SHBA – Where Business Works

Enjoying the day at SHBA’s 2011 Golf Outing.

THURSDAY, JUNE 28, 20122 0 1 2 G O L F O U T I N G

GLENWOODIE GOLF CLUB 19301 State Street, Glenwood, IL

HOLE-IN-ONE CONTEST – WIN $10,000!

REGISTRATION & BREAKFAST/LUNCH – 9 AM SHOTGUN START – 10:30 AM

ScholarshipGolf Classic

junE 2012

2 South Holland Business AssociationJune 2012

Hard work on the right things

Hope or Request. Which works better?

(Above column first appeared in Northwest Indiana Times Business Marketing Column 05/20/12.)

Larry Galler coaches and consults with high-performance executives, professionals, and small businesses since 1993. He is the writer of the long-running (every Sunday since November 2001) business column, “Front Lines with Larry Galler” Sign up for his free newsletter at http://www.larrygaller.com

Guest Columnist Larry Galler

Seth Godin Blog (5-15-12)http://sethgodin.typepad.com

It warms a marketer’s heart to hear a caller say, “you were referred to me by my friend.” Receiving a referral is heart-warming for two reasons: 1. You must have done a good job and impressed your client or they wouldn’t have referred you. That’s heartwarming! 2. You know it will be much easier to close a sale to this referred prospect, assuming you have what the caller needs, because the referral has given you excellent credibility so you have far less “trust-building” to do. But since we all know how valuable a referral is, it’s strange how very few people actively solicit them. Why? I think it is a “fear of rejection” issue so they don’t ask. Curious, I asked a few people in service businesses if they seek referrals and, if so, ask a follow-up question about what they actually do to solicit referrals. Most told me that they love receiving referrals but don’t actively solicit them. Their most successful tactic was to “do an exceptional job and hope the client tells someone.” While this works to some degree, it is very passive. A very small percentage of those people I asked are more active in soliciting referrals. The answer I got most frequently was: “I just tell my clients that I get most of my business by

being referred by people who feel they were exceptionally satisfied with my efforts. Then I give them a few business cards and brochures and ask them to hand my cards and brochures to their friends, neighbors, and family. I also keep in touch with my clients four times a year with post cards, emails, and newsletters. I always stress my appreciation for their referrals in these communications.” Some people offer “referral rewards” or commissions. One told me he donates a percentage of referred sales to a charity he actively supports in the name of the person who gave the referral so they receive a “thank you” from the charity. You can hope for referrals or overcome your reluctance to ask for them. Which do you think works better?

I don’t think winners beat the competition because they work harder. And it’s not even clear that they win because they have more creativity. The secret, I think, is in understanding what matters.

It’s not obvious, and it changes. It changes by culture, by buyer, by product and even by the day of the week. But those that manage to capture the imagination, make sales and grow are doing it by perfecting the things that matter and ignoring the rest.

Both parts are difficult, particularly when you are surrounded by people who insist on fretting about and working on the stuff that makes no difference at all.

T h i n kabouT iT!

February 2011 3The Intercom June 2012

BIZ BUILDERS SEMINAR

MANAGING SOCIAL MEDIA IN THE WORKPLACE

Chicago Southland Chamber920 West 175th Street, Suite 3

Homewood, IL 6043006/27/2012, 8:00AM

The Business Assistance Program would like to invite you to attend a Biz Builders Seminar, “Man-aging Social Media in the Workplace”. Presented by Kenneth A. Jenero, Holland & Knight LLP.

This program is Wednesday, June 27, 2012 at the Chicago Southland Chamber, 920 West 175th Street - Suite 3, Homewood, IL 60430 at 8:00 a.m. to 8:15 a.m. (Registration & Networking) 8:15 a.m. to 10:00 a.m. (Program).

For further information phone (708) 957-6950.

Breakfa s t wi th BCI Workshop Ser ie s

Thursday, June 21, 2012South Suburban College Main Campus

Heritage Room, 1st floor

Online Deals: Boost Your Business & Get Your Name OutFacilitator: Allen Babiarz

Workforce Development Projects Manager Does your business need a little boost in sales? Business owners and executives are always looking for the best bang for their buck, and online websites and discount sites are the current phenomenon going on in online shopping. In this workshop, learn how to make online deals by using discount coupon websites like Groupon and Living Social, while expanding your customer base and online visibility.

Thursday, July 19, 2012South Suburban College Main Campus

Heritage Room, 1st floor

Business Marketing in Today’s HaystackFacilitator: Kevin D. Domenick

Kevron Printing & Mailing, Do you ever feel like getting your business noticed is like finding that needle in a haystack? Promises of #1 internet rankings and sure fire marketing techniques are everywhere! The real answer to your successful marketing is: Marketing – a consistent and persistent process that requires planning, use of the appropriate mediums for your business and “branding” or consistency between your marketing efforts and measurable results. Bottom-line...we’ll show you how to get results from traditional marketing combined and interactive with your internet marketing and how to develop and maintain a consistent, persistent and results oriented campaign.

Tuesday, July 10, 2012University & College Center, Room 5320

Oak Forest, Illinois

10 Answer Keys to Building Powerful Strategic Business Alliances

Facilitator: Mary Erlain, President, Peak Development Strategies

Every day, business owners and executives attend networking events with the hopes of finding the perfect client or score the big sale. Often these types of events net nothing more than a drawer full of business cards. Building alliances is the secret to business success because it addresses the core of what matters. The book, 10 Answer Keys to Building Powerful Strategic Business Alliances, provides the answers to questions individuals have concerning the who, what, where, how and when to building powerful strategic business alliances. Join Author and Business Consultant Mary Erlain as she shares the insights, suggestions and secrets of this best-selling resource!

BUSINESS AFTER HOURS ADVOCATE SOUTH SUBURBAN

HOSPITAL

17800 S. Kedzie Ave. Hazel Crest, IL 60429

07/18/2012, 5:00PM

Please join Chicago Southland Chamber members and other business professionals from surrounding communities in a friendly networking atmosphere at Advocate South Suburban Hospital, named among the nation’s top 100 hospitals in 2012!

Appetizers & Libations will be served and you will have the opportunity to enjoy tours of the facility (including the new Pediatric Unit) and raffle drawings.

Members are encouraged to bring business cards, promotional items and materials to be placed on the shared display tables!

Call the Chamber for further information: 708-957-6950.

4 South Holland Business AssociationJune 2012

Photography byLarry BurrowsPhotography byLarry BurrowsPhone: 708.308.6583Email: Larry@Burrowsphotography.comWebsite: www.Burrowsphotography.com

Family events, Golf Outings, Special Events & More!

Phone: 708.308.6583Email: Larry@Burrowsphotography.comWebsite: www.Burrowsphotography.com

Family events, Golf Outings, Special Events & More!

Blueberry FieldPANCAKE HOUSE AND RESTAURANT

Your Hosts:Patte, Nikki &Christy Haras

Phone (708) 225-1982Fax (708) 225-1246

Mon-Sat 6:00 am - 3:00 pmSunday 8:00 am - 3:00 pm

558 E. 162nd St., So.Holland, IL 60473

708-895-1600 2045 East 170th St.

South Holland, IL 60473

www.seniorhousing.net/ad/ardencourtsholland

Alzheimer’s Assisted Living

Residential living for early to middle stages of Alzheimer’s disease and

related memory impairments.

We also offer short term respite stays.

T h u r s DAY, JuLY 2611:30 a.m. to 2:00 p.m.

VeTerAns PArk PAViLion 160th & south Park Ave.

PICNIC IN THE PARK

Members and friends enjoy Picnic in the Park 2011.

sAVe The DATe!

February 2011 5The Intercom June 2012

(708-596-0065)

ADVERTISE HERE

VAn DRunEn HEATInG & AIR COnDITIOnInG

(708) 339-6444

168th & Van Dam Road South Holland, IL 60473

FAX (708) 339-6450

58 W. 162nd Street, South Holland, IL 60473bci@southsuburbancollege.edu • 708/210-5763

Dr. Jasper J. Gulotta Dr. Gene Ossello

708/333-4444Optometry

833-835 E. 162nd St., South Holland

Since 1942

611 East 170th Street • South Holland, Illinois 60473708.339.6010 • Fax 708.339.6022

Email: linda@abbottprint.net

Phone: (708)215-0095 Fax: (708)913-4012

A local South Holland company serving the community with 20 years of plumbing experience.

Free estimates – 24 hr. emergency service.

Cheryl R. Kirkland, Agency Owner1034 E 162nd Street, South Holland, IL 60473 office: 708-893-0000 fax: 708-825-1686

cherylrkirkland@allstate.com

providencebank.com

IL – South Holland • Elmhurst • Frankfort • WheatonIN – Dyer • Munster • Schererville

Convenient Offices Serving You –

People Who Listen. Products That Deliver.

• Checking & Savings• Cash Management• Faith-Focused Banking• Remote Deposit Capture• Mobile & Online Banking

888-9-BELONG(888-923-5664)

42250 SHBA AD_Layout 1 5/17/12 4:58 PM Page 1

PRESORTED STANDARD

U.S. POSTAGE

PAIDSouth Holland, IL

Permit 214

P.O. Box 334South Holland, IL 60473

Attn: BUSINESS OWNER, or

A D v E R t I S E R I N D E x

SHBA members are encouraged to contribute articles to the IntercomIntercom News Deadline: 1st Week of the Month

Send news to: P.O. Box 334, South Holland, IL 60473 (info@shba.org)

S O U t H H O L L A N D B U S I N E S S A S S O C I A t I O N

For information on advertising call 596-0065

- ExECUtIvE COMMIttEE -Donald Grimwood (President) ........Trinity Environmental SystemsOkeycha Pettigrew (Vice-President) ...............EduFun Play CenterVanessa Bradley (Secretary) ............................ School District 151Leonard Boos (Treasurer) .................Illiana Financial Credit Union

Blevian Moore ... Executive Director

- BOARD OF DIRECtORS -Alexandra Glumac .....................Business & Career Institute, SSCFelicia Houston .......................... Ingalls Behavioral Health CenterMargaret Organ .............................................................WalgreensLarry Powell ............................................................Insurance Pros Ruth Ramirez ...................................................Ramirez Law OfficeBrian Tennis ................................South Suburban Memorials, Inc.Clyde Wells ................................................Haines-Craft InsuranceTim Woloszyn ....................................................MB Financial Bank

Michael Abbott... Immediate Past President

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• Abbott Printing• Allstate Insurance• Amaysing Home Inspection, Inc.• Arden Courts• Blueberry Field

• Burrows Photography• Business & Career Institute,

South Suburban College• CR Plumbing

• Eye Site• First National Bank• Illiana Financial• Jimmy John’s

• Lagestee-Mulder• Providence Bank• Roeda Signs• Sandrick Law Firm• VanDrunen Heating & A/C