The Rhinoceros is a majestic animal. Be it maybe ugly to some, but majestic no less. When Rhino wants to get somewhere nothing can stop it. A Rhino has a skin so thick that arrows cannot penetrate it. A Rhino will run over whatever is in his path to get to his goal.

I believe a Rhino is really and entrepreneur in disguise. When a Rhino has set a path nothing can deter him from its goal, tunnel vision of sorts. A Rhino doesn't absorb arrows shot at him, they just bounce off tough hide. The Rhino isn't rude just committed and single minded. A Rhino doesn't know how to be dishonest!

Remember games you played as a child? Were they games that mimicked what your life watched? My five sisters and I had a schoolhouse or hospital, depending on how we felt that day. We built it out of old beds that we dragged from a garbage dump about a mile from our house, (Parents weren't too happy with that) and we taught each other everything we knew which, happened to be what we had absorbed from our parents or teachers. Sadly none of those lessons were how to be successful at business because we did not see that in our parents. My father was a farm labor/share cropper and knew nothing about business either. My mother was busy having and raising children so she had no outside business sense. So as I grew I started watching people I admired and began to work at figuring out how to get where they were. I spent lots of years in that mode. I did not know how to ask any one of them to be my mentor… At play I learned about Rhino and fell in love with it as an example of life. As I grew older I truly learned Rhino lessons that taught me how to succeed!

A true Entrepreneur gets an idea then goes at it with tenacity and stick-to-it-ive-ness, and rightly so if he/she wishes to succeed, just as a Rhino after food or water. Something I've learned over years that puts me in same category, when an article pops into my head or an a ad that can't be forgotten I go for it and nothing or no one can stop me until it is in my computer, to my husbands chagrin. He thinks I'm a loner and maybe there is some validity there as I need space and time to put it all together in my head then into my trusty computer. Anyone who doesn't write or isn't an entrepreneur at heart cannot possible understand.

We are born with innate sense of entrepreneurial ship and a glow of desire sits in ALL of us as a child until world/family says, "You can't do that." Without realizing that we are being programmed to fail by our friends and family, most of us listen and believe. Have you chosen to listen to those that say, "You can." or those that say, "You can't"?

Are you an entrepreneur or striving to be an entrepreneur? Do you have this burning desire to succeed and don't know how to get there? Above all things there are some rules you must follow to get there and that is, hurt no one, be honest with all people but most of all be honest with yourself! Find right program/product/service that you can feel that Rhino passion for. But one of most important goals in that travel is to find a mentor who has been where you want to go that is willing to help you get where you want to be!

I'm sure it's my fault question came up so early. Always liking to be in control of a presentation and flow of a training session, I shouldn't have been so surprised. I had a feeling it was on everyone's mind. It's been on my mind. What I didn't anticipate was how fast challenges have been changing for small business people who sell.

The question I asked was: How has current state of economy and events of September 11 affected your business. The answer was unanimous and it came quickly: " Where are Customers? Its impossible to get a hold of anyone, its like they're hiding." was response. I've experienced it too. Where did customer go? After all planning is done and marketing started there comes a point where you actually have to start talking to your customers. Although getting a "hold' of a prospect on phone has always been a challenge, it's getting much more difficult in these uncertain times.

In past market was filled with enthusiasm, a new product or service often had a customer calling you. Businesses were hoping to gain any market advantage they could or at least keep up with pack. When times are good there is an emphasis on backend of sales process. Sales people are concerned with questions like, "How do I enroll and compel my customers to do business with me?" They tend to be interested in learning about qualifying, presentation tips and how to close deal.

In times of uncertainty and down markets emphasis switches to front end of sales process. They ask questions like, "My customers don't have time for me, they seem more preoccupied. How can I engage them?"

Caution: If you are thinking that there is a substitute for a sound sales process and smart work, you'll be disappointed: In times of FUD (Fear Uncertainty and Doubt), becoming skilled at engaging good customers is going to differentiate you from your competitors. The lively conversation following that question brought us to these conclusions. Here are some ideas that you can put to use immediately to engage good Customers.

What you sell has to have a strong value proposition for market you are targeting.