Loss of Purpose


If your organization is ploughing on regardless of an agreed direction, beware. It is amazing how many organizations are unable to articulate what their core purpose is with any crispness and in a way that differentiates them from their competition. When you come across an organization that can, the difference is amazing.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.

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Just About Money


Strictly defined, money is anything generally accepted in exchange for goods and services. To be used as a medium of exchange, money must be acceptable, divisible, portable, stable in value, durable, and difficult to counterfeit.

Acceptability: To be effective, money must be readily acceptable for the purchase of goods and services and for the settlement of debts. Acceptability is probably the most important characteristic of money: If people do not trust the value of money, businesses will not accept it as a payment for goods and services, and consumers will have to find some other means of paying for their purchases.

Divisibility: Given the widespread use of quarters, dimes, nickels, and pennies in the United States, it is no surprise that the principle of divisibility is an important one. With barter, the lack of divisibility often makes otherwise preferable trades impossible, as would be an attempt to trade a steer for a loaf of bread. For money to serve effectively as a measure of value, all items must be valued in terms of comparable units—dimes, for a piece of bubble gum, quarters for laundry machines, and dollars (or dollars and coins) for everything else.

Portability: Clearly, for money to function as a medium of exchange, it must be easily moved from one location to the next. Large colored rocks could be used as money, but you couldn’t carry them around in your wallet. Paper currency and metal coins, on the other hand, are capable of transferring vast purchasing power into small, easily carried bundles.

Stability: Money must be stable and maintain its declared face value. The principle of stability allows people who wish to postpone purchases and save their money to do so without fear that it will decline in value. Money declines its value during periods of inflation, when economic conditions cause prices to rise. Thus, the same amount of money buys fewer and fewer goods and services.

Durability: Money must be durable. The crisp new dollar bills you trade at the music store for the hottest new CD will make their way all around town for about 18 months before being replaced. Were the value of an old, faded bill to fall to line with the deterioration of its appearance, the principles of stability and universal acceptability would fail. Although metal coins, due to their much longer useful life, would appear to be an ideal form of money, paper currency is far more portable than metal because of its light weight. Today, coins are used primarily to provide divisibility.

Difficulty to Counterfeit: To remain stable and enjoy universal acceptance, it almost goes without saying that money must be very difficult to counterfeit—that is, to duplicate illegally. Every country takes steps to make counterfeiting difficult. Most use multicolored money, and many use specially watermarked papers that are virtually impossible to duplicate.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.

Canvassing: Most Inexpensive Marketing


Canvassing can be the most inexpensive marketing method of all. In fact, it can be free, except for the time you devote to it. And if you’re just starting out, time is something you have a great deal of in your inventory. After all, canvassing is merely asking prospective customers for business. During a canvass, which the dictionary defines as “a soliciting of sales,” you should engage in three separate steps.

The first step, called the contact, is when you first meet your prospect. That first impression counts like crazy. So make your contact friendly, upbeat, customer-oriented, honest, and warm. Try to establish a relationship. You need not talk about business if you don’t want to. You can talk about matters personal, about the weather, about a current event—probably about your prospective customer

The second step of canvass is called the presentation. It usually takes longer than the other steps, yet it need take no longer than one minute. During the presentation, you outline the features of your offering and the benefits to be gained from buying from you. Some pro-canvassers say, “The more you tell, the more you sell.” If it is a home security system, your presentation might take fifteen minutes. If it is an offer to wash your prospect’s car, the presentation might take one minute or less.

The third step of a canvass is the most important part. It’s called the close, and it is that magical moment when you complete the sale. That happens when your prospect says, “Yes” or signs on the dotted line or reaches for his or her wallet or merely nods affirmatively. If you are a poor closer, it doesn’t really matter how good you are at the contact and the presentation. You’ve got to be a good closer to make canvassing work at all.

Before there were any other methods of marketing, canvassing existed. In fact, the very first sale in history probably occurred when one caveman asked another, “When to trade me an animal skin for this fruit I picked?” no advertising was necessary. No marketing plan, either. Life has become far better since then. But far more complicated, too.

If you think that canvassing is like door-to-door selling, you’re right only if you want to do it that way. You can canvass by going from door to door. You can do it in residential neighborhoods, and you can do it in commercial neighborhoods. Or, you can presell your canvass by first calling or writing the people you intend to canvass. You have a choice of telling them you’ll be coming around so that they’ll expect you sometime, or actually setting up an appointment. When that happens, it’s more like making a sales presentation than canvassing. For most, canvassing is something done with little or no advance warning. Sure, it helps if you advertise so that the prospective customers have heard of you when you come calling. But you don’t have to advertise. If you make a good contact, a crisp presentation, and a dynastic close, and if you are offering a good value, canvassing may be the only marketing tool you ever need.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, Line of Sight