Ben Franklin’s Business Advice

Before he became the most famous Founding Father of the United States, Ben Franklin was a businessman. His career began at age 12, when he became an apprentice typesetter.

Franklin founded his own printing business at age 22, became the official printer for Pennsylvania at age 24, and was so successful that he retired at age 44.

Some call him the Founding Father of American business.

Franklin’s – 12 rules of management make it clear where modern business gurus have gained their inspiration:

 

1)      Finish better than your beginnings
2)      All education is self-education
3)      Seek first to manage yourself, then to manage others
4)      Influence is more important than victory
5)      Work hard and watch your costs
6)      Everybody wants to appear reasonable
7)      Create your own set of values to guide your actions
8)      Incentive is everything
9)      Create solutions for seemingly impossible problems
10)    Become a revolutionary for experimentation and change
11)     Sometimes it is better to do 1,001 small things right than one large thing right
12)    Deliberately cultivate your reputation and legacy

In “retirement,” Franklin founded the first subscription library in the colonies, the first fire department in Philadelphia, the American Philosophical Society, a school that became the University of Pennsylvania, the first insurance company, and the first hospital in Philadelphia.

He eventually became a statesman, and was the only Founding Father to sign the three most important documents in America’s young history: the Declaration of Independence, the Treaty of Paris, and the Constitution.

Despite his amazing influence and contributions to the American cause, Congress in 1788 denied him compensation for his service to the government. He died of pleurisy on April 17, 1790.

 

Bob’s Brilliant Marketing Tool

There were over 300 cars in Bob’s funeral procession – the sort of line you would expect for a dignitary or superstar, not a retired tool-and-die designer and small business owner from Detroit. The postman who delivered Bob’s business mail every day for twenty years wept openly. Bob was the only person on his route that greeted him by name, and always shared a smile, a joke, and a cup of coffee.

What made Bob and his business successful wasn’t his skill as a draftsman. He was talented and exact, but so were his competitors. It wasn’t his “convenient” location or the rates he charged – they were industry standard.

What made the difference was Bob. He had a way of letting you know you were important to him, whether you were his client, his neighbor, or his mailman. He didn’t have any 21st-century doodads – no iPod, Blackberry, cell phone, not even a brochure or website. He was so interested in the details of people’s lives – their kid’s names, family birthdays, hobbies, favorite restaurants – that everyone called him a friend. He was so precise and responsive his name was #1 on the “must call” list of all his business associates.

That’s marketing at its best.

There is no question that planning, research, and statistics hold a foundational place in a strong marketing program, but the most brilliant item in your marketing toolbox – the one that makes the most immediate and lasting impact and drives people to come back for more – is you, and what you put into your relationships.

Admit it – at least once in your life, you’ve chosen to buy from one person over another because you liked them and trusted them, not because of their slick brochure or cool TV commercials. And while we’re being honest, admit that for the most part, people who buy from you probably use the same criteria. The most brilliant item in your marketing toolbox cannot be outsourced for production, it can only be developed from within your own heart and mind.

It’s all an inside job.

So what would Bob say about marketing in these unusual times?

  • Be courageous. Be genuine, helpful and upbeat.
  • Share a smile, a joke and a cup of coffee with everyone you meet.
  • Encourage those who need a boost.
  • Give great applause to the smallest victories, and remember this truth: “The most effective marketing does not chase. It attracts.”

The Illinois Rain Forest

Drilling 200 feet below the earth’s surface in Vermillion County, Illinois, coal miners found the remains of a 15-square mile fossilized rain forest. Estimated by the National Geographic Society as about three hundred million years old, the fossilization occurred when an earthquake pulled the forest below sea level and buried it in mud.  Yes, that’s right – a prehistoric, dramatic and devastating earthquake in Illinois, of all places.

Reading the story in an old issue of the New York Times set me to thinking about the “ancient history” items in my home and office – the broken tools, ill-fitting clothes, and old business books stuffed and forgotten in closets and drawers…

…and how the world changes. Earthquakes bury a rain forest in mud, technology alters the way we grow our food, and lightning-fast changes in the social and economic climate change the world of marketing.

There will always be reason to keep a sturdy hammer or a little black dress close at hand, but the profitability of marketing efforts changes incrementally, like a shoreline altered by the tide, or dramatically, like a rain forest buried by an earthquake. Successful marketing requires frequent, careful review and strategic change.

What worked when things were moving fast may not work at all in a slow economy. What attracted a buyer last year may be worn out and cliché today.

A “geological survey” of your content files may unearth timeless treasures, or a pile of worn-out tools and fossilized processes. What’s working for you? What’s not working? What needs to be changed?

The hardest part is putting aside emotional attachment, having a clear vision of your goal and an awareness of your options, and heaving what no longer serves you. Perhaps what once was diamonds has turned to dust – or maybe what you thought was a depleted coalmine is actually a lush rain forest.

Will you sing “I’m proud to be a coal miner’s daughter” while you work?