As we wrap up 2010 this week let me encourage you to focus on 7 actions that you can take to make 2011 a great year.
1. Take responsibility. You are responsible for the direction of your business. The good, the bad, and the ugly, your business is what you have made it. The good news is that if you want it to be different in 2010, you have the power to do things differently, and thus get different results.
2. Face reality. Nobel Prize Winner Richard P. Feynman once said, "The first principle is that you must not fool yourself, and you are the easiest person to fool." Be honest with yourself about what's working and about what's not working in your business. Get clear on current reality.
3. Determine to overcome fear. Mark Twain said, "I am an old man and have known a great many troubles, but most of them never happened. Don't let negative talk or a slow economy overwhelm you with anxiety. Commit to live with courage, and then take action to move your business forward this year.
4. Budget, budget, budget. I like to set quarterly budgets in my business with realistic cash flow projections. Remember, cash is king! Cash is to your business what fuel is to your car. Learn to operate by a budget to make sure you control expenses and do not run out of cash.
5. Work on yourself. Develop yourself as a business leader. Get some training, plug into a proven coaching program (like The Growth Coach 2-year Strategic Mindset Program), read, and work on your time management accountable to someone for personal and professional growth! Remember, if nothing changes in you, very little will change in your business.
6. Create a to-do list for the first week in January. Take action right away to move your business forward in 2011. What will you do the week of January 4th?
7. Create a 2011 Business Growth Plan. Yogi Berra said, "If you don't know where you're going, any plan will do." However, if you take the time to get clear about your vision, and create a realistic, actionable plan, chances are that you will achieve your goals for 2011.
Congratulations on making it through the challenges of 2010. You now have a golden opportunity to make 2011 a prosperous and dynamic year. But it will probably not happen without the right mindset and a good plan. Let us help you succeed.
Wednesday, December 22, 2010
Monday, December 13, 2010
Can You Change?
I work with executives and business owners every week who are asking themselves the question, "Can I make the changes I need to make to lead my company to the next level?" Many of them are also asking the question, "Can I find a way to bring more balance and less stress into my life?"
These are very important questions that reside near the heart of almost every leader I talk to. I want to give you hope - you CAN change!
Studies show that when doctors tell their patients that they will die if they don't change their habits, only one in seven will be able to follow through successfully. Why is change so hard, even when faced with a life & death outcome?
The good news is that one in seven DO change! They discover the critical keys to making lasting change. Through coaching we help our clients not only discover but also implement those keys! I will be sharing these in subsequent blog posts so I invite you to subscribe to this feed (button upper right) and track with us. However, to get us started let me ask 2 questions for you to ponder as we begin this journey.
1. What is the one activity that you know if you did superbly well and consistently would have significant positive results in your personal life?
2. What is the one activity that you know if you did superbly well and consistently would have significant positive results in your professional or work life?
Let me encourage you to think about these 2 questions and get crystal clear on 1 or 2 specific changes that could significantly improve your situation. Focus on these so that they are etched in your mind.
These are very important questions that reside near the heart of almost every leader I talk to. I want to give you hope - you CAN change!
Studies show that when doctors tell their patients that they will die if they don't change their habits, only one in seven will be able to follow through successfully. Why is change so hard, even when faced with a life & death outcome?
The good news is that one in seven DO change! They discover the critical keys to making lasting change. Through coaching we help our clients not only discover but also implement those keys! I will be sharing these in subsequent blog posts so I invite you to subscribe to this feed (button upper right) and track with us. However, to get us started let me ask 2 questions for you to ponder as we begin this journey.
1. What is the one activity that you know if you did superbly well and consistently would have significant positive results in your personal life?
2. What is the one activity that you know if you did superbly well and consistently would have significant positive results in your professional or work life?
Let me encourage you to think about these 2 questions and get crystal clear on 1 or 2 specific changes that could significantly improve your situation. Focus on these so that they are etched in your mind.
Monday, November 29, 2010
Owner Dependency or System's Driven
Your business should be systems-dependent not owner-dependent! Too many business owners are prisoners to their business. The key to freedom and consistent performance is systems.
Start by having your employees document everything they do. If necessary, have someone from the outside observe what you do and write it down for you. But get it out of your head and on paper, and do it with enough detail that someone new coming in can easily identify and perform the tasks.
What one task did you do today that you could train someone else to do? How would handing that task off impact your business? If you document your systems well you can learn to trust your people and your systems. You can let go and enjoy life more!
My vision for my clients is that they will be able to sit back with joy and watch their business work. My definition of a success business is "an enterprise that is increasingly profitable, that consistently delivers on its promise (perfectly, everytime), and runs without you the owner." Take action now to systematize your business. A Growth Coach can help you achieve your goals!
Start by having your employees document everything they do. If necessary, have someone from the outside observe what you do and write it down for you. But get it out of your head and on paper, and do it with enough detail that someone new coming in can easily identify and perform the tasks.
What one task did you do today that you could train someone else to do? How would handing that task off impact your business? If you document your systems well you can learn to trust your people and your systems. You can let go and enjoy life more!
My vision for my clients is that they will be able to sit back with joy and watch their business work. My definition of a success business is "an enterprise that is increasingly profitable, that consistently delivers on its promise (perfectly, everytime), and runs without you the owner." Take action now to systematize your business. A Growth Coach can help you achieve your goals!
Monday, November 22, 2010
Commitment!!
Men and women of character say what they mean and do what they say. They make bold promises and keep them. Their lives are characterized by commitment!
The average person today doesn’t care much about keeping commitments if their commitments are not convenient. The value of his/her word has become so cheap that they break it almost every day. Average salespeople promise things they can’t deliver just to make a sale; average parents promise their children that they’ll tuck them in or take them to the park, yet feel no remorse when they fail to follow through. When average people are late for an appointment, they don’t consider their tardiness to be a broken commitment. I could go on.
Commitment is the basis for trust, which is the foundation of all relationships. Therefore, breaking it equates to destroying trust. People want to do business with others whom they know, like, and trust. So when a person doesn’t keep his promise, others don’t want to do business with him, much less engage in personal relationships with him.
I encourage my clients to make strong and clear promises to their customers. But we must stand behind our word, even in the small things. Commitment is doing what we say we’re going to do. Great businesses are built by people who make and fulfill great commitments.
The average person today doesn’t care much about keeping commitments if their commitments are not convenient. The value of his/her word has become so cheap that they break it almost every day. Average salespeople promise things they can’t deliver just to make a sale; average parents promise their children that they’ll tuck them in or take them to the park, yet feel no remorse when they fail to follow through. When average people are late for an appointment, they don’t consider their tardiness to be a broken commitment. I could go on.
Commitment is the basis for trust, which is the foundation of all relationships. Therefore, breaking it equates to destroying trust. People want to do business with others whom they know, like, and trust. So when a person doesn’t keep his promise, others don’t want to do business with him, much less engage in personal relationships with him.
I encourage my clients to make strong and clear promises to their customers. But we must stand behind our word, even in the small things. Commitment is doing what we say we’re going to do. Great businesses are built by people who make and fulfill great commitments.
Wednesday, November 17, 2010
2 Fundamentals-Mindset and Behaviors
The marketplace today is vastly different than it was two years ago. In fact, it's different than it was just eight months ago. Some businesses are struggling while others are thriving - what makes the difference?
For most business owners and sales professionals it boils down to 2 things: Mindset and Behaviors!
When a shift occurs in the marketplace, confusion follows. Consumers are confused, investors are confused, and businesses are confused. This confusion leads to fear. The most important thing for entrepreneurs and leaders at this time is to focus on the fundamentals.
The first fundamental is mindset. Know that there is still business to be had! Know that there are new opportunities available now that were not available in the recent past. Know that growth comes from clarity, focus, and strategic action.
In what ways do you need to elevate your mindset? What kind of beliefs will lead you to success? What limiting beliefs are holding you back?
The Law of Belief says, “Whatever you believe, with conviction, becomes your reality.” Look at your situation. What does that say about your beliefs? The most powerful, but often most unconscious contributor to our success or failure is our mindset. Henry Ford summed it up well when he said “If you think you can do a thing or think you can’t do a thing, you’re right.”
Along with Belief is the Law of Concentration, which says, “Whatever you dwell upon, grows and expands in your life.” During uncertain economic times our mindset and beliefs will be the deal-breaker! Get rid of “head trash” and make sure your mind is set for success.
The second fundamental is behavior or habits. Brian Tracy said it well stating, “Successful people simply practice successful habits.” It really is that simple! Identify the behaviors that produce success, and practice them consistently. They will become successful habits.
While this is simple, it is not easy. We are often creatures of “unsuccessful” habits, and we typically avoid facing reality. In addition, in a shifting marketplace we discover that what worked yesterday often doesn’t work today. We must be ruthlessly honest with ourselves. We must identify those fundamental successful behaviors, and practice them relentlessly.
As we see shifts happening, go back to the fundamentals of mindset and behaviors. Consider hiring a business coach to help you gain clarity and focus. The right coach can help you turn a dismal trend into growth and success.
Let me know what you think. What has been your experience with annual business planning? Positive or negative? What have been the benefits? What has held you back? Let me know.
For most business owners and sales professionals it boils down to 2 things: Mindset and Behaviors!
When a shift occurs in the marketplace, confusion follows. Consumers are confused, investors are confused, and businesses are confused. This confusion leads to fear. The most important thing for entrepreneurs and leaders at this time is to focus on the fundamentals.
The first fundamental is mindset. Know that there is still business to be had! Know that there are new opportunities available now that were not available in the recent past. Know that growth comes from clarity, focus, and strategic action.
In what ways do you need to elevate your mindset? What kind of beliefs will lead you to success? What limiting beliefs are holding you back?
The Law of Belief says, “Whatever you believe, with conviction, becomes your reality.” Look at your situation. What does that say about your beliefs? The most powerful, but often most unconscious contributor to our success or failure is our mindset. Henry Ford summed it up well when he said “If you think you can do a thing or think you can’t do a thing, you’re right.”
Along with Belief is the Law of Concentration, which says, “Whatever you dwell upon, grows and expands in your life.” During uncertain economic times our mindset and beliefs will be the deal-breaker! Get rid of “head trash” and make sure your mind is set for success.
The second fundamental is behavior or habits. Brian Tracy said it well stating, “Successful people simply practice successful habits.” It really is that simple! Identify the behaviors that produce success, and practice them consistently. They will become successful habits.
While this is simple, it is not easy. We are often creatures of “unsuccessful” habits, and we typically avoid facing reality. In addition, in a shifting marketplace we discover that what worked yesterday often doesn’t work today. We must be ruthlessly honest with ourselves. We must identify those fundamental successful behaviors, and practice them relentlessly.
As we see shifts happening, go back to the fundamentals of mindset and behaviors. Consider hiring a business coach to help you gain clarity and focus. The right coach can help you turn a dismal trend into growth and success.
Let me know what you think. What has been your experience with annual business planning? Positive or negative? What have been the benefits? What has held you back? Let me know.
Monday, November 8, 2010
Planning for 2011
Almost every business owner I talk to will affirm the value and importance of an annual business plan. However, few really take the time to create one! Why do so many give lip service to planning but so few actually do it?
The primary reason is we lack the mindset of a Strategic Business Owner! We think more like an employee than an entrepreneur! As a result, working “in” the business makes more sense to us than working “on” the business.
Why spend 4-6 hours creating an annual business plan when we can be marketing, calling on customers, or doing the technical work of fulfillment? To move your business forward you MUST elevate your mindset! You must learn to think more like a CEO or you will never start behaving like a leader!
Another reason most business owners do not plan is they do not have a simple system to follow for creating an annual business plan! Some had to create a “Start Up” business plan and found it to be so difficult and time consuming that the thought of having to go through that pain again is totally de-motivating. Plus, many did not even look at it once they received their funding and got their business running.
Here’s a simple outline for an annual plan to grow your business: Start your plan NOW!!
1. First, review your mission, values, and vision. This is what I call the “High Level Component” in your plan. These do not change dramatically from year to year but they need to be reviewed, evaluated, and updated annually. Find a quiet place where you will not be interrupted and take no more than an hour for this activity.
2. Next, create a budget for the year. I call this the “Financial Component.” This may be difficult if you do not practice annual budget planning. You may want to enlist the help of your CPA or your business coach. Once you set your budget, enter it into your bookkeeping software (Quick Books does this very nicely.) By doing this you can look at your P/L Statement every week or every month and know exactly where you are in comparison to your budget & projections. Most small businesses can do this in a couple of hours.
3. Finally, create goals around your 7 key business processes. I call this the “Organizational Component.” These 7 key functions are leadership, management, marketing, sales, operations/fulfillment, customer service, and administration/back office. Most small businesses can do this in a couple of hours.
These are the 3 critical components of an annual business plan. I thoroughly enjoy helping business owners put together their plan. I love the focus it gives them and the sense of accomplishment they feel, knowing that they are on top of their game, truly tracking the performance of their company.
With this intentionality and planning they are typically able to improve and grow their business year to year. If you need help, please call (215-436-9443) or email me (S.Toeller@TheGrowthCoach.Com)!
The primary reason is we lack the mindset of a Strategic Business Owner! We think more like an employee than an entrepreneur! As a result, working “in” the business makes more sense to us than working “on” the business.
Why spend 4-6 hours creating an annual business plan when we can be marketing, calling on customers, or doing the technical work of fulfillment? To move your business forward you MUST elevate your mindset! You must learn to think more like a CEO or you will never start behaving like a leader!
Another reason most business owners do not plan is they do not have a simple system to follow for creating an annual business plan! Some had to create a “Start Up” business plan and found it to be so difficult and time consuming that the thought of having to go through that pain again is totally de-motivating. Plus, many did not even look at it once they received their funding and got their business running.
Here’s a simple outline for an annual plan to grow your business: Start your plan NOW!!
1. First, review your mission, values, and vision. This is what I call the “High Level Component” in your plan. These do not change dramatically from year to year but they need to be reviewed, evaluated, and updated annually. Find a quiet place where you will not be interrupted and take no more than an hour for this activity.
2. Next, create a budget for the year. I call this the “Financial Component.” This may be difficult if you do not practice annual budget planning. You may want to enlist the help of your CPA or your business coach. Once you set your budget, enter it into your bookkeeping software (Quick Books does this very nicely.) By doing this you can look at your P/L Statement every week or every month and know exactly where you are in comparison to your budget & projections. Most small businesses can do this in a couple of hours.
3. Finally, create goals around your 7 key business processes. I call this the “Organizational Component.” These 7 key functions are leadership, management, marketing, sales, operations/fulfillment, customer service, and administration/back office. Most small businesses can do this in a couple of hours.
These are the 3 critical components of an annual business plan. I thoroughly enjoy helping business owners put together their plan. I love the focus it gives them and the sense of accomplishment they feel, knowing that they are on top of their game, truly tracking the performance of their company.
With this intentionality and planning they are typically able to improve and grow their business year to year. If you need help, please call (215-436-9443) or email me (S.Toeller@TheGrowthCoach.Com)!
Friday, October 29, 2010
Beginning the Change Process: Both Personally and Professionally
As an executive and business coach, the people who typically contact me are professionals who want to make some type of change. Some of the common changes they are hoping for are:
• They are working long hours, working extremely hard, but not getting the results financially or personally that they want or deserve.
• They are not finding meaningful time to enjoy themselves or their families because they are prisoners to their businesses.
• They are disappointed that after several years of running their business, they are not further along than they are (e.g. they have not achieved the goals that they set out to achieve.)
• They cannot maintain the focus and/or discipline to achieve what they want to achieve with their business and/or personal life.
• They do not have efficient systems in their businesses - they are the system, and they want to change that.
• They feel stuck; they want to go to the next level but they don't know how.
• They are spending their best time and talents on an under-performing business that struggles to make ends meet instead of building a valuable asset that one day they could sell for a good return.
I want to tell you that CHANGE IS POSSIBLE! I see it all the time with my clients. However, for significant change to take place, we have to do some personal work! We have to work on ourselves as leaders and business owners.
The truth is that if YOU don't grow, your business will not grow! You are 100% responsible for where your business and life is today! You are not a victim of circumstances. You have the power to make changes. However, all of us come to a point in our personal development that we need people from the outside to help us grow. That's what a coach does for you.
The 2 critical dimensions to meaningful change are behaviors and mindset. We are where we are today because of our behaviors. We practice these behaviors habitually because of our mindset.
To begin the change process we need to take these action steps:
1. Decide what it is that you REALLY want to change.
2. Evaluate your behaviors - What are you doing or not doing that lead to the results that you are dissatisfied with?
3. What beliefs, assumptions, or internal commitments are driving the behaviors that are giving you the results you've been getting?
Please look honestly at yourself. Get a coach or trusted friend to process this with you. Make sure you have a clear picture of your current reality. Let yourself feel the impact of this reality. Once you do this, you will be well on your way to creating the life and business that you truly desire!
• They are working long hours, working extremely hard, but not getting the results financially or personally that they want or deserve.
• They are not finding meaningful time to enjoy themselves or their families because they are prisoners to their businesses.
• They are disappointed that after several years of running their business, they are not further along than they are (e.g. they have not achieved the goals that they set out to achieve.)
• They cannot maintain the focus and/or discipline to achieve what they want to achieve with their business and/or personal life.
• They do not have efficient systems in their businesses - they are the system, and they want to change that.
• They feel stuck; they want to go to the next level but they don't know how.
• They are spending their best time and talents on an under-performing business that struggles to make ends meet instead of building a valuable asset that one day they could sell for a good return.
I want to tell you that CHANGE IS POSSIBLE! I see it all the time with my clients. However, for significant change to take place, we have to do some personal work! We have to work on ourselves as leaders and business owners.
The truth is that if YOU don't grow, your business will not grow! You are 100% responsible for where your business and life is today! You are not a victim of circumstances. You have the power to make changes. However, all of us come to a point in our personal development that we need people from the outside to help us grow. That's what a coach does for you.
The 2 critical dimensions to meaningful change are behaviors and mindset. We are where we are today because of our behaviors. We practice these behaviors habitually because of our mindset.
To begin the change process we need to take these action steps:
1. Decide what it is that you REALLY want to change.
2. Evaluate your behaviors - What are you doing or not doing that lead to the results that you are dissatisfied with?
3. What beliefs, assumptions, or internal commitments are driving the behaviors that are giving you the results you've been getting?
Please look honestly at yourself. Get a coach or trusted friend to process this with you. Make sure you have a clear picture of your current reality. Let yourself feel the impact of this reality. Once you do this, you will be well on your way to creating the life and business that you truly desire!
Wednesday, September 29, 2010
Do I Have a Job or a Business?
When you start a business it is fairly normal to have to do a little bit of everything. New business owners find themselves turning on the lights, taking out the garbage, putting paper in the copier, getting keys made, turning off the lights, calling the repair man, answering the phone, taking orders, filling orders, running errands, etc., etc., etc. Usually you're the only one to do these things.
However, while it is normal and usually necessary to begin this way, it is extremely unwise to continue this way. In fact, if you continue in that mode, you eventually hurt your own productivity, you hurt your relationships, and you hinder your business from growing.
What if you get sick? What if you want to take a day off? What if your family wants to spend a few days with your undivided attention and affection? What if you want to take a vacation? What if you want to read a book, go to the lake, work in the garden, do something other than go to work?
If your business depends on you, you don't own a business - you just have a job. And as many have said, it's the worst job in the world because you're working for a lunatic! The purpose of going into business is to get free of a job so you can create jobs for other people.
In our coaching process we help you learn to work more "ON" your business and less "IN" your business. My definition of a successful business is this: "It is a profitable enterprise that consistently delivers on its promise, and it runs without you." Let me encourage you to create more than a job - create a business that you can be proud of, that makes money without your constant effort, and that one day you can sell for a fortune. Let us help you!
However, while it is normal and usually necessary to begin this way, it is extremely unwise to continue this way. In fact, if you continue in that mode, you eventually hurt your own productivity, you hurt your relationships, and you hinder your business from growing.
What if you get sick? What if you want to take a day off? What if your family wants to spend a few days with your undivided attention and affection? What if you want to take a vacation? What if you want to read a book, go to the lake, work in the garden, do something other than go to work?
If your business depends on you, you don't own a business - you just have a job. And as many have said, it's the worst job in the world because you're working for a lunatic! The purpose of going into business is to get free of a job so you can create jobs for other people.
In our coaching process we help you learn to work more "ON" your business and less "IN" your business. My definition of a successful business is this: "It is a profitable enterprise that consistently delivers on its promise, and it runs without you." Let me encourage you to create more than a job - create a business that you can be proud of, that makes money without your constant effort, and that one day you can sell for a fortune. Let us help you!
Tuesday, September 21, 2010
Prioritization: The Key to Success and Life Balance
There are two things that are most difficult to get people to do: To think & to get people to do things in order of importance. - John Maxwell
More than ever before in history people are over-loaded with information, to-do's, opportunities to consider, problems to solve, and relationships to manage (just to name a few.) In order to succeed we must develop 3 critical skills.
1. We must learn to set daily and weekly priorities. Every day is a challenge, so we need to start our day with clarity on what's most important for that day. The same is true for every week. However, this must not be decided in a vacuum. Each day and week we should review the bigger picture (e.g. your 90-day strategic plan and your 1-3 year vision.) With the bigger picture and longer perspective in mind, we can set daily & weekly priorities that will move us toward the life, business, and goals that we truly desire.
2. We must learn to delegate everything possible. I hear my clients say "Nobody can do it right" or "My staff is just too busy." Let me be blunt: These are terrible excuses for not delegating! If someone can do something 80% as well as you can, delegate it! They'll most likely improve if given the opportunity. If you do not have team members who can do the things you do at least 80% as well, your priority needs to be either training or replacing staff! "But they already have too much to do" you might say. The truth is, our time will always fill up with stuff. Chances are they will never have time. So delegate things that are important to you, and help them to prioritize. If you don't, they will be constantly busy doing things that are not the priority!
3. Say "No" to the obvious low-value, low priority stuff. I call this "clutter." You and I are attacked by clutter daily. If you don't have the ability to evaluate the obvious clutter quickly, and then say "No", you will not accomplish the most important things. If the clutter is not obvious to you, take a few minutes every week and make a list of the low-value, low-priority activities you engaged in the previous week. Consciously start saying "No" to those things. Also, start setting your priorities and watch what does NOT get done by the end of the day. These are clues to the clutter as well. If you prioritize and you get to the end of the day, you've eliminated the clutter, and there are still mission critical priorities on your list that aren't getting done, most likely then you have a delegation problem. Go back to step 2.
One final thought, many people tell me "Everything is a priority." That's just not true! If everything is a priority, then nothing is a priority. That's just an excuse for not having the skill or will to set priorities.
This may be one of the most difficult challenges you face on a daily basis. Train yourself and discipline yourself to prioritize. If you need help, get a coach or an accountability partner. But DO IT! Prioritization is the key to your success and happiness!
More than ever before in history people are over-loaded with information, to-do's, opportunities to consider, problems to solve, and relationships to manage (just to name a few.) In order to succeed we must develop 3 critical skills.
1. We must learn to set daily and weekly priorities. Every day is a challenge, so we need to start our day with clarity on what's most important for that day. The same is true for every week. However, this must not be decided in a vacuum. Each day and week we should review the bigger picture (e.g. your 90-day strategic plan and your 1-3 year vision.) With the bigger picture and longer perspective in mind, we can set daily & weekly priorities that will move us toward the life, business, and goals that we truly desire.
2. We must learn to delegate everything possible. I hear my clients say "Nobody can do it right" or "My staff is just too busy." Let me be blunt: These are terrible excuses for not delegating! If someone can do something 80% as well as you can, delegate it! They'll most likely improve if given the opportunity. If you do not have team members who can do the things you do at least 80% as well, your priority needs to be either training or replacing staff! "But they already have too much to do" you might say. The truth is, our time will always fill up with stuff. Chances are they will never have time. So delegate things that are important to you, and help them to prioritize. If you don't, they will be constantly busy doing things that are not the priority!
3. Say "No" to the obvious low-value, low priority stuff. I call this "clutter." You and I are attacked by clutter daily. If you don't have the ability to evaluate the obvious clutter quickly, and then say "No", you will not accomplish the most important things. If the clutter is not obvious to you, take a few minutes every week and make a list of the low-value, low-priority activities you engaged in the previous week. Consciously start saying "No" to those things. Also, start setting your priorities and watch what does NOT get done by the end of the day. These are clues to the clutter as well. If you prioritize and you get to the end of the day, you've eliminated the clutter, and there are still mission critical priorities on your list that aren't getting done, most likely then you have a delegation problem. Go back to step 2.
One final thought, many people tell me "Everything is a priority." That's just not true! If everything is a priority, then nothing is a priority. That's just an excuse for not having the skill or will to set priorities.
This may be one of the most difficult challenges you face on a daily basis. Train yourself and discipline yourself to prioritize. If you need help, get a coach or an accountability partner. But DO IT! Prioritization is the key to your success and happiness!
Wednesday, September 8, 2010
The Power of Coaching
If you know me, you know that I place a very high value on coaching! I do this not because it is my career, but because COACHING WORKS! If you have not worked with a coach recently chances are you are not growing! The difference between extraordinary business owners and the rest is that the extraordinary business owners never stop growing personally and professionally! Almost all highly successful business owners have engaged a coach.
A good coach recognizes that the internal obstacles are often more daunting than the external ones! Coaching is about unlocking a person's potential to maximize their own performance. A coach will help you grow in self awareness. He will also help you chart a course for change, growth, and confidence! A coach will empower you to make choices that will significantly improve your game. Contact us - you need a coach!
A good coach recognizes that the internal obstacles are often more daunting than the external ones! Coaching is about unlocking a person's potential to maximize their own performance. A coach will help you grow in self awareness. He will also help you chart a course for change, growth, and confidence! A coach will empower you to make choices that will significantly improve your game. Contact us - you need a coach!
Monday, August 30, 2010
5 Components of a Powerful Marketing Plan
Every small business needs a current, actionable marketing plan! I believe that there are 5 key components to having a strong marketing plan. Here they are:
1. A Strong Marketing Message. The first question on the mind of a potential prospect is "Can I trust you." A good marketing message will answer that question in a compelling way. It should say something about your reputation, your experience, your training, your systems, and your guarantee. Once you write your marketing message you can package it and communicate in many ways. .
2. Know Your Best Marketing Channels. There are 100 or more ways to market your business. However, not all channels perform equally well. You need to experiment and find the 5-10 channels that work best for your business. This will be the focus of activity in your marketing plan. For my business, the channels that work the best are 1. Outside Speaking, 2. Seminars, 3. Referrals, 4. Community Networking, and 5. Thought Leadership (through publishing, PR, and social media).
3. Set Your Marketing Budget. Business owners need to create and operate by a budget. Part of that budget is an allocation for marketing expenses. By setting a budget you are more likely to discipline yourself to spend more wisely and effectively.
4. Create a Marketing Calendar. Once you know your best channels/mediums and you know your budget, you should then lay out your marketing activities on a timeline or calendar. Plan what you are going to do each week and/or month. By calendaring your activity you are more likely to generate a steady stream of new business leads.
5. Create and Monitor Your Dashboard. One of the biggest mistakes I see small business owners making is that they do not track and measure the performance of their marketing efforts. The way you do this is to create a "Dashboard" that identifies your activity and tracks to result of every thing you do. You should begin by tracking every new lead that comes your way. Where are they coming from? Evaluate every channel every week or month. Smart entrepreneurs know where every piece of new business comes from! They then spend more time and money on the marketing activities that generate the most and best leads.
For your business to be successful you must have a powerful lead generation system. That's what a good marketing plan does for you. Plan it, track it, measure it, and refine it. Learn to leverage your marketing plan! Also, a good business coach can be a great asset and investment to help you gain this leverage!
1. A Strong Marketing Message. The first question on the mind of a potential prospect is "Can I trust you." A good marketing message will answer that question in a compelling way. It should say something about your reputation, your experience, your training, your systems, and your guarantee. Once you write your marketing message you can package it and communicate in many ways. .
2. Know Your Best Marketing Channels. There are 100 or more ways to market your business. However, not all channels perform equally well. You need to experiment and find the 5-10 channels that work best for your business. This will be the focus of activity in your marketing plan. For my business, the channels that work the best are 1. Outside Speaking, 2. Seminars, 3. Referrals, 4. Community Networking, and 5. Thought Leadership (through publishing, PR, and social media).
3. Set Your Marketing Budget. Business owners need to create and operate by a budget. Part of that budget is an allocation for marketing expenses. By setting a budget you are more likely to discipline yourself to spend more wisely and effectively.
4. Create a Marketing Calendar. Once you know your best channels/mediums and you know your budget, you should then lay out your marketing activities on a timeline or calendar. Plan what you are going to do each week and/or month. By calendaring your activity you are more likely to generate a steady stream of new business leads.
5. Create and Monitor Your Dashboard. One of the biggest mistakes I see small business owners making is that they do not track and measure the performance of their marketing efforts. The way you do this is to create a "Dashboard" that identifies your activity and tracks to result of every thing you do. You should begin by tracking every new lead that comes your way. Where are they coming from? Evaluate every channel every week or month. Smart entrepreneurs know where every piece of new business comes from! They then spend more time and money on the marketing activities that generate the most and best leads.
For your business to be successful you must have a powerful lead generation system. That's what a good marketing plan does for you. Plan it, track it, measure it, and refine it. Learn to leverage your marketing plan! Also, a good business coach can be a great asset and investment to help you gain this leverage!
Friday, August 20, 2010
Living With Margin
Most small business owners suffer from a lack of "margin." I'm not talking about financial margin (although many suffer from that as well). I'm talking about margin in your life.
Many (if not most) of the small business owners I talk to are overwhelmed and over-worked. They got into business to have more fun, have more flexibility, and to make more money. But soon they find themselves working longer hours than they've ever worked before, feeling like a prisoner to their business. And for all their effort, they often end up making LESS money!
In our coaching we help these professionals improve their business so that they can make more money. But we also help them BALANCE their life! Part of balancing life is learning to build more "margin" into your day and your week. Here are some facts about time -
Your time is limited. You only have 24 hours in a day. Yet, all your time will be spent doing something! You can't save it, store it up for the future, or postpone. Time happens! And you can't stop it. As a result, somebody is going to determine how you spend your time! It may be your customers, your employees, your vendors, your friends, SOMEBODY!
My encouragement to you is to set limits on your workday! Yes, easier said than done. But we must all realize that everyday has limits. If you don't set limits for yourself you will soon discover that there is no margin, no space for rest, reflection, or relationships. The 3 R's (rest, reflection, and relationships) are what give us energy, purpose, and joy in life. But they are only found in margins.
Build margin into everyday. If you need help, get a coach!
Many (if not most) of the small business owners I talk to are overwhelmed and over-worked. They got into business to have more fun, have more flexibility, and to make more money. But soon they find themselves working longer hours than they've ever worked before, feeling like a prisoner to their business. And for all their effort, they often end up making LESS money!
In our coaching we help these professionals improve their business so that they can make more money. But we also help them BALANCE their life! Part of balancing life is learning to build more "margin" into your day and your week. Here are some facts about time -
Your time is limited. You only have 24 hours in a day. Yet, all your time will be spent doing something! You can't save it, store it up for the future, or postpone. Time happens! And you can't stop it. As a result, somebody is going to determine how you spend your time! It may be your customers, your employees, your vendors, your friends, SOMEBODY!
My encouragement to you is to set limits on your workday! Yes, easier said than done. But we must all realize that everyday has limits. If you don't set limits for yourself you will soon discover that there is no margin, no space for rest, reflection, or relationships. The 3 R's (rest, reflection, and relationships) are what give us energy, purpose, and joy in life. But they are only found in margins.
Build margin into everyday. If you need help, get a coach!
Tuesday, August 10, 2010
How to Change: The Myth about will Power
When business owners and professionals decide that they need to make a change in their business or personal life, they typically try to muster up their "will-power" and start implementing a new behavior. This nearly always fails!
It has been reported that approximately 95% of all New Year's resolutions are broken by the end of January. Most people assume, when they fail to keep their resolution, that they did not have enough "will-power."
This typically leads to feelings of discouragement and defeat, resulting in less desire to try again down the road. The result is complacency and mediocrity in their business and life.
That is unfortunate because the reason they failed was not a lack of "will-power."
The fact is, your "will" actually has not power! The will is simply the human capacity to choose. Should I wear a white shirt or a blue one? we ask ourselves. Ultimately we choose the white one, and our will is the hinge on which the decision is made. But the "will" does not actually do anything.
The will is actually a responder! There are 3 primary influencers on the will. They are the mind, the body, and the social context.
First, what we think in our mind creates emotions, which lead to decisions or action. This is typically where the most important work has to be done to achieve lasting change.
Second, the body is a complex inner working of impulses that influence the will. Most of our bodily system runs without our help, but when the body has a need (i.e. food, water) it expresses itself to the mind through physical feelings (hunger, thirst) and alerts the mind to send a message to the will: Get food now!
Finally, the will is also influenced by our social context. We are highly influenced by the people around us. This is known as "peer pressure."
The will is neither strong nor weak. It is a responder to the mind, body, and social context. Please know that you are 100% responsible for your choices and actions. You MUST take personal responsibility for your behaviors. But if you want to truly change your behaviors, you must first change your mindset, and monitor/improve the physical and social influencers.
As you work on your goals and your business plan, process these ideas with a trusted friend or coach. This is the path to lasting change and improvement.
It has been reported that approximately 95% of all New Year's resolutions are broken by the end of January. Most people assume, when they fail to keep their resolution, that they did not have enough "will-power."
This typically leads to feelings of discouragement and defeat, resulting in less desire to try again down the road. The result is complacency and mediocrity in their business and life.
That is unfortunate because the reason they failed was not a lack of "will-power."
The fact is, your "will" actually has not power! The will is simply the human capacity to choose. Should I wear a white shirt or a blue one? we ask ourselves. Ultimately we choose the white one, and our will is the hinge on which the decision is made. But the "will" does not actually do anything.
The will is actually a responder! There are 3 primary influencers on the will. They are the mind, the body, and the social context.
First, what we think in our mind creates emotions, which lead to decisions or action. This is typically where the most important work has to be done to achieve lasting change.
Second, the body is a complex inner working of impulses that influence the will. Most of our bodily system runs without our help, but when the body has a need (i.e. food, water) it expresses itself to the mind through physical feelings (hunger, thirst) and alerts the mind to send a message to the will: Get food now!
Finally, the will is also influenced by our social context. We are highly influenced by the people around us. This is known as "peer pressure."
The will is neither strong nor weak. It is a responder to the mind, body, and social context. Please know that you are 100% responsible for your choices and actions. You MUST take personal responsibility for your behaviors. But if you want to truly change your behaviors, you must first change your mindset, and monitor/improve the physical and social influencers.
As you work on your goals and your business plan, process these ideas with a trusted friend or coach. This is the path to lasting change and improvement.
Tuesday, August 3, 2010
Fulfill Your Promise
At the heart of the World Class Company is its ability to satisfy the unconscious and perceived needs of its customer better than any other company can, not just by doing what any business is supposed to do, but by doing what it is not even reasonable to expect you to do. And to do that time after time. – Michael Gerber
Every business makes a promise to its customers. Every business markets a promise and sells a promise. But once the sale is made, it is the responsibility of the business to FULFILL its promise to the customer! And of course, this is what the customer cares about most!
I encourage every business owner to get crystal clear on the promise you are making. That is what differentiates your business from all the other companies who do what you do. The worst thing you can do is to become a “Me too!” business. That promise simply says “I’ll do whatever my competitor will do.” That is NOT a compelling promise!
Your promise must be both interesting and compelling! But it must be a promise that you can keep. Customer fulfillment means doing what you said you would do for your customer, and you must do it CONSISTENTLY, PREDICTABLY, REPEATEDLY, and with EXCELLENCE!
“But what if we make a mistake?” That is human and most people are understanding and forgiving, as long as it is corrected immediately and it isn’t repeated again and again! So you need a SYSTEM that insures that you will fulfill your promise every time with little or no mistakes! That is called your Customer Fulfillment System!
Whenever possible, you should do MORE than you promised! People are delighted when their expectations are exceeded! They become your promoters. The goal should be to turn every customer into a “Raving Fan.” Notice their reactions, watch their body language, listen to their voice. Every business should be driven by the hope and anticipation of this experience!
I am amazed at how many businesses are unaware of their impact on their customers! At a minimum, keep your promise. When possible, exceed your promise. Pay attention to your customers and be sure you KNOW their opinion of you!
Every business makes a promise to its customers. Every business markets a promise and sells a promise. But once the sale is made, it is the responsibility of the business to FULFILL its promise to the customer! And of course, this is what the customer cares about most!
I encourage every business owner to get crystal clear on the promise you are making. That is what differentiates your business from all the other companies who do what you do. The worst thing you can do is to become a “Me too!” business. That promise simply says “I’ll do whatever my competitor will do.” That is NOT a compelling promise!
Your promise must be both interesting and compelling! But it must be a promise that you can keep. Customer fulfillment means doing what you said you would do for your customer, and you must do it CONSISTENTLY, PREDICTABLY, REPEATEDLY, and with EXCELLENCE!
“But what if we make a mistake?” That is human and most people are understanding and forgiving, as long as it is corrected immediately and it isn’t repeated again and again! So you need a SYSTEM that insures that you will fulfill your promise every time with little or no mistakes! That is called your Customer Fulfillment System!
Whenever possible, you should do MORE than you promised! People are delighted when their expectations are exceeded! They become your promoters. The goal should be to turn every customer into a “Raving Fan.” Notice their reactions, watch their body language, listen to their voice. Every business should be driven by the hope and anticipation of this experience!
I am amazed at how many businesses are unaware of their impact on their customers! At a minimum, keep your promise. When possible, exceed your promise. Pay attention to your customers and be sure you KNOW their opinion of you!
Tuesday, July 27, 2010
Leadership Leverage
“Lead as if you’ll be held accountable, because you will.”-Bobby Bowden
Leadership is critical to your business success, your personal freedom and fulfillment, and optimizing the potential of your team. If you don’t lead more and work less, you’ll never be free from the daily grind and technical trenches of your business. Your critical role is leadership, not doer-ship. Improving your leadership effectiveness is a never-ending growth process. Leadership is everything to the success of a business!
If you continue to wear multiple hats in your company, you will continue to be diverted from your primary responsibility … Leading !! A business can rise only to the level of the leader’s effectiveness. As you know, you are 100% responsible for the good, bad and ugly in your business. Leaders create clarity – clarity of vision, direction, goals, focus, expectations, consequences, etc. Leaders also create the right conditions for others to succeed. They get people rowing in the same direction.
Leading others properly is a significant part of the foundation for your freedom and success. Never lose sight of the fact that your primary responsibility as a Strategic Business Owner is LEADING!
Leadership is critical to your business success, your personal freedom and fulfillment, and optimizing the potential of your team. If you don’t lead more and work less, you’ll never be free from the daily grind and technical trenches of your business. Your critical role is leadership, not doer-ship. Improving your leadership effectiveness is a never-ending growth process. Leadership is everything to the success of a business!
If you continue to wear multiple hats in your company, you will continue to be diverted from your primary responsibility … Leading !! A business can rise only to the level of the leader’s effectiveness. As you know, you are 100% responsible for the good, bad and ugly in your business. Leaders create clarity – clarity of vision, direction, goals, focus, expectations, consequences, etc. Leaders also create the right conditions for others to succeed. They get people rowing in the same direction.
Leading others properly is a significant part of the foundation for your freedom and success. Never lose sight of the fact that your primary responsibility as a Strategic Business Owner is LEADING!
Wednesday, July 7, 2010
Getting Organized And Staying Organized
Organizing is the process by which we create environments that enable us to live, work, and relax exactly as we want to. Julie Morgenstern
One of the challenges that every small business owner deals with is getting organized and staying organized. Being organized has less to do with the way your office looks than how effectively it functions! Your system should reflect your unique personality and style, but it must function efficiently.
Analyze
In order to get organized and stay organized you need to think about how your business and your office functions. Think about your workflow. Think about your paperflow. Think about how information processes through your office. Then think about where every item and every piece of information needs to end up. Look for bottlenecks. Observe where the clutter comes from and why it becomes clutter for you. Then think about how you want your environment to function.
Strategize
If you do a good job of analysis, you will then be able to create a plan of action for the transformation of your office, including a realistic schedule for making it happen. Remember, you have to schedule time to de-clutter and to get organized. But you need a workable system to stay organized.
Implement
Schedule yourself and methodically start sorting and arranging items to reflect the way you think, making sure you see visible results as you work.
Organization is a skill. Some of us are better at it than others. But all of us can improve! If you work at it, you will be more efficient, more effective, and you'll feel better about yourself and your business. If you have staff, they will greatly appreciate it! Make the time to get and stay organized, you'll be glad you did! What action could you take today?
One of the challenges that every small business owner deals with is getting organized and staying organized. Being organized has less to do with the way your office looks than how effectively it functions! Your system should reflect your unique personality and style, but it must function efficiently.
Analyze
In order to get organized and stay organized you need to think about how your business and your office functions. Think about your workflow. Think about your paperflow. Think about how information processes through your office. Then think about where every item and every piece of information needs to end up. Look for bottlenecks. Observe where the clutter comes from and why it becomes clutter for you. Then think about how you want your environment to function.
Strategize
If you do a good job of analysis, you will then be able to create a plan of action for the transformation of your office, including a realistic schedule for making it happen. Remember, you have to schedule time to de-clutter and to get organized. But you need a workable system to stay organized.
Implement
Schedule yourself and methodically start sorting and arranging items to reflect the way you think, making sure you see visible results as you work.
Organization is a skill. Some of us are better at it than others. But all of us can improve! If you work at it, you will be more efficient, more effective, and you'll feel better about yourself and your business. If you have staff, they will greatly appreciate it! Make the time to get and stay organized, you'll be glad you did! What action could you take today?
Monday, June 28, 2010
Handeling A Setback-A Simple Reflective Process
Most people let a minor setback paralyze them. They give in or give up. As a business owner, you can’t afford to fall prey to this self-sabotaging behavior. As discussed in training, successful entrepreneurs maintain positive thoughts, patience, persistence, and are always taking action. They see everything as valuable feedback, not failure. They set their goals, take action, assess outcomes, modify their approach to get better results, and take action once again. Successful entrepreneurs do not allow themselves to get “stuck” or “blame others or the circumstances”. They take full responsibility for their business and results. They reflect on ways to improve and take action again.
Remember, “You become what you think about”. Are your thoughts and actions positive? Do you focus on your vision and goals? Your desire to help others? Or, are you focusing on fears, uncertainties, doubts, setbacks, etc.?
When you encounter a setback, and you surely will, stop any “negative thinking” and use this simple process to learn from your feedback and improve:
Initial Reflection
• What were my expectations?
• Were they realistic?
• What were my actual outcomes?
• Do I take full responsibility for these outcomes?
Assessment: What Worked/What Didn’t Work
• What part of the process worked? What outcomes were good?
• How do I feel about this positive feedback?
• What part of the process didn’t work? What outcomes were bad?
• How do I feel about this unexpected feedback?
Positive Lessons
• What positive lessons can I learn from this experience/feedback?
• What didn’t I do that I should have done?
• What did I do that I should not have done?
• What should I do differently next time?
Future Action Plan
• Do I take full responsibility to improve my performance?
• What are the concrete steps I need to take to improve my performance in this area?
• When do I get started again?
Remember, “You become what you think about”. Are your thoughts and actions positive? Do you focus on your vision and goals? Your desire to help others? Or, are you focusing on fears, uncertainties, doubts, setbacks, etc.?
When you encounter a setback, and you surely will, stop any “negative thinking” and use this simple process to learn from your feedback and improve:
Initial Reflection
• What were my expectations?
• Were they realistic?
• What were my actual outcomes?
• Do I take full responsibility for these outcomes?
Assessment: What Worked/What Didn’t Work
• What part of the process worked? What outcomes were good?
• How do I feel about this positive feedback?
• What part of the process didn’t work? What outcomes were bad?
• How do I feel about this unexpected feedback?
Positive Lessons
• What positive lessons can I learn from this experience/feedback?
• What didn’t I do that I should have done?
• What did I do that I should not have done?
• What should I do differently next time?
Future Action Plan
• Do I take full responsibility to improve my performance?
• What are the concrete steps I need to take to improve my performance in this area?
• When do I get started again?
Thursday, June 24, 2010
Goals That Make A Difference
The secret to productive goal setting is in establishing clearly defined goals, writing them down and then focusing on them several times a day with words, pictures and emotions as if we’ve already achieved them. -Denis Waitely
Be sure you are setting S.M.A.R.T. goals! By S.M.A.R.T. we mean that they are:
• S.pecific
• M.easureable
• A.chievable
• R.eally Desired
• T.imed
One reason we fail to achieve our goals is that they are not SPECIFIC. Be sure to think in concrete terms what the end result will be. Then make sure it is measurable. It must be achievable and really important/desired. Set a date you want to accomplish the goal by. By setting S.M.A.R.T. goals daily, weekly, and quarterly, we can accomplish significant things. What do you want to accomplish? Get clear. Get focused. Get S.M.A.R.T.
Be sure you are setting S.M.A.R.T. goals! By S.M.A.R.T. we mean that they are:
• S.pecific
• M.easureable
• A.chievable
• R.eally Desired
• T.imed
One reason we fail to achieve our goals is that they are not SPECIFIC. Be sure to think in concrete terms what the end result will be. Then make sure it is measurable. It must be achievable and really important/desired. Set a date you want to accomplish the goal by. By setting S.M.A.R.T. goals daily, weekly, and quarterly, we can accomplish significant things. What do you want to accomplish? Get clear. Get focused. Get S.M.A.R.T.
Wednesday, June 16, 2010
Imagination and the Myth of Motivation
Walt Disney use to say that you can create whatever you can imagine! Is your imagination alive? Think about this:
• The company you have is the company you can imagine!
• The marriage you have is the marriage you can imagine!
• The money you have is the money you can imagine!
• The life you have is the life you can imagine!
I hope you will have the courage to dream and engage your imagination! Take some time today to just dream – dream about the life you want, the relationships you want, the company you want! I believe that everyone of us is endowed by God to create – what are you creating? What kind of company? What kind of life?
Do you know what enables you to dream? Is it solitude? Is it prayer? Is it the beach? Is it the woods? Is it music? Is it art? Whatever it is, embrace it more and dream more.
One final thought – every business owner is looking for a way to motivate his/her team. But motivation is a myth! It is impossible to motivate someone. However, you can inspire someone and when you do you will draw out the motivation that resides deeply hidden in their soul. You’ve got to inspire them, but first you’ve got to be able to inspire yourself. Is your imagination alive? Do you know how to engage your soul? I hope you will make time every week to awaken the artist, the creator, the entrepreneur in you
• The company you have is the company you can imagine!
• The marriage you have is the marriage you can imagine!
• The money you have is the money you can imagine!
• The life you have is the life you can imagine!
I hope you will have the courage to dream and engage your imagination! Take some time today to just dream – dream about the life you want, the relationships you want, the company you want! I believe that everyone of us is endowed by God to create – what are you creating? What kind of company? What kind of life?
Do you know what enables you to dream? Is it solitude? Is it prayer? Is it the beach? Is it the woods? Is it music? Is it art? Whatever it is, embrace it more and dream more.
One final thought – every business owner is looking for a way to motivate his/her team. But motivation is a myth! It is impossible to motivate someone. However, you can inspire someone and when you do you will draw out the motivation that resides deeply hidden in their soul. You’ve got to inspire them, but first you’ve got to be able to inspire yourself. Is your imagination alive? Do you know how to engage your soul? I hope you will make time every week to awaken the artist, the creator, the entrepreneur in you
Wednesday, June 9, 2010
Marketing is Education
“Next to doing the right thing, the most important thing is to let people know you are doing the right thing.”-John D. Rockefeller
What is marketing? Remember this basic thought: Marketing is a Continual Education Process. Too many experts have made marketing into some type of mystical, magical, complicated process. However, marketing is really very simple. Let me share with you another basic concept:
The more people who know about your business and the superior benefits you provide, the more your business will grow.
In your particular industry, if your business was the absolute best in the history of the world but you never told anyone about it, you and/or your employees never left your office, and your office was under ground on a deserted island somewhere, how much would your business grow? How many referrals would you get? Would you even have 1 client or customer?
Now, let’s go to the other extreme. What if every living client/customer, prospect, referral source, advisor, etc. knew that you were the best? How many referrals would you get? I believe it would be safe to say you would have a lot of customers and many new ones pounding at your door. Here’s the point. IT’S ALL RELATIVE! The more people who know about you, the more customers and referrals you will receive. Period.
Marketing is about educating people in your market on the advantages of doing business with you and the reasons why they should trust you to deliver on your promises.
Never lose sight of the fact that You are first and foremost a business owner in the MARKETING BUSINESS!!!
What is marketing? Remember this basic thought: Marketing is a Continual Education Process. Too many experts have made marketing into some type of mystical, magical, complicated process. However, marketing is really very simple. Let me share with you another basic concept:
The more people who know about your business and the superior benefits you provide, the more your business will grow.
In your particular industry, if your business was the absolute best in the history of the world but you never told anyone about it, you and/or your employees never left your office, and your office was under ground on a deserted island somewhere, how much would your business grow? How many referrals would you get? Would you even have 1 client or customer?
Now, let’s go to the other extreme. What if every living client/customer, prospect, referral source, advisor, etc. knew that you were the best? How many referrals would you get? I believe it would be safe to say you would have a lot of customers and many new ones pounding at your door. Here’s the point. IT’S ALL RELATIVE! The more people who know about you, the more customers and referrals you will receive. Period.
Marketing is about educating people in your market on the advantages of doing business with you and the reasons why they should trust you to deliver on your promises.
Never lose sight of the fact that You are first and foremost a business owner in the MARKETING BUSINESS!!!
Thursday, June 3, 2010
Sales: The First Step
“Internalize the Golden Rule of sales that says, ‘All things being equal, people will do business with, and refer business to, those people they know, like and trust.’”-Bob Burg
Do you have a defined "Sales Process?" Unfortunately most small business owners have never defined (much less documented) their sales process or system. That is a mistake!!!
The first step in any sales process is to relate to the potential customer in a warm, positive manner. You must slow down and relate to the individual you are speaking with. Don’t push too fast or too hard. If you don’t establish rapport, the customer/client will not open up to you by sharing their real issues, problems, pain, opportunities, challenges, etc. You want to open up the faucet and get important information flowing.
It's a cliché but true: people don’t care how much you know until they know how much you care! They must feel they can trust you.
To achieve rapport, establish commonality, be interested in them and their needs, ask questions about their world, show respect, and mirror their pace of speech. You know you’ve achieved rapport when there is open and free-flowing communication, open body language, relaxing their guard, the flow of information is increasing, they are sharing real issues and real pain, etc.
Don’t forget, nothing happens until someone sells something. Make your sales system the first system you define and document!
Do you have a defined "Sales Process?" Unfortunately most small business owners have never defined (much less documented) their sales process or system. That is a mistake!!!
The first step in any sales process is to relate to the potential customer in a warm, positive manner. You must slow down and relate to the individual you are speaking with. Don’t push too fast or too hard. If you don’t establish rapport, the customer/client will not open up to you by sharing their real issues, problems, pain, opportunities, challenges, etc. You want to open up the faucet and get important information flowing.
It's a cliché but true: people don’t care how much you know until they know how much you care! They must feel they can trust you.
To achieve rapport, establish commonality, be interested in them and their needs, ask questions about their world, show respect, and mirror their pace of speech. You know you’ve achieved rapport when there is open and free-flowing communication, open body language, relaxing their guard, the flow of information is increasing, they are sharing real issues and real pain, etc.
Don’t forget, nothing happens until someone sells something. Make your sales system the first system you define and document!
Prisoners of Our Own Minds
“Men are not prisoners of fate, but only prisoners of their own minds.”-Franklin D. Roosevelt
The Growth Coach process focuses intensely on developing a Strategic Mindset! The battle is won or lost in your mind. We are merciless when it comes to facing reality and examining your mindset. Simply put, we coach entrepreneurs to conquer themselves first, the marketplace second.
Any limiting beliefs holding you back? Any fears holding you back? If so, take action. With action comes boldness and solutions.
The Growth Coach process focuses intensely on developing a Strategic Mindset! The battle is won or lost in your mind. We are merciless when it comes to facing reality and examining your mindset. Simply put, we coach entrepreneurs to conquer themselves first, the marketplace second.
Any limiting beliefs holding you back? Any fears holding you back? If so, take action. With action comes boldness and solutions.
Monday, May 24, 2010
What's the Difference?
Do you ever wonder what the difference is between the extraordinary businesses and the rest of them? My experience has been that the extraordinary businesses are led by exceptional business owners. But what makes one an exceptional business owner?
Exceptional business owners are men and women who have an insatiable desire to learn and improve, while the rest spend their time and energy defending the strategies that have led them to mediocrity. The exceptional business owners take time to improve themselves and improve their business systems. They read, they interact with other business owners who are growing, and they leverage coaching.
For over 15 years The Growth Coach has been helping hundreds of business owners and self-employed professionals improve their businesses and improve their lives. Our promise is that if you engage our coaching process, it will transform you and your business. Check us out at http://www.thegrowthcoach.com/stoeller
Exceptional business owners are men and women who have an insatiable desire to learn and improve, while the rest spend their time and energy defending the strategies that have led them to mediocrity. The exceptional business owners take time to improve themselves and improve their business systems. They read, they interact with other business owners who are growing, and they leverage coaching.
For over 15 years The Growth Coach has been helping hundreds of business owners and self-employed professionals improve their businesses and improve their lives. Our promise is that if you engage our coaching process, it will transform you and your business. Check us out at http://www.thegrowthcoach.com/stoeller
Thursday, May 13, 2010
Becoming a Strategic Business Owner
In our coaching workshops we stress the concept of every business owner and self-employed professional becoming a STRATEGIC BUSINESS OWNER (SBO)! Let me take a moment and emphasize what a Strategic Business Owner IS, and what he/she is NOT!
The critical word a SBO must embrace is “leverage.” A SBO leverages marketing and other people’s talents. A SBO achieves greater results with less time and effort. A SBO works smarter, not harder and is more focused, effective, productive, and strategic!
A SBO does not focus on just the technical work of the business but rather focuses on the entire business. A SBO is an effective leader, develops business plans and procedures, and trusts in his/her people and systems. A SBO has a strategic mindset and utilizes a priority management system, not just a time management system.
A SBO is not a micromanager, hands-on technician, control freak, micromanager, jack-of-all trades, workaholic, “I’ll do it myself” martyr, or a dictator/screamer.
Are you still battling with some of these tendencies and traits? The first step to change is to recognize any red flag areas. Becoming a SBO is a learned skill and is simply a matter of learning the “Do’s” and “Don’ts” of a SBO. This is how we train business owners and self-employed professionals to think in our coaching process.
The critical word a SBO must embrace is “leverage.” A SBO leverages marketing and other people’s talents. A SBO achieves greater results with less time and effort. A SBO works smarter, not harder and is more focused, effective, productive, and strategic!
A SBO does not focus on just the technical work of the business but rather focuses on the entire business. A SBO is an effective leader, develops business plans and procedures, and trusts in his/her people and systems. A SBO has a strategic mindset and utilizes a priority management system, not just a time management system.
A SBO is not a micromanager, hands-on technician, control freak, micromanager, jack-of-all trades, workaholic, “I’ll do it myself” martyr, or a dictator/screamer.
Are you still battling with some of these tendencies and traits? The first step to change is to recognize any red flag areas. Becoming a SBO is a learned skill and is simply a matter of learning the “Do’s” and “Don’ts” of a SBO. This is how we train business owners and self-employed professionals to think in our coaching process.
Monday, May 3, 2010
Leverage Your Leadership
Leadership is critical to your business success, your personal freedom and fulfillment, and optimizing the potential of your team. If you don’t lead more and work less, you’ll never be free from the daily grind and technical trenches of your business. Your critical role is leadership, not doer-ship. Improving your leadership effectiveness is a never-ending growth process. Leadership is everything to the success of a business!
If you continue to wear multiple hats in your company, you will continue to be diverted from your primary responsibility … Leading !! A business can rise only to the level of the leader’s effectiveness.
You are 100% responsible for the good, bad and ugly in your business. Leaders create clarity – clarity of vision, direction, goals, focus, expectations, consequences, etc. Leaders also create the right conditions for others to succeed. They get people rowing in the same direction.
Leading others properly is a significant part of the foundation for your freedom and success. Never lose sight of the fact that your primary responsibility as a Strategic Business Owner is LEADING!
If you continue to wear multiple hats in your company, you will continue to be diverted from your primary responsibility … Leading !! A business can rise only to the level of the leader’s effectiveness.
You are 100% responsible for the good, bad and ugly in your business. Leaders create clarity – clarity of vision, direction, goals, focus, expectations, consequences, etc. Leaders also create the right conditions for others to succeed. They get people rowing in the same direction.
Leading others properly is a significant part of the foundation for your freedom and success. Never lose sight of the fact that your primary responsibility as a Strategic Business Owner is LEADING!
Monday, April 26, 2010
Get Out Of Your Comfort Zone
If you want to grow your business then you must grow personally! The biggest barrier to your business growing is YOU!
As owners, we find our "comfort zone" and then we tend to stay there. Moving out of that comfort zone would cause a flood of emotions that most do not want to experience -
• fear
• doubt
• lack of control
• uncertainty
• Inferiority, just to name a few!
We must discover that these are not problems. They are simply part of the process to personal growth, which will lead to business growth! However, we are tempted to pull back when we begin to experience these types of feelings. If we do, we move to a smaller place and our business does not grow.
Let me encourage you to step out of your comfort zone! How do you want your business to grow? What steps are you afraid to take? What's the biggest barrier or obstacle to your vision? Step out! Leverage your coach. Make yourself accountable for the changes that you desire in your personal and professional life!
As owners, we find our "comfort zone" and then we tend to stay there. Moving out of that comfort zone would cause a flood of emotions that most do not want to experience -
• fear
• doubt
• lack of control
• uncertainty
• Inferiority, just to name a few!
We must discover that these are not problems. They are simply part of the process to personal growth, which will lead to business growth! However, we are tempted to pull back when we begin to experience these types of feelings. If we do, we move to a smaller place and our business does not grow.
Let me encourage you to step out of your comfort zone! How do you want your business to grow? What steps are you afraid to take? What's the biggest barrier or obstacle to your vision? Step out! Leverage your coach. Make yourself accountable for the changes that you desire in your personal and professional life!
Friday, April 16, 2010
Am I Effective, Or Just Busy?
“It is not enough to be busy; so are the ants. The question is: What are we busy about?”-Henry David Thoreau
Don’t confuse activity with accomplishment. Don’t confuse being busy with results. Focus your precious time and talents on EFFECTIVE ACTIVITIES. Remember there is a huge difference in being Effective vs. being Efficient.
• Effectiveness = doing the right things to produce superior results.
• Efficiency = doing things right to produce consistent and rapid results.
This is a key distinction you need to embrace.
Do you have a Strategic Plan and are you reviewing it daily? If not, you are stunting your success and effectiveness. If you need a process or plan, contact us at s.toeller@thegrowthcoach.com. Be sure you spend time working “ON” your business, not just in it. Stay focused on your life and your business plan!
Don’t confuse activity with accomplishment. Don’t confuse being busy with results. Focus your precious time and talents on EFFECTIVE ACTIVITIES. Remember there is a huge difference in being Effective vs. being Efficient.
• Effectiveness = doing the right things to produce superior results.
• Efficiency = doing things right to produce consistent and rapid results.
This is a key distinction you need to embrace.
Do you have a Strategic Plan and are you reviewing it daily? If not, you are stunting your success and effectiveness. If you need a process or plan, contact us at s.toeller@thegrowthcoach.com. Be sure you spend time working “ON” your business, not just in it. Stay focused on your life and your business plan!
Thursday, April 8, 2010
The Secret Of Systems
Systems are one of the most misunderstood areas of business today. Yet systems are relatively easy to implement and will add enormous value to your business. Systems are also the key to building a strong, effective team!
I hope you want your business to become increasingly more systems-dependent and less owner-dependent. Ideally, you want your business to get to the point where it can basically run itself, and all you have to do is give it direction and monitor the dashboard!
My definition of a successful business is this: an increasingly profitable enterprise that consistently delivers on its promise, and runs without you (the business owner).
Could you walk away from your business for a 2-3 week vacation without having to take the computer and cell phone with you, and come back to find it operating smoothly and profitably? Could you escape for even 1 week? If not, you do not have an effective business system; you are the system!
Your business should not depend upon your presence, personality, problem solving and perspiration for its daily survival. If it does, your business does not work, you do! If everything in your business flows through you and is dependent upon you, then you are dramatically restricting the growth and profits of your company.
Ideally, you want to be able to sell your business one day! To successfully do that, you have to prepare now. Your business is your product!
I hope you want your business to become increasingly more systems-dependent and less owner-dependent. Ideally, you want your business to get to the point where it can basically run itself, and all you have to do is give it direction and monitor the dashboard!
My definition of a successful business is this: an increasingly profitable enterprise that consistently delivers on its promise, and runs without you (the business owner).
Could you walk away from your business for a 2-3 week vacation without having to take the computer and cell phone with you, and come back to find it operating smoothly and profitably? Could you escape for even 1 week? If not, you do not have an effective business system; you are the system!
Your business should not depend upon your presence, personality, problem solving and perspiration for its daily survival. If it does, your business does not work, you do! If everything in your business flows through you and is dependent upon you, then you are dramatically restricting the growth and profits of your company.
Ideally, you want to be able to sell your business one day! To successfully do that, you have to prepare now. Your business is your product!
Saturday, April 3, 2010
Getting Rid Of Clutter And Messes
“There is nothing so useless as doing efficiently that which should not be done at all.”-Peter Drucker
"Clutter" is stuff that fills up my day, but isn't really productive. "Messes" are certain things I keep putting off that need my attention. Let me encourage you too regularly (at least once a quarter) take a day to identify and eliminate clutter and messes.
Clutter is all the low-value, low priority stuff that seems to fill our minds, our desks, our thoughts, and our lives. Over time, we tend to become consumed by this "non-essential stuff" (clutter). We get overwhelmed and distracted by details and low-value activities.
When this happens we waste our time and talents on the "wrong" type of work. We get so "busy being busy" that we lose sight of what is most important to us in our work and our personal lives. As a result, our lives become complex, cloudy, confusing and stressful. We start to lose focus, miss opportunities, adopt bad habits, get in ruts, and then make excuses. Clutter and lack of clarity reduce our effectiveness, productivity, and joy.
I want to encourage you to stop right now and do this: Identify at least 3 types of "clutter" or "messes" in your life. Make a commitment to yourself in the next 30 days to complete, eliminate or delegate the responsibility to someone else to rid yourself of this distraction and drain on your energy.
"Clutter" is stuff that fills up my day, but isn't really productive. "Messes" are certain things I keep putting off that need my attention. Let me encourage you too regularly (at least once a quarter) take a day to identify and eliminate clutter and messes.
Clutter is all the low-value, low priority stuff that seems to fill our minds, our desks, our thoughts, and our lives. Over time, we tend to become consumed by this "non-essential stuff" (clutter). We get overwhelmed and distracted by details and low-value activities.
When this happens we waste our time and talents on the "wrong" type of work. We get so "busy being busy" that we lose sight of what is most important to us in our work and our personal lives. As a result, our lives become complex, cloudy, confusing and stressful. We start to lose focus, miss opportunities, adopt bad habits, get in ruts, and then make excuses. Clutter and lack of clarity reduce our effectiveness, productivity, and joy.
I want to encourage you to stop right now and do this: Identify at least 3 types of "clutter" or "messes" in your life. Make a commitment to yourself in the next 30 days to complete, eliminate or delegate the responsibility to someone else to rid yourself of this distraction and drain on your energy.
Monday, March 29, 2010
SELLING IS A PROCESS!!
Nothing happens until somebody sells something.
Thomas Watson, Sr.
I love that quote because it is so true. You may have the greatest product or service in the world, but until you sell it, you do not have a business!
Also, all smart business owners come to realize that selling is not an event but a process - a clearly defined set of steps that lead to a buyer's need being met and cash coming in the door. The best business owners pay close attention to this process because they know it is the lifeblood of their business.
Have you evaluated your selling process lately? Are you regularly asking yourself and your team how you can sell better? You should always be trying to improve this critical business system. The more effective your selling process is, the better your business will be!
Do you have your selling process documented? Has everyone on your team been trained in YOUR sales process? The best businesses have a clear, defined process, and everyone on the team knows exactly how to use it. Moreover, they DO use it because it is highly effective. Be sure you and your team have a strong, thoroughly understood sales process.
Thomas Watson, Sr.
I love that quote because it is so true. You may have the greatest product or service in the world, but until you sell it, you do not have a business!
Also, all smart business owners come to realize that selling is not an event but a process - a clearly defined set of steps that lead to a buyer's need being met and cash coming in the door. The best business owners pay close attention to this process because they know it is the lifeblood of their business.
Have you evaluated your selling process lately? Are you regularly asking yourself and your team how you can sell better? You should always be trying to improve this critical business system. The more effective your selling process is, the better your business will be!
Do you have your selling process documented? Has everyone on your team been trained in YOUR sales process? The best businesses have a clear, defined process, and everyone on the team knows exactly how to use it. Moreover, they DO use it because it is highly effective. Be sure you and your team have a strong, thoroughly understood sales process.
Wednesday, March 24, 2010
What Business Are You In?
"Marketing is not an event, but a process...It has a beginning, a middle, but never an end, for it is a process. You improve it, perfect it, change it, even pause it. But you never stop it completely." -Jay Conrad Levinson
What business are you in? You are first and foremost a business owner in the MARKETING BUSINESS!!! There is a difference in what industry you're in compared to what business you're in. Therefore, this is worth repeating: You are first and foremost a business owner in the MARKETING BUSINESS!!!
Without robust marketing systems, you have no customers or clients. Marketing should be at the heart and soul of every business! Without effective marketing, you will not be in business for long or your business will stagnate. The Strategic Business Owner should make robust marketing systems one of his/her top priorities!
Be sure you have a well-designed marketing plan in place, and be working your plan!
What business are you in? You are first and foremost a business owner in the MARKETING BUSINESS!!! There is a difference in what industry you're in compared to what business you're in. Therefore, this is worth repeating: You are first and foremost a business owner in the MARKETING BUSINESS!!!
Without robust marketing systems, you have no customers or clients. Marketing should be at the heart and soul of every business! Without effective marketing, you will not be in business for long or your business will stagnate. The Strategic Business Owner should make robust marketing systems one of his/her top priorities!
Be sure you have a well-designed marketing plan in place, and be working your plan!
Tuesday, March 23, 2010
Reaching Your Goals
"The reason most people never reach their goals is that they don't define them, learn about them, or even seriously consider them as believable or achievable. Winners can tell you where they are going, what they plan to do along the way, and who will be sharing the adventure with them." -Denis Waitley
There is one common characteristic about people who are highly successful in business and life. That is, they write down their goals and they review them daily!
We train business owners to use a 90-day Strategic Planner to help them identify their important goals and stay focused everyday. Have you defined your goals, studied your goals, refined your goals, and written them down? Do you look at them daily? If not, you are diminishing your potential for success. Make it your obsession to get clear and get focused. It is essential to reaching your goals.
There is one common characteristic about people who are highly successful in business and life. That is, they write down their goals and they review them daily!
We train business owners to use a 90-day Strategic Planner to help them identify their important goals and stay focused everyday. Have you defined your goals, studied your goals, refined your goals, and written them down? Do you look at them daily? If not, you are diminishing your potential for success. Make it your obsession to get clear and get focused. It is essential to reaching your goals.
Welcome
You have just entered the new blog site for The Growth Coach Philly! Our mission is to help business owners, managers, and self-employed professionals grow their business while also balancing life. Our clients experience both professional and personal growth, which dramatically improves their quality of life. To learn more about The Growth Coach Philly see www.thegrowthcoach.com/stoeller Thank you for being a part of our blogging community!
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