Tag Archives: Shropshire

Principle Number Five To Getting Better Results

If people aren’t motivated to take action, then scarcity is one of the principles you can employ to get people to take action as opportunities appear more valuable when they are rare. Fear of loss will drive people to act, in a home energy study, people were contacted to tell them how much they would save per month if they were to take up a grant paying for home insulation.

When they changed it from savings per month to how much people would lose per month if they didn’t take up the offer there was a 150% increase in the uptake.

Boss music systems introduced their new Boss Wave Music System, the system itself was way ahead of anything that produced before and had the critics raving about it, Boss produced a leaflet about the system and at the very top of the leaflet with the words  “NEW” the Boss Wave System.

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Principle Number Two To Getting Better Results

LikingGetting people to like you is another way of building relationships, the activators for liking are similarity, praise and cooperation.

There’s a story about a large US company who were acquiring a lot of the businesses through purchase, this required the CEO of the company to negotiate with the owners of the companies he was buying. The chairman of the CEO thought that the negotiation processes were taking a bit long and suspected that the CEO was the issue.

Robert Cialdini was called in by the chairman to see if he could do anything to speed up the process, Cialdini watched some videos of the CEO in the negotiation process.It became apparent that he was a bit aloof and not very engaging with the person he was buying the business from.

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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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Multi-Tasking is a Lie

A recent article I read said that office workers, because of the array of social media available, including Twitter, Multi-tasking is a lieFacebook, Pinterest, Google Plus, and YouTube – to name just a few – plus texts, phone calls, and people popping in or asking questions, are interrupted once every 11 minutes!

This is shocking enough, but when you consider that getting focused on what you’re doing can take around 25 minutes before you’re ‘in the zone’, many office workers can spend their entire day without ever really being able to focus on anything that they’re doing.

Can you imagine how that can impact on any clinic’s output? While the treatments themselves are uninterrupted, when engaged with all the other important tasks to grow your clinic your productivity is being destroyed.

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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 »