Have there been times when you have looked at other businesses and they look far more appealing than your current business?
“I just don’t have time!” Yes, we have all heard it and I am sure we have all said it.
Being a business owner is exciting. You have the opportunity to make your own decisions and secure your future whilst doing what you love. However, if you are not careful you can end up becoming someone’s puppet.
Most business owners I meet want to increase sales, which makes sense, because without sales you have no business.
As a business owner one of your most precious resources is your time. Most business owners that I meet almost always have a challenge with time. It is also surprising how much time people waste time and the scary thing is that it is generally the people that have the least amount of time, waste it the most.
As customers become more and more aware of what is available out there and have more options to choose where they spend their money it has become increasingly important to be able to differentiate your business from others and become the business of choice.
It can be easy to confuse quality over quantity. Just because there is more does not necessarily mean it’s better.
Many people get into business because they are great at doing the work of the business. For example, a great electrician starts an electrical contracting business, a great plumber – a plumbing business and so on.
Setting clear expectations with your clients, your team, your contractors and your suppliers is so important.
Having a USP (Unique Selling Proposition) is a great way of differentiating yourself from your competitors.
When you know what your ideal clients top 5 concerns are, you can start to address these in your marketing messages, making it so much easier to close the deal.
Frequently I hear people say, we are the best in the industry, we provide the best value, but we keep on getting beaten on price when we are asked to quote.
Have you ever shared some information or an insight with someone only to have them respond with…? I already knew that?
This was the question someone asked me. And to be honest I have never sat down and worked it out. So, let me share with you what planning I do and how much time I INVEST in it.
No! I am not talking about little pills or even certain herbs, I am talking about how you can design your life so that you can be happier more often.
We all have certain things that make us happy.
Growing up I used to love horse riding. When I was seven, I asked my parents if I could have my own pony. My dad said he would pay half but I had to pay the other half. Well with my first failed venture of selling fleas I had to find another way to earn some money.
When I was seven, my best friend Richard had a border collie called Rocky. We discovered that Rocky had fleas and we also discovered that our parents did not know the difference between fleas or headlice.
This created a massive opportunity for us.
That’s a pretty bold statement, but it’s true.
We have all experienced the awkward silence when we have followed up with a prospective client and we can’t get hold of them. They are not responding to our beautifully crafted e-mails asking for feedback and our polite phone messages we leave.
People are often reluctant to “follow up” with a prospective client after a meeting or after sending through a quote or proposal.
The easiest way to do this is to phone and just ask for some “feedback” or you can do what we did with this company.
At the end of each day, reflect on what you have achieved.
Three great questions to ask yourself at the end of the day are:
We have all heard of the saying, “if you want something done, give it to a busy person.”
Are you that busy person? Are you saying “yes” too often and not getting to the most important things that are going to make the biggest difference?
Growing up I remember my mother always saying to me “less haste, more speed”.
Set aside at least one session of between 60 to 90 minutes of uninterrupted time each day to just focus and work on one thing that will make the biggest difference.
Take a couple of minutes and write down absolutely everything you need to do. Everything. Get it out of your head.
Grade the list into A, B, C, D & E tasks.
When someone is under performing it can be very frustrating and it is always easy to blame that person. However, I have found that often when this is the case it’s because clear expectations haven’t been set and there is also a lack of feedback.
Yes, that was the exact words a business owner (let’s call him Bob) said to me at our first meeting. Considering that accountants are one of the most trusted advisors for business owners, this was a very serious accusation.
I was waiting to catch a flight from Sydney to Cairns and I must have been asked this question at least 5 times. I was standing between Gates 40 and 42, and Gate 41 was nowhere to be seen. Down the one side of the airport the Gates where all in numerical order except for Gate 41.
When you can clearly understand, and articulate someone’s problem with empathy you will gain their trust and be in a better position to influence and help them.
Often as business owners we are looking for ways to motivate and engage our team to perform better. However without thinking through an incentive properly you could be encouraging the wrong type of behaviour resulting in more damage being done than good.
I am sure you have had a client that you have been quite happy to lose or “set free” because they have been a PINTA client! (Pain IN The Arse)
You may be asking yourself, what does Sam mean? Let me explain, if we take the amount of money you spend on lead generation,
As a business owner the decisions you make will depend on what level your business is at.
Demonstrating your product or service can often be the quickest and easiest way to convert a person making an enquiry into a client.
Almost Every Business Is Sitting on A Goldmine BUT They Just Don’t Realise It.
How many times have you walked into a store and had someone ask you “can I help you?” The problem with this question is most people say “no” and we have lost the opportunity to help them buy from us!
A simple question but in all my years of coaching so many business owners really find this a difficult question to answer?
Most people view marketing as an expense and unfortunately for most businesses this is the case.
How many times do you get interrupted in a day?
Each time we get interrupted we lose anything between 2 to 10 minutes of time getting back to where we were?
Over the years we have come across many instances of fraud, however in the last couple of months there seems to have been an increase in good bookkeepers turning bad!
When asked this question, as tempting as it may be to answer with the price, your first response should be the magic question………………….” Just so I can help you best would it be Okay if I ask you a couple of questions?”
Would you like to know what I would do if you employed me as a sales person and said, “Sam we need to make more sales quick!”?
I often find that going back to basics helps put things in perspective.
When we know how much it costs us to open the doors of our business we can get clarity about how much we need to sell and deliver each and every day.
Many business owners make the mistake of not getting clear on who their ideal client is. They also often try and define their ideal client in very broad terms resulting in them wasting time and money when trying to find new clients.
Do you know which products or services are the most profitable? Many business owners don’t, and this can result in you being really busy and not making the money you deserve…
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I am what some would call a reluctant shopper, particularly when it comes to buying clothes. I am the kind of person that when I find a pair of jeans I like, I will buy three pairs, that way I don’t need to worry about buying jeans again for a long time.