Executives taking time off is a win-win
Question: As a software company president, I haven’t taken a vacation in eight years. Every time I plan a vacation, something happens and I have to cancel. My wife and kids complain they never see me. Any advice?
Answer: Your situation isn’t unusual: Most small-business owners feel they can’t leave the company. However, it is important for health reasons -- physical and mental -- to take regular time off.
“When you return, you will see things much clearer and will have renewed energy to tackle the fast-paced environment that is so [prevalent] in the technology industry,” said Ken Keller, a leader of peer groups for Renaissance Executive Forums. “Finding personal time for yourself and your family should be one of the many benefits of being the chief executive of a growing business.”
Before you’ll feel comfortable taking extended time away from your company, you need to hire a senior management team and train its members to take over your duties. Make sure you give them clear expectations for what to do in your absence, Keller recommended, and the authority to make decisions without you.
To carve out more family time, set a quitting hour for yourself and stick to it every day, Keller advised: “Let everyone know the hours you’ll be working; tell them you’re working on spending more time at the gym, with the family, at a hobby and so on. You’ll be surprised at how much easier it is to leave when you have that support.”
Write down personal appointments, such as your children’s concerts and athletics, on your business calendar and take those appointments just as seriously as you do your business dates.
It also helps if you set personal goals and find hobbies that motivate you, Keller said. “Some chief executives get such a rush from work that their personal time just doesn’t have the same pizazz,” he said.
Along with improving your health and your family’s happiness, taking more time for yourself can also benefit your company’s bottom line, Keller said. “Company presidents and CEOs who live a balanced life have employees who do the same. And employees who live a balanced life don’t change jobs as frequently. Without costly turnover, the company becomes more profitable,” he said.
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Avoid cold calling
and get better results
Q: How can I get in touch with the decision makers who can authorize purchases of my new company’s products? I have gatekeepers closing the door on me before I can get my foot inside.
A: Many entrepreneurs share your complaint. It can be tough to get through layers of executive assistants or complex voicemail systems. You’ll be more successful if you quit knocking on doors and instead get personal introductions, advised Joanne Black, a sales consultant based in Northern California and author of “No More Cold Calling.”
“Gatekeepers become invisible once you have a referral to the senior executive you want to meet with,” she said. “Cold calling is a total waste of time: You’ll get about a 3% return and you won’t have the same conversations you’ll have if you go in with a referral.”
Work your business contacts until you find someone who can help you get that foot in the door. “Keep asking long enough and you’ll be very surprised who your colleagues, neighbors, friends and relatives know. You may get a name of someone in the wrong department, but talk to that person and ask them to refer you to the right person. You may have to talk to two or three people, but you’ll be amazed how the doors open,” Black said.
Sell your referral person on your products, then ask him or her to alert the decision maker that you’ll be calling. “You’ll start out on a totally different level from your competition because you’ll have the advantage of instant credibility and trust,” Black said.
Got a question about running or starting a small enterprise? E-mail it to karen.e.klein@ latimes.com or mail it to In Box, Los Angeles Times, 202 W. 1st St., Los Angeles, CA 90012.
