort to learn what they need to comply with, train their folks, have someone be responsible for compliance with support from the top down, create written policies, and take it one step and a time, they can navigate the requirements. There is a lot of help out there, too, both from industry and the regulators themselves."

Learning about shipping regulations can take some time, but speaking with experts and reading up on legislation makes it an easier process. If you have questions about the postal service, priority mail, shipping fees, bubble wrap, sales tax or anything in between, there are experts who can help you understand everything you need to know about shipping rules and regulations. Bonasorte recommends visiting government websites and other official sites – these are good starting places when familiarizing yourself in greater detail with shipping and fulfillment practices.

"Export.gov is a good starting point as it links to a number of different places and has a lot of resources," said Bonasorte. "Also, each of the regulators has their own website, which often includes training webinars, seminars, FAQs, the regulations themselves and other information, like public opinions or previous written correspondence from the agency that has been made public. There are also a number of different associations that put on conferences and in-person training sessions."

If you're afraid you're violating shipping regulations domestically or abroad, it's worth speaking with an expert or signing up for a training. Violating small business shipping regulations you don't even know about can cost your business thousands of dollars. Avoid potential fines by being proactive and learning more about shipping rules and regulations that might affect your business. Create a shipping strategy instead of hoping for the best.

5 Books That Helped Me Build a Multimillion Dollar Business

Posted: 09 May 2019 08:00 AM PDT

I know first hand what it's like to start businesses and have them fail. As someone who has built a multimillion dollar business without ever taking any outside capital or having mentors, I'm able to confidently attibute a large part of my success to the books I've read over the years. 

I believe not having mentors is a big hurdle to success. Fortunately, thousands of people who are experts in different areas share knowledge that can directly help you as an entrepreneur. People who would normally charge hundreds or thousands of dollars for their time, happily share valuable knowledge in books for $20. 

As a new entrepreneur, the best thing you can do is begin discovering and learning about psychology, business, and human behavior, which all help contribute to a successful business. 

Below are five important books that entrepreneurs need to read.

The E-Myth Revisited by Michael Gerber

Entrepenreurs fall into the trap of doing everything themself instead. Author Michael Gerber tackles the idea of building systems in your business rather than relying on a person. If your business is only surviving because of your skills, you're not running a business – you're working in one. 

You should have a system in place from day one that will allow for anyone to step in and do your job. Like Gerber states, you should begin think of yourself as a franchiseIf and systemize all parts of your business. If you have this mindset, you can organize things correctly.

Having important systems in place will allow you to step out of the role of a technician (someone who does things themselves) and into the role of a manager/operator. 

Contagious – Why Things Catch On by Jonah Berger

As an entrepreneur, marketing is an important part of your business. To be good at marketing means you understand human behavior.

Jonah Berger dives into psychology to explain why things catch on, get shared, and make people want to share. Remember that anything can be worthy of word-of-mouth marketing, and Jonah explains how products go 'viral' through the the simple mnemonic of STEPPS.

Social Currency: You want people to seem important when talking about your business. Give them a reason to brag to others about being part or knowing of your business.

Triggers: You want something relatable to your business that will make people think of you when they see it, hear it, or taste.

Emotion: If you want people to share something, they need to feel something first. Think about the emotions your customers experience when they use your product or service. 

Public: You want people to see others engaging with your business. If it's observed, it's automatically more wanted. How can you incorporate social proof into your marketing?

Practical Value: Your marketing needs to seem useful. For example, giving out a 20% off coupon can inspire people to share it with their friends.

Stories: It's not information that's shared, but rather stories. Your business or product needs to be able to be part of a narrative. 

Think about how you can incorporate these elements into your next marketing campaign.

Power of Habit by Charles Duhigg

Charles Duhigg introduces scientific discoveries in his book about why habits exist and how we can change them. A quick overview includes how habits are 40% of your life. 

They have three different parts: cue, routine, and reward. You can start changing your habits by fixing your routine. Additionally, willpower is a habit that can be learned, and it can change your life forever. As an entrepreneur, your habits can make or brak 

Changing one pattern – a keystone habit – can teach you how to change other habits, too. You can change this keystone habit by simply understanding how it works. 

Ready, Fire, Aim by Michael Masterson

Michael Masterson has a unique take about what goes into building a successful company. His book is a practical look of how the priorities of a business can change as it becomes larger. 

When creating a new business, you have four main priorities: identifying your target market, developing something to sell to that market, finding an optimum selling strategy, and finally, selling your product. 

As your business begins to grow, your role as the founder will change. While you're progressing through different ownership stages, your focus will change, too, so you can ensure your business can successfully handle the transition. 

Deep Work: Rules for a Focused Success in a Distracted World by Cal Newport

Cal Newport explains how to resist distractions and develop your focusing skills. Focus is sort of like a mental muscle – you need to train yourself and not push too hard when you're trying to increase your focus goals.

In this book, you can learn why deep work is so necessary to your success, how you can set up your work area to help minimize distractions, how to write efficient emails that will cut back on back-and-forth chains, and how to memorize a sequence of playing cards. 

Deep work is focused, uninterrupted, and undistracted work on a singular task that will push your abilities to the limit. If you need help with your discipline, then this is the book for you. 

Building a successful business is no easy task, the more you learn the better you become. 

Text Message Marketing: What Not to Do

Posted: 09 May 2019 06:00 AM PDT

Consumers are consistently surrounded by advertisements and traditional marketing techniques, and they've become adept at tuning them out to avoid cognitive overload. Emails are deleted unread, banner ads are banished with ad blockers, and video ads are skipped after five seconds.

Text messages, however, have an almost 100% click-through rate, because we are psychologically helpless against that little red dot. When done right, text message marketing (or SMS marketing) is one of the most effective marketing methods out there.

As with anything, though, there are plenty of ways for it to go wrong. Here are six things NOT to do in your next campaign.

1. Drone on

"One mistake we made early on was sending too long of messages," said Matt Schmidt, CEO of Diabetes365. "People don't want to read a novel on their cell phone. Keep the text message precise and brief."

Focus on a specific purpose for your text blasts, like scheduling or confirming appointments, offering discounts, or providing quick information, such as reminders on the time and place of an event.

You should also be mindful of your tone.

"Texting is inherently short and conversational," said Rachel Rosenthal, product manager at Lunar. "Don't copy and paste long emails into texts or send highly technical and dense information."

2. Use without permission

Under the Federal Communications Commission and Telephone Consumer Protection Act, businesses must obtain written (either by hand or electronically) permission from the customer authorizing them to send messages or face serious legal consequences.

"I have brought lawsuits on behalf of customers that have received repeated messages from telemarketers," said Richard Ernsberger, attorney at Behrend & Ernsberger. "The customers developed a negative view of the company that was providing the unsolicited [contact]."

There are various ways to get permission: You can have users text a keyword, provide their phone number or sign up through an email link. These all count as written permission, but you should make sure your audience knows what they are signing up for and how to get out if they want.

3. Give people no way out

Consumers like to have a choice, especially when it comes to how they're being marketed to. Text message marketing is a delicate line to walk, because receiving the text message can be jarring.

"Because you've made it clear you have access to a client's phone number, now you need to be polite and avoid sounding invasive," said Caio Bersot, content and social media strategist at EnergyRates. "Let them know right away what they can do if they no longer want to receive messages from you."

4. Offer one-way communications

These days, a personal connection to a brand goes a long way with consumers. They feel that their time and money is valued, and the company actively cares. If you can devote the time and energy, consider making your text messaging a two-way communication with your customers, allowing it to serve as a feedback channel.

"By text enabling your business, you are committing to a platform of communication that delivers near-instant gratification," a blog post by SimpleTexting says. It goes on to say that if you do choose to allow back-and-forth messaging, you don't need to overcompensate and schedule employees for round-the-clock shifts, but you do need to commit to responding to all messages in a timely manner.

5. Send messages constantly

Text messaging is all about the timing. People tend to take more notice of a text message than an email, so they will notice if you send messages too frequently.

"When we first tried text message marketing, we were sending out weekly texts, and people were getting fed up with it," said Sean Pour, co-founder of SellMax. "People told us it was just excessive, and it made them not want to do business with us, so we cut back drastically."

6. Be purposeless

Traditional forms of marketing don't necessarily need one specific purpose or goal beyond brand awareness, but text message marketing absolutely does. You're sending a text straight to a person and most likely interrupting something they're doing, so you should have a good reason for doing so.

"We've seen the best results when using it as a form of follow-up," said Pour. "We just use it to remind people that they wanted to sell their car, and we're still here to help them."

7. Be disrespectful

Because text messages are a direct line to your customer, they can feel more private and personal than regular forms of advertising. Respect this – do not abuse your privileges and be mindful of your messaging practices.

Zach Hendrix, co-founder of GreenPal, said that text message marketing has become the lifeblood of his business, but that success didn't come without some blunders.

"We were sending text messages in the early morning hours on the East Coast, while it was actually the middle of the night on the West Coast," he said. "As soon as we sent them, we started getting irate emails from our users on the West Coast because [it was] 3 and 4 o'clock in the morning their time."

Hendrix said it took a lot of work to adjust the GreenPal promotions to be layered in according to time zone, but it was worth it in the end.

"Text message marketing sounds like a simple thing to pull off," he said. "But you can't really just fire and forget like email. You have to think it through."

How to Resolve the Office Temperature Debate

Posted: 09 May 2019 05:00 AM PDT

  • Consult an HVAC professional to see what can be done in your workplace to ease the tension.
  • Regularly check in with your workers and managers to get a consensus.
  • Keep fans, blankets and sweaters at your desk.
  • Find a new place in the office where you can work.

The conversation around the temperature in the office can echo Goldilocks and the Three Bears – some like it hot, some like it cold, and some are just never satisfied. It is impossible to please everyone, but most – employers and employees alike – agree that a concerted effort to accommodate as many people as possible goes a long way.

"When there is a debate around temperature, the solution should be to reach a happy, reasonable medium," said Vicki Salemi, career expert at Monster. "It's important to address the issue with employees so they know you're listening to them."

Extreme office temperatures can lead employees to extreme measures in response. For example, Lauren Crain's office is so cold, she was given a Snuggie when she first started working for Health Labs. She also keeps a small heater at her desk to keep her fingers warm and to keep her toes "from getting frostbite."

The temperature in Lauren's office in Texas is controlled by the business manager, who lives in California. Lauren finds her office to be freezing but doesn't mind bundling up.

On the other side of the country, Chris Vancheri, vice president of Coyne PR has a fan blasting from the minute he walks into his New Jersey office until the minute he leaves.

"I change the [thermostat] buttons the minute I walk into a room," he said. "I'm that guy."

According to a 2018 Career Builder Survey, nearly half of 1,012 full-time, private-sector American workers say their office is either too hot or too cold.

Whether your office has the climate of a rainforest or an icy tundra, it's undeniable that an uncomfortable office temperature has a significant impact on productivity and workplace comfort.

Temperature's effect on productivity

As we move more and more toward living in a world driven by distraction, businesses are growing concerned about the potential effects of distraction on their employees' productivity and what that means for revenue.

Temperature plays a big role in whether employees are comfortable, focused and productive, but it walks a fine line.

Many believe in the focusing powers of a chilly office, most notably Mark Zuckerberg, who keeps his thermostat at a numbing 59 degrees Fahrenheit, but Salemi says it's more about comfort than anything else.

"When you feel comfortable in your workplace, you can focus on the work itself and not being too cold or too hot," she said.

Sean Pour, co-founder of SellMax, also skews toward the cooler side, but not out of a desire to eke out more focus from his team. "We keep the office slightly cold (69 degrees F) because it appeases most people, and you can put on an extra layer to help keep you comfortable."

What should the temperature be?

The U.S. Occupational Safety and Health Administration (OSHA) doesn't mandate employers to maintain specific temperatures in the workplace, but it recommends that employers keep the thermostat between 68 and 76 degrees F.

The ideal temperature for the "typical" office is around 71.6 degrees F, according to the Helsinki University of Technology Laboratory for Heating, Ventilating and Air-conditioning.

But, of course, individual preferences vary, and it's difficult to please everyone, especially when you have difficult buildings or office layouts to contend with, like Mansi Laus Deo's workplace, which has a section of sun-facing desks and a section in an open hall. "There was a lot of squabbling over what the right temperature is for everyone," she said. "It definitely did lead to some people feeling talked down."

To make sure your office is at an equal temperature, consider consulting an HVAC professional to see what can be done in your workplace.

Marla Mock, vice president of operations at Aire Serv, recommended looking into zoning, where multiple thermostats are used to control temperatures in different parts of the building. "Different areas of your office have different heating and cooling needs," she said. "The copy room with its heat-generating machines needs more air conditioning than offices that never receive any direct sun."

Is office temperature a sexism issue?

In general, research has shown that women feel colder than men do at the same air temperature. One study from Eindhoven University of Technology found that men prefer rooms at 72 degrees F, while women prefer 77 F. Body size and fat-to-muscle ratios are largely to blame.

Quartz's Gwynn Guilford explained, "The discrepancy dates back to the 1960s and '70s, when scientists and regulators set workplace indoor climate standards based on the metabolic rate of a 40-year-old man weighing 70 kilograms (154 pounds)."

Many professionals do not view office temperature as a sexism issue but recognize the different realities for men and women concerning body temperature and clothing options.

"Gender norms do play in," said Sarah Anderson, digital content and SEO specialist at boldSOCKS. "Normal women's work attire lends itself to being a little cooler in the summer, making air conditioning necessary for men and a problem for women."

It is important to regularly check in with your workers and follow the wishes of the majority, with allowances for individual modifications as needed. "Our office is set to 73 degrees," said Jared Weitz, CEO and founder of United Capital Source. "We encourage people to bring in sweaters or jackets if needed, and desktop fans are allowed."

The reality of the debate

Despite research and recommendations from OSHA, many offices determine their own optimal office atmosphere. For instance, Matthew Briggs, CEO of Briggs Acquisitions, said his office is intentionally kept at 65 degrees F to increase employee productivity and concentration.

"We give away company-branded sweater vests as a resolve if people are cold," he said. "I can attest we aren't the only finance-based company who follows this policy."

Whitney Meers of Concrete Blonde Consulting has given up her fight and works from home for the summer. "I've tried dressing for winter weather and wearing jeans and a sweatshirt despite the 90-degree heat outside … I just can't seem to get warm," she said.

How to win

Most workers unhappy with the temperature in their office buildings recognize that there are individuals who feel the opposite way in the same space. Samantha Lambert, director of Human Resources at Blue Fountain Media, says her office is split 50/50 between workers who are always cold and others who complain they are constantly sweating.

She said HR does its best to keep everyone happy. "Keep a work sweater or blanket and a desk fan at your workstation at all times," Lambert recommended.

Vancheri turns down the thermostat to fit his personal preferences. When he has meetings, his colleagues bring blankets, sweaters and jackets. He thinks 95 percent of his office doesn't enjoy the cold the way he does, but they adjust.

Crain, on the other hand, is glad her office doesn't control the temperature, as she thinks it would result in daily disagreements. Her strategy is bundling up with sweaters while her colleagues use personal fans sitting 6 feet away.

Whether the debate is presented as men versus women or cold-natured versus warm-natured, there's no one who can fight this battle for you. If you're uncomfortable, talk your managers, find a new part of the office where you can work, crack a window or bring a sweater to work.

Ultimately, it's unlikely you have the individual power to tamper with the workplace thermostat. You win the temperature wars by determining your productivity preferences and planning accordingly to fit your office climate.

Additional reporting by Carlyann Edwards. Some source interviews were conducted for a previous version of this article.

How to Identify, Address and Dissolve a Bad Partnership

Posted: 09 May 2019 05:00 AM PDT

Risking it all to start a new business is a daunting, sometimes lonely prospect. Entrepreneurs both new and experienced might seek out a business partner to provide security and assistance. However, when you get more than one person working on a new idea, it can be difficult to balance differences in personality, vision and leadership style. Like any other type of relationship, a business partnership is not always built to last.

Whether you're eager to begin a new partnership or looking to end one, read on for helpful tips to navigate all the stages of these complex relationships.

Before you begin a partnership

The desire to have a go-to partner to revel in your business's triumphs and grievances is natural. This honeymoon stage can fade quickly, however, especially if you do not sit down with your partner(s) to hammer out a partnership agreement. David Gage, a psychologist by training who founded business mediation firm BMC Associates, notes that the questions involved in partnership agreements do not tend to bother people until they start making money, which is when matters get complicated.

Determining who gets what cut of the profits and how many hours each person is expected to work might feel awkward, but these conversations will save you and your partner time and money down the road. Gage recommends diving into a partnership's "DNA: discussions, negotiations and agreements."

This process should go into the details, both business-related and interpersonal, that will affect your business. "You know that Godfather quote, 'It isn't personal, it's just business'?" Gage said. "I don't buy it. Different personalities, values, expectations – all of these are components that can break your business."

Gage provides a metaphor of two cars heading to the same unfamiliar location. One car has one person, the other has two. With teamwork and open communication, the car with two people will likely arrive before the car with one person navigating the journey alone. However, if the two people in the second car do not communicate or address conflict, they will fall far behind the one-person car, if they make it to their destination at all.

Signs of a bad business partnership

When balancing more than one personality and vision in a business partnership, communication is key.

"If one partner feels things are unfair, they stop communicating," Gage said. "Communication is the first casualty of a partnership gone or going bad." The implications of this can go deep into the business, with operations affected and employees taking sides. This affects retention, and "the best employees are usually the first ones to leave," Gage said.

As in any relationship, there comes a point where the involved parties need to sit down to determine whether their partnership is worth salvaging. At this stage, it is important to bring in a neutral third party to help revisit your partnership agreement. Gage discourages partners from having this person be their accountant, lawyer or any other person with some investment in the business.

Dissolving a partnership

"Partner dissolutions are a lot like divorces in that they're notorious for becoming adversarial," Gage said. Jumping into litigation can cost hundreds of thousands of dollars and hurt a lot of people in the process. "A mediation has the advantage of being private and collaborative, even at the end."

If you decide to dissolve your partnership, a third-party mediator will help partners come together to collaborate one last time. Ultimately, this can save your business and protect your employees.

When you're in a murky partnership, remember the two-car metaphor. Well-nurtured teamwork will aid your business journey while providing empathy you won't find elsewhere. But without proper care, you'll hit speed bumps and roadblocks, and potentially a dead end. With the right tools and agreements, you'll find you can make your business partnership seamless, even enjoyable.
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