Tag Archives: lessons

Are You Sure You’re Charging Enough?

Where your pricing sits is an indicator of how good you are, average pricing? You’re are average, well you’re Price Increaseprobably not but that’s what people perception will be, and price perception is key.A recent story showed that the majority of people can’t tell the difference between expensive and cheap bottles of wine.

In an episode of ‘Observatory’ on the hit YouTube channel ‘Vox’, 100 people tasted three bottles of wine priced at $8, $14 and $43 respectively.After a series of questions, tasters rated the least expensive and the most expensive exactly the same. Which begs the question, what’s the point in buying expensive wine when, taste-wise, you’re likely to get a similar experience to cheaper alternatives?

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Principle Number Four To Getting Better Results

ConsensusAnother principal for overcoming uncertainty is consensus.

People look for what other people feel think and do, and the amplifiers for this are many others doing it or similar others doing it. This is why it’s so important to get testimonials from your clients and put those testimonials in front of people like them, think about trip advisor, reviews remove uncertainty.

Shopping channels in America are big business, and one fitness device broke all sales records selling nearly a quarter of a million units, a big part of the success was switching how they encourage people to call in.

Instead of saying the usual are operators are waiting for your calls, they switched it to if the lines are busy please call back, insinuating that lots of other people were calling in.

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Principle Number Three To Getting Better Results

AuthorityIf someone is uncertain about what you’re offering is or that you can do the job, one of the principles you can use is authority, people look the cues that somebody’s an authority and as such are more likely to listen to you or follow direction.

In Holland there was a situation where people having strokes with then going to physiotherapists for treatment but what they found was the patients weren’t getting better can they weren’t following the advice of the physiotherapists so weren’t getting better.

Cialdini was called in to see if he could help improve the situation, when he went into the physiotherapists rooms he noticed that the walls were blank, he asked if the physiotherapists had any certificates or qualifications, to which they replied yes.

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Using The Power of Persuasion To Get More Results

Power of PersuasionAs you probably know I attend a lot of training’s and events, I was recently lucky enough to go on a two-day course run by David Thompson www.davidthomson.com on the 6 Principles of Persuasion, the course was brilliant.

David is a friend of mine and recently sold his business for 4 million, he is a top guy and decided that he wants to find out more about the principles of persuasion so he actually travelled out to America to train with the Dr. Robert Cialdini.

David is now one of only 20 people in the world qualified to deliver this training and the only person in the UK that you could potentially get some training from (there is one of the person but there are civil servant) if you get the opportunity to go on David’s training I would highly recommend it.

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A Great Recruiting Tool

There’s loads of evidence that investing a little effort in your team will yield positive results, what are some of theTeam Building things that you can do? Well, you can start by actually asking your team what is it that they want and what they would like the clinic to be like in five years’ time.

This in itself will make you stand out and start getting engagement because so few employees are ever asked, but you do have to be seen to follow through. One of the businesses I work with gives everyone their birthday off as an extra day’s holiday – and it’s compulsorily that they do something fun.

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Do You Know How Your Productivity Is Being Destroying?

Nigel Botterill is a true entrepreneur in every sense of the word, and has built eight separate £million businesses. HeTime Management uses this technique and he’s so protective of his first 90 minutes in the morning that he has a “Do Not Disturb Unless There’s A Fire” sign on his door.

His team know that interrupting Nigel during this time is potentially a disciplinary issue, because those 90 minutes of being able to work on his business each day are so precious, and he knows they’re absolutely critical to his future success. He’s such an advocate of the 90 minute principle that he’s just written a book called Build Your Business in 90 Minutes a Day, and talks about how you step closer to your ultimate goals in that daily time.

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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.

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By Alan Adams

Access the FREE workshop on Getting DEPTH™ in your business, click here WWW.GET-DEPTH.COM for more details and start developing a business that delivers you the lifestyle you want, with none of the stress.

How To Set Your Businesses Pricing

If you’re unsure about your pricing, take a look at your much bigger competitors or even those of a similar size. Now,Business Pricing you do have to compare apples with apples, but looking at their delivery, how far away are you from them? Do you really understand your marketplace? And are you constantly attending courses to evolve your knowledge and understanding of your industry best practice? To stay fresh? Do you understand the strategy behind what you’re trying to do? If so, you’ll absolutely wipe the floor with the majority of your competitors.

Also, if your client comes back and says your pricing is a bit on the high side (I’d always say that you should be in the top third price wise), ask them what they think their budget could stretch to. I’d never suggest reducing your price but you could offer to ‘part fund’ the first three months of the treatment to show the value that you bring (remember FS from your V x D + FS > R sales equation). This is also known as their puppy dog sales tactic, so, someone comes into a pet shop because they’ve been dragged in there by the kids and the kids are pestering for a puppy. The pet shop owners says take the puppy for the weekend, the kids

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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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