What to do when you have too much to do…?

As a business owner, it is very easy to get caught up in trying to do everything in your business. You do this for a number of reasons:

image11. You believe that if you do not do the task it will not get done.

2. If you do not do the task, it will not be completed correctly.

3. If you do not do the task, it will not be done fast enough.

4. You could not possibly ask a member of the team to do this particular task.

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There is a saying that

“if the dog chases 2 rabbits, he catches none”.

This can be applied to the behaviours of many business owners and managers.

To alleviate the requirement on you to do all the tasks in your business, we work with you to ensure that:

1. Most tasks can be systemised and therefore delegated

2. A better system of accountability can be introduced so that people can be held accountable for the tasks.

3. A better system of reporting can be put in place so that we know when things are completed properly.

4. You have confidence that you do not need to complete all the tasks.

Your primary responsibility in the business is to lead the team and enable the business to grow. There is no point paying your team if you are not in a position to delegate more to them.

You can only carry one or 2 people but you can lead thousands.

Contact me today to discuss on 087 222 0720

Quitting on change is not an option…

As a general rule, people do not like change. Even if the outcomes of change will mean improved job satisfaction, better quality of life and in some instances, more money.

It’s like world peace – everybody is in favour of it but very few want to start the journey to make it a reality.

Coaching is about helping people through the change process. It is about helping people to define “world peace” in their business and then identifying the steps that are needed to achieve it.

Often, the journey starts with fire fighting, addressing daily and weekly challenges and helping clients to deal with them in a different way, so that they do not repeat.

Changing your team starts with changing yourself…

The single biggest challenge that business owners have is getting the most from the team. Its also the area that they avoid the most. Its also the area that they spend the least amount of time learning about and developing. Its also the single biggest expense they have in their business each week. It’s baffling.

for many business owners, it’s like they have a really expensive audience. The business owner is flat out and the team are working away but not necessarily lightening the load for the business owner. This is not their fault – More often than not, the business owner has not take the time to explain what he expects of them and taken the time to instruct them correctly.

Helping business owners to change from being the “reactive, “busy”, “up the Walls” type of person, to the one that is leveraged, forward thinking, decisive and people orientated takes discipline. The results are that you have leveraged results. Your entire team working on a common goal. This can only be good for the business.

Further leverage can be achieved by giving them supportive feedback and recognising their efforts. Again – this is not easy to do if you have never done it before.

The best place to start is to analyse how you actually spend you time every day. Being busy or productive?

Contact me if you want to effectively measure how effective you really are….

In a sales slump? Look back at your activity.

If you own or run a business or sales team, you will be familiar with the daily requirement to generate new leads, create new business opportunities and start new relationships.

An important determinant to your success will be your level of consistent prospecting Moving Through the Sales Funnel words on gears with customers waactivity. Don’t measure your productivity (your sales success), measure your activity on a daily basis and every day, the number of quality activities that you do will determine you success.

With the development of online tools such as email and online tools such as Linkedin it is much easier to get a message to your prospects. Having said that, its much easier for your competition to do it as well, and they will, incessantly.

To be successful in sales, irrespective of your product, your prospecting habits must stand up to the scrutiny they will receive on a weekly and monthly basis.

Word of mouth and referral based lead generation usually gives the highest quality leads with an above average conversion rate and in many cases an above average sale value.

If you are not getting referrals from existing clients or if your word of mouth business is not good, this is a good place to start. Are you adding enough value to your client. Do you deliver consistently.

Past customers and even existing customers are also worth considering, they have already purchased from you so if you have delivered for them, they will more than likely purchase from your again.

What businesses do from here can vary, from networking to telemarketing, to bold calling, to email list and email marketing.

The most important things for any business owner is to do everything on a consistent basis and ensure that you are looking for ways to leverage yourself in the process so that you are there to deal with the warm prospects.

Business owners and sales people can get caught in the nitty gritty of the process and sometimes relax on the follow up and relationship building which is where the real money is.

Marketing, Sales and business development is the most important part of any business. Would yours pass the consistency and sustained effort test.

Stop costing your business money – contact me today on 087 222 0720 and we can carry out the test and identify improvement potential immediately.

7 Skills Required for Business

Here are 7 skills/competencies that can really help you with your business.

1. Financial Acumen – Running any business involves money. Love it or hate it, a business is about generating sales, paying suppliers and investing or using the profits. In business it is very important to understand terms like: Margin, Markup, Gross Profit, Net Profit, Cost buffetof Goods, Carriage, Creditor Days, Debtor Days, Interest rates. Unless you take the time to understand these metrics, they will cost you money because you will not ask the right questions. No one cares about your money as much as you should do.

2. Marketing Skills – Marketing involve communication of your message about your product or service, It has to be compelling enough for a potential customer to be interested in it. But marketing goes far wider and deeper than a product – it needs to reflect you and the company as well. Every time a communication is delivered from you or your company, that’s marketing. It evolves all the time. Learn it and embrace it.

3. Sales Skills – Sales are the most important thing in any business, but for most they get the least amount of attention. Most business owner and their teams never receive any formal sales training, yet their business depends on sales for its success. Rather than saying – “yeah, yeah, I know how to sell” – simply say “I can sell, but how good am I at selling”, then go and read a book about selling in your industry. Good sales skills are critical to your success.

4. Networking Skills – Its not about who you know, its about who knows you – old adage – always true. And if you are known – what are you known for – All the right things I hope – Are you the “go to” person in your industry, in your area. Are you an expert? When networking do you look to get or give? It should be give – thats how networking works –

5. Purchasing Skills – making a margin and a profit are 2 of the fundamentals of business. Good buying will allow much higher profits and margins and the customer can also win. Learning how to negotiate on purchasing is a key skill. Knowing your marketplace, knowing your sources, having alternative sources, knowing what your competitors are buying – being able to say “NO”, getting FREE carriage.

6. Pricing Skills – The obsession with cheap often leads people to think that every person knows the price of everything and that they will only buy based on price – this is not true – Price is only a minor factor in the buying decision and it is important to price with this in mind. Being cheap will break your business and attract the worst type of client – price only driven, no loyalty, no appreciation of service, no appreciation of convenience, no appreciation of aftersales service.

7. Customer Service – Again, often neglected – but people will return because of the service they get. Again too many people receive no service training, not even a good induction. A consistent approach to excellent service will deliver more profits than any marketing campaign that you undertake.

We work with our clients every day on the above skills – If you would like a FREE business review – get in touch today – 087 222 0720.

They know how – but they do not do it!

When the team don’t do what they have been asked

“I have told them a thousand times and they all claim they know what I want and they all nod in agreement” claimed a client recently “and they they go and do something completely different.”

My client was nearing the end of his tether. He was frustrated because he had taken the leadership-quote1time to communicate the message to the team. He has taken the management team aside for a day and had spent the day instilling his vision and mission. They had all finished the day espousing how much they believed in and “got” the message.

But the message was not communicated and there was no way that it would reach every team member in the business and most importantly the team at the coal face of the business. So it was highly probable that the customers in the business would not experience any change. And thats exactly what happened.

So what to do about this dilemma?

We suggested a few things:

1. Communication of the message via more than one medium

2. Challenging the managers and their teams on a more regular basis to check delivery and adherence to message

3. Spot checking and random assessments

4. Getting feedback from team members about what the message means to them and how it would help them personally.

he is implementing these over the next few weeks.

An important feature when it comes to change is that it can take quite a while to fully embrace change and see that it can enable a business to work better. the lure of “how it used to be” is always there.

It can take a few months fully fully learn.

It is also important that the new changes enable team members to live in some correlation to their own values – otherwise change will never stick for long.

It is also important that the team members understand why changes are being made.

Want to be a better leader – speak to Derek O’Dwyer – Business Growth Specialist – 087 222 0720

 

 

Business needs to change but team won’t engage

It is said that the only constant in life is CHANGE. Yet most people avoid it, shun it, deny that it is necessary in the first place.

Every team meeting is full of ideas on what the business needs to do to grow and prosper. work-for-changeHOWEVER, the instant that the change affects the individual team member, we get resistance, push back, obstinate behaviour, delaying tactics and in some cases in-subordination.

Very often, the main driver behind this reluctance to change is FEAR, very often it is COMFORT ZONE.

Getting team members to understand and embrace change is an important aspect of good leadership. Encouraging discussion on why things have to change is also good, but only if everyone shares the common goal of the business and understands what the long term perspective is.

Businesses have to be adept at changing in 2013. They have to make decision fact, they have to react to changes in their environment fast because it is important that the business survives.

Behaving as a CHANGE BLOCKER is one of the fastest ways to alienate yourself in a company. In implies that you do not want to do whats best for the business, whats best for the team and very often whats best for the customers. It implies that you have stopped learning and growing as a person and have made the decision that the present is as good as it gets. This viewpoint does not help business development and growth.

The world around us is changing rapidly – Smartphones did not exist 6 years ago, YouTube did not exist 7 years ago. Google did not exist 15 years ago. Yet we want life to be the same in our business, in our office. No – be open to change, be open to embracing new things and you will be an invaluable asset to any business.

 

Attention Business Owners….

 

GrowthCLUB is the most powerful day of planning any business owner will ever  experience.

At the end of this day, you will have clarity on your top priorities and a personalized plan for the next 90 days that will help you make more money and work fewer hours.

Business owners, this is also a great opportunity to network with 30 other business owners from the community.

GrowthCLUB
Friday, October 7th 2011, Clayton Hotel, Galway

Sign up today! Seats are limited and they’re going fast!
Click on this link to register! 

How Well do you Sell Yourself? The 12 x 12 x 12 Rule

If you are in business and it’s success depends on your ability to sell, then you may need to take a close look at yourself because peoples’ perception of you will directly reflect the success you achieve.

Consider the rule of 12 x 1 2 x 12

1. How do you look from 12 Feet Away

  • How professional do you look – do you reflect the best in your industry
  • How do you hold yourself and how do you walk – What does your physiology say about you?
  • How aware are you of your surroundings and how present are you?

 

2. How do you look from 12 Inches

  • How is your greeting and handshake 
  • How is your attitude and does it reflect your positives or negatives. Will people want to spend time with you
  • How focused are you on what is going right in your life?
3.What are the first 12 words that you say?
  1. Every professional must be able to present themselves succinctly to the point that what you say, triggers a question from the person you are speaking with.
  2. Your message must be simple and not contain more than 1 or 2 items
  3. Your message must be relevant to the other person in the conversation.

You will have to contact head office….

After a 6.5 hour flight with 2 children, my sister was informed by the rental company that the car she had booked was not ready and that she should wait in the lounge and they would call her on the tannoy. Not what you expect first thing in the morning!

When she expressed her dis-satisfaction, she was told that this was the busy time of the

"Do we look like we care? 'cos we don't!"

year and that there was nothing they could do about it.

When she suggested that they should probably have had some buffer stock in place and that they knew it was going to be busy, they just shrugged their shoulders and suggested that she email head office.

When she suggested that it was their responsibility to raise it with head office they simple said – “They dont listen to us”

When they were asked what their role was – they said it was to handle the abuse from customers! –

Another member of staff said that it was like working for disney – just a pure joke!

"It was such a busy day in Shannon"

Incidentally, Disney is far from a joke in terms of well run companies.

The situation about the car not being ready was bad, but could have been handled so much better. They simply did not care and indicated as much – it was as if to say – “suck it up – you chose to arrive in Ireland on a busy weekend”

If businesses want to survive and thrive – they have to make sure that the whole team cares about what they do, how they do it and pass this to the customer. Indifference will lose your company business.

To look at how best to train your team, email or call us today.