Congratulations, and thank you for investing the time to pursue your own success. We believe that everyone has the ability to succeed with clarity, direction, accountability, and are grateful for the opportunity to serve you!
There are tiny golden nuggets in here, and because we are committed to you finding them … it is important that we create some context to ensure you do.
1. Already knew that!
You may know how to ride a bicycle, but for anybody who remembers their childhood attempts of falling off, running into a tree, hitting a gutter, and that all painful experience of that pedal smashing into your shins… We discovered that knowing and doing, are two very different things! There is a list of over 50 practical and applicable tips here. You may “know” some, or even all of them but… Do you simply know them, or have you implemented them successfully in your business? Knowledge in itself is useful, but it does not necessarily give you power or make a significant difference. The application of knowledge is, so even if you “know” some of these tips, ask yourself, have you applied them?
2. Already tried that!
We mentioned this earlier, but can you recall learning how to ride a bike? After falling off, scraping up your knees, elbows, and running into a tree or two, you finally get moving only to realise that you ALSO need to steer in the right direction AND peddle those legs! If you were anything like me, at one point you hit the brakes in a panic and instantly regret it as you fly over the handle bars but… now you know about the front and back brakes too. The same concept applies in business. You may be doing most things right but miss one thing that makes all the difference and it’s ok! Try again… If you’re still stuck after a few attempts, there is no shame in reaching out to someone for support.
3. You are not alone!
We are truly committed to your success. If you are struggling with the implementation on any of these tips or can’t figure out how it applies to your business, reach out!
We trust you will get value from these pages and would love to get your feedback on what worked, if something didn’t, and ultimately, your successes. If you’d like to share your story, reach out to firstname.lastname@example.org!
GETTING MORE LEADS
1. Do you understand and know your target market inside and out?
People love to do business with those they know and trust. If you already have customers, find out where others like them are. If you have a solid relationship with your customers, you may not need a new marketing strategy to get more leads today, just a creative way to tap into potential referrals from the customers you already have! Start with your 10 best customers, reach out to check in on how things have been and don’t be scared to ask them for referrals!
2. Track and measure!
Avoid falling in the trap of burning cash flow or valuable resources. If you don’t already… track and measure current lead generation strategies to determine their effectiveness. When you do and you need more leads, consider which options will generate the biggest results and return on investment (ROI).
3. Be A Friend
When you are trying to market your business on a tight budget, or this is your first time figuring out a marketing campaign… focus on your energy, consistency, and in building relationships. You will be surprised how effective this can be and with little to no cost. It is said that over 90% of consumers prefer suggestions from their friends so consider that having “more money” isn’t always the answer to your marketing concerns…
4. Suit Yourself
Knowing that you feel like you need more leads right now, money is often wasted if you are rushed into something that suits the seller better than your business. Just because there is a sharp deadline for the seller doesn’t mean it fits your business model, direction, or goals. Take a minute to evaluate the strategy, understand your expectations, and potential results. There are moments when a good idea isn’t a good time to pursue.
5. Consistent Branding
Consistent branding is impressionable and memorable, if you can’t 100% agree that your branding is right now, invest the time to make it so!
There are literally hundreds of local business networking activities available. Running low on leads? Go shake some hands, meet some local professionals, and generate some new leads today! Being interested over interesting can have a huge payoff as you make new connections.
Less than 20% of a buying decision is based on logic alone, the rest is pure emotion. Avoid too much technical talk, connect and tap into the emotions!
8. Cut through the clutter
People are bombarded with thousands of messages every single day. You will need to cut through this “white noise” clutter so if you have something that works, don’t change it just because you’re bored! You will tire of your strategy long before your customer does…
Most businesses focus all energies on customer demographics. Put some effort into customer psychographics to take your marketing and lead generation to the next level!
1. A certain level of success is achievable by most of us
To really win more customers and achieve a new level of success, invest in understanding human behavioral styles, personalities, and most importantly, understanding YOUR personality, behaviors, and how that applies to your customers.
2. Be approachable
Nobody has ever said, “I loved that grumpy salesperson!”. Five-star customers want a five-star salesperson. Smile, be approachable and remember to be interested more so than interesting.
Do you know the difference between listening and hearing? In short, “hearing” is an effortless, involuntary function that happens. It is simply “hearing” the sounds and noises (unless you are hearing impaired of course). “Listening” on the other hand, takes focus, a level of concentration, and intention. The difference is in speaking to reply vs. authentically listening to your customer, getting their meaning and emotion, checking in to confirm you got their message right, and literally speak into their listening.
4. Follow up!!
It is cliché, it is repeated, and yet it is still rarely actioned. The greater majority of salespeople stop after one or two follow up attempts, usually for the “fear of being too pushy”. While the potential customer wonders where you went and reaches out to your competition. Want to transform your sales? Follow up until you get a “no” or a new customer.
5. First impressions
First impressions last and a negative one can be tough to overcome! Use the “First 12” model to improve your first impressions, consistently. That is a plan on your; First 12 steps (what they see), first 12 words (what they hear), first 12 seconds (what they feel).
6. Core needs
The 6 core human needs; Certainty, Variety/Uncertainty, Significance, Love/Connection, Growth, and Contribution. Each and every day, we fulfill these needs in a constructive, neutral, or destructive manner. How does your business touch on these core needs for your customers?
How you feel about your business will ooze out whether we want it or not. Would you recommend your service/product to friends and family? Do you use it yourself? Are you proud of it? Consider how the way you feel is impacting the way you communicate what you do. Every salesperson knows the impact that negative mindsets have. You may need to reframe your thoughts, reignite some passion, and results will follow when you are “fired up” and “in the zone”.
8. Body Language
Intuitively, women notice details more often than the average man… They will subconsciously pick up on your body language. Thanks to recent shows like “Lie To Me”, and “The Mentalist”, more people have become aware of the importance of subtle body language cues and what they mean. Be authentic, mirror your customers, and remember that when trying to pick up on the non-verbal signals, look for a minimum cluster of three matching signals before you respond.
CLIENT RETENTION & REPEAT BUSINESS
1. Be Interested vs. Interesting!
This was mentioned a few times because it is both relevant and critical to success. Apathy and lack of interest are about as effective as rudeness and brevity.
2. What is the lifetime value of your customer?
For example, you may sell a product/service worth $500. One customer may come back an average of three times and refer two friends which would make one customer’s lifetime value $1500 as an individual, $7500 if you include their two friends! The mindset of close the sale vs. creating a long-term customer relationship can be detrimental to your long-term business growth strategy!
Business in today’s world suggests an average of 5 – 12 touchpoints before you make a sale. If your sales process is not specifically and creatively designed to make at least five meaningful connections with your potential customer, it’s a safe assumption that it doesn’t have a way to keep them engaged after they’ve become a new customer either. If this sounds like your business, make some changes today to improve your results tomorrow!
4. Consistency provides certainty!
Even consistent poor service is bearable compared to inconsistent service that jumps between good, great, and poor. Is your customer service process providing great service, all the time? Better yet, do you have a customer service process in place? Hint: If you are thinking “Yes, but it’s in my head!”, sorry to burst your bubble… what you are really saying is “Yes, we’re still inconsistent.”
5. Relationships matter!
If your customer likes you, trusts you, and feels special when they come to you, they will travel that extra mile to use your business… Simple, authentic personal touch points make a huge difference to people!
6. Leave happy
How often do you leave a business feeling happier than when you walk in? Imagine for a second, adding joy to the life of every customer and potential customer that meets you. What kind of a difference would that make, and wouldn’t you want to go back to that business again? How can you create or implement this, whether you have a physical location or not? It begins with a consistent warm welcome and ends with a fond see you again soon!
7. The feelings
People often remember the experience and the feelings. Think of the BEST customer service experience you encountered; how did it make you feel? Can you do this for your customers too?
8. Businesses often react negatively with a customer complaint
What if we told you that complaints are nuggets of gold too! If a customer took the time to complain, it usually means that they cared about you and your business enough to make the complaint. Treat them graciously, respect how they feel, listen with intention, and make a genuine effort to right their wrongs. You might win yourself some more business and a customer for life!
9. Ask yourself
If your business was the best of its kind in the world, what would be done differently that is not being done right now? Now take those actions and transform your sales!
INSPIRING LEADER VS. MUNDANE MANAGER
1. Self-awareness is the most critical component of a leader
This means to not only have an awareness of our strengths and weaknesses but the foresight and commitment to our continued personal development as well. To be an inspired leader, follow three simple steps. Be self-aware, accountable for your strengths and weaknesses, take the necessary actions in continuing your personal development, and consider these two questions. What’s your biggest weakness right now? What actions are you taking on improving it?
2. Manager or leader?
When things are going well, the leader looks around and says, “I am so thankful for my amazing team” while the manager looks around and says, “God I’m good! Look what I’ve done!” When things are not going so well the leader says, “What can I do to support my team” while the manager says, “I need a new team.” Are you being a manager or a leader right now?
3. Ask, involve, and solve
Whether you have a team or need to lead yourself more effectively to get things done. Simply ask, involve, and solve! Ask for help or seek the answers, involve your team and/or relevant people in the challenge, collaborate to find a solution and take action!
4. How do you need to behave?
Ever wondered if a great team would be attracted to you? Who do you need to be as a leader, how do you need to behave, and what do you need to attract and retain a great team of people around you?
The greatest leaders also knew how to follow but more importantly, they invest in themselves, those they work with, their family, friends, and their future. Take the time to re-energize, re-evaluate, and re-create. How are you doing this right now?
6. Understand what’s important to those around you
What is a person’s most interesting topic… themselves! Most managers and leaders alike, truly don’t know what the people around them want. Take the time to understand the real needs of your customers, teams, and people around you. An authentic commitment to this one thing will not only inspire and energize your people, but it will also increase productivity and make for a much more satisfying environment.
The more you listen, the more you learn. Make time to listen to others before jumping into action. You have 2 ears and 1 mouth for a reason!
8. Be positive
When you have a negative thought, replace each one with two positive thoughts. While others see a half full or half empty cup, keep yours empty and full of possibilities. Help the people around you transform what they see in theirs with what matters!
9. Take notice
Many are quick to criticize or point out “what’s wrong”. When someone is doing good, remember to take notice. Recognition is powerful, become the beacon of openness and positivity!
IMPROVE PERSONAL PERFORMANCE
Clarity makes a difference. Potential for issues and challenges increase exponentially without it. Carry a small pack of nuts and dried fruit, a snack, or protein bars for instant brain food that will keep you energized and thinking clearly.
2. Stay hydrated
Did you know that 8 cups of water is the recommendation for the average person? ALWAYS have access to a cool or warm drink to keep hydrated throughout the day. We don’t have any issues knocking back a handful of beers or wine right.
3. Stay healthy
If you feel like something is off, you’re probably right! Listen to your body and take action before it becomes an illness or disease. There is nothing without your health.
4. Connect with others
It is often said that a problem shared is a problem halved. Every professional has struggled with the same or similar challenge at some point in time. Find someone you trust and respect to share and chat about it with. Trying to take everything on alone is a choice. You don’t have to be alone.
5. Remember what matters
Your health, your family, and your long-term success. Whether you work from home or an office, make time to unwind and rewind. Most people try to work 24 hours a day. Don’t be most people!
Physical activity will greatly improve your health, ability to concentrate, and creative thinking process. Even if it’s a 10 minute walk to begin, clear your head, exercise, and increase your performance!
7. Invest time in YOU
Scheduling your health is as important as that meeting with a big client! Nothing should get in the way of your health. Invest this time in yourself.
DRIVING ONLINE RESULTS
1. Online visitors
How you think about your business is probably not how your customer thinks. Know your online visitors and how they search for your site. Speak to a professional or figure out the keywords and search phrases your customers use to surf the net.
2. Gain clarity around your target market
If anyone is your customer, then it’s going to make it tough to market to. Define your niche regardless of how broad your scope of work may be. Optimize with keywords that are direct enough so the searcher will find you, not your competitor.
3. Title tags
Title tags describe a particular web page. They are HTML tags that contain text. When you use a title tag, make sure it speaks to the content that is on your website.
4. Analyze and refine!
Search for a keyword analyzer tool or hire a professional to do it for you. This is one of the biggest differences between mediocre and successful online presence. For more information, research Google analytics and how it works.
Do you have a blog or write articles? You may have some great content to share but with an unappealing title, visitors are unlikely. Choose a relevant title, short and descriptive.
6. Keyword Density
Keyword density is as critical as the keywords themselves. You should repeat keyword phrases at least three to five times in the article while keywords should appear ten times or more. Consider repeating your keywords title approximately every 200 words or so.
When search engines scan sites, it rates texts in your headlines too. Always place it in the page headline tags.
Landing pages, pop-ups, and ad banners are effective… in moderation! Consider how annoying it can be when you are searching online with pop-ups happening “too much”. They are effective, but be conscious of the content, frequency, and timing!
1. Keep your financials up to date all the time. Review them at least weekly, and never, never, never let it get behind!
2. Only YOU, or ONE person should be signing the checks.
3. It’s unusual for someone else to care that you are “working too hard”. Take personal and professional responsibility for the state of your own mental and physical health.
4. Always remember that in your business, your health and wellbeing is the greatest and most valuable asset.
5. Trust your gut! Your accountant, solicitor, or managers may be great, but don’t expect them to know your business better than you do. Seek second opinions if you are unsure, it’s better to be safe than sorry.
6. Protect and preserve yourself, your family, and your business first. Without this, you are no use to anybody.
7. Be prepared to walk away from ANY “deal”. There is always another opportunity. In a state of scarcity vs. abundance, abundance wins every time. Unnecessary risks and rushing almost always creates more challenges.
8. You may have heard a lot of this before, you may already know it all. The real question is not whether you “know” the information. It is whether you are taking action and implementing it, consistently. To know something without successful implementation is about as effective as saying you’re finishing a book because you read the cover. You may understand the concept; can you apply it in reality?
It has often been stated that ‘Clarity precedes Mastery’