Tag Archives: Improvement Performance

Your Business Shouldn’t Run You, Great Example Of How To Get Work Life Balance

What if your business didn’t control your life? Brazilian CEO Ricardo Semler practices a radical form of corporate democracy, rethinking everything within the business to promotes work-life balance — and leads to some deep insight on what work, and life, is really all about, this is well worth watching, what can you do differently?

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What Attitude Are You Adopting In Your Business

During the recession in the 1990s there was an insurance company on the east coast of America and, like most Attitude In Businessbusinesses, they’d been hit hard and were struggling. One day, the owner came into work, looked around the office and noticed, not surprisingly, that the sales people were flat, the atmosphere was glum, and that it just wasn’t a great place to be.

But then he had an epiphany. Even if these were good times, even if there was no recession, they would have practically zero business coming in because of everyone’s attitude. And he went on to think that if his guys were like this, then the competition must be similar, which meant that no-one was out there actually selling to potential clients.

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How Does Your Business Culture Compare To These Guys?

I’ve been talking about the importance of nailing your culture and another brilliant example of how you can steer the culture of a business and benefit from the hugely positive impact on the people in it is Seattle’s Pike Place Fish Market, which is now world-famous.

Read the short book Fish by Stephen C. Lundin, Harry Paul and John Christensen to learn more about how they achieved the culture they did, but it’s a wildly successful, fun, and bustling place, with a joyful atmosphere and fantastic customer service.

The team literally throw fish from one side of the market to the other, and they get crowds of people coming down to see the action and even get involved. However, it wasn’t always that way, it used to be just a job to the employees and not a great one as it was often cold and smelly.

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In Business Everything Matters, Even How You Make The Tea

I recently dropped off a present to the guys at Mooch Creative, after a previous visit gave me déjà vu. The first time IMooch Creative Dan & Mark visited, I was kindly offered a cup of tea – which I gratefully accepted – and I saw one of the team then take themselves off to the kitchen area where they waited for the kettle to boil.

It reminded me of a manufacturing client I had years ago, and showed to be another example of how it’s the little things that can really hurt you (not physically).

If you are facing somebody and they threw an axe at you, you’d instinctively move out of the way sharpish so that the axe didn’t hit you. While thankfully there aren’t too many axes in business, there are lots and lots of opportunities to get paper cuts and this is what can damage your business. Read More »

Fear Of Rejection Holding You Back?

Fear of rejection is a big one in every industry, simply because so many people just hate asking for the sale or the money, actually 80% of sales are lost because no one asked for the sale and this is why thinking about your sales process and having scripts to work with are so important

Jia Jiang has a rather entertaining and insightful opinion on rejection, after he went out of his way to be rejected for 100 days straight, well worth a watch.

CLICK HERE

By Alan Adams

How To Stand Out From The Competition

We’ve already mentioned about the importance of building your list, so you’re probably thinking ‘great, what now?’ Alan Adams & Richard ReedFor most clinics these will be high income people who are incredibly difficult to get in front of. It’s not a problem though; it’s all about how you contact them. You just have to turn up in a completely different way that makes you stand out and get a response, even if that response is telling you to clear off! In my experience, though, the worst case scenario is that you’ll get a polite no from the very person you’re targeting. There are a few strategies but some variety on lumpy mail always goes down well, or even a shock and awe package, let me explain…

I’ve been interviewing some of the country’s top business people for an NLP modelling project on the mind-set of the super successful. The idea is to find out what’s happening on an unconscious level that makes these people really excel at business and to find out what the common traits among them are, as well as what they have in common that will be an important marker. Once we’ve learned all of this, essentially we have the business holy grail – a blueprint for success. The problem is these people don’t know me, they get a barrage of requests for different things, are really time pressured and they have the ultimate gatekeepers whose sole job is not to let anyone near them. So how did I do it?

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Labels Can Help You Get More Engagement From Customers

Get More Engagement From Customers

When we think about labels we tend to think about brand labels. However , More Engagement From Customers can be achieved by labelling them – although it More Engagement From Customerssounds odd – can have hugely positive results. Not only can it get them to engage with you more , but chances are they’ll also spend more money with you.  So, if you’re not labelling your customers you really are missing a trick.

In fact, research has shown that people who are labelled not only like it, but are more inclined to engage with the group they are labelled with.

To demonstrate this, a study was carried out (Motivating voter turnout by invoking the self, Stanford University) to see if labelling people as politically active voters would influence their turnout at the polls .  People were questioned about their political habits with half of this group subsequently told that the researchers had deemed them more politically active based on their answers (which wasn’t true as the y’d been selected at random) .  The other half of the group wasn’t told anything.

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How to Convert More Leads

Convert More Leads into Paying Customers

Getting new leads is important, however, you also need to convert more leads into paying customers and this is Convert More Leadssomething business owners fall foul of.

We all know that it’s the small stuff that makes the differences, research done by Dr. Robert Cialdini, Professor of Psychology at Arizona State University examined the donation process of the American Cancer Society, and how a small change delivered drastically different results.

This Convert More Leads

Below are two scripts used to wrap up a door-to-door donation request.

  1. “Would you be willing to help by giving a donation?”
  2. “Would you be willing to help by giving a donation? Every penny will help.”

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Its Not How You Get Customers, It’s The Why That Counts

How You Get Customers

There’s a brilliant TED, that really covers how you get customers, by Simon Sinek called “Why Great Leaders How you get customersInspire Action”. If you’ve never seen TED it’s a great resource of snappy 18 minute or so talks about pretty much any inspiring and educational topics you can think of. Their tag line is “ideas worth spreading” and it’s definitely worth a look, no matter what your interests are. Anyway, we’re going to cover in a later chapter the importance of your clinic’s vision, mission, and culture, but understanding these things along with why you’re in business can have a huge impact on your marketing.

Knowing Your Why is How You Get Customers

In Simon’s talk he talks about the Golden Circle in which you have three concentric circles, the centre, the middle and the outside. On the outside you have ‘what you do’, in the middle ‘how you do it’, and finally ‘why you do it’ in the inner circle which is your core purpose or belief as a business. Simon explained that all really inspired companies work from the inside out, rather than the traditional model where they work from the outside in, and he gave Apple as a great example.

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The ABC of Website Design

Website Design Have Only Two PurposesWebsite Design

There are only two jobs that a website design should have, either to sell stuff so it’s an e-commerce website, or to capture the details of people visiting the website, if its does neither of these tasks you’re missing a trick and need to change it as soon as possible.

For example, It’s highly unlikely that as a creative agency you’re selling stuff online, so you’re looking to somehow capture people’s details through offering them some sort of download (often referred to as a lead magnet or in-bound marketing). If someone’s on your website there is a really good chance that they’re potentially looking to engage with someone offering your services. In exchange for a name and email address, or even an email address only (let’s face it you can normally work out the name from the email address) you can offer them some advice and guidance, for example ‘Seven Questions You Must Ask’ or ‘The Three Most Common Mistakes That People Make When Engaging with a PR Agency’. The point of the download is to offer advice and guidance, not sell to the potential client by saying here at ABC we do X. It’s about telling them the questions they should ask an agency that will gently educate them about the advantages you offer your clients over the competition.

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