Posts Tagged 'success'

Two new business articles

Just a note reminding you to have a look at two new articles in the October issue of Landscape Management magazine.

The first, “Apples to Oranges” features several of my clients, all of whom grew top and bottom lines in the middle of this recession. No BS…just honest results. The article resulted from interest created during my recent live LM webinar..the first in their new Business School web series.

The second article, “Nail the Sale” shows how great results are achieved. Surprising to many, my clients have learned to sell value instead of cutting price and profits to the bone! Again, no theory, just great results! Again, have a look and tell me what you think.

That’s the upcoming issue of  Landscape Management magazine.


2010 Starts Now!

This may come as a shock to my friends and clients in the home services industry but…next year is here, now!

Sure, I know, we are just finishing this year…and we deserve a break. Sorry, no break..not now; not when only the best prepared will grow in this economy. So, you just gotta ask yourself, will I or won’t I be on the winner list this time next year?

If you are committed to growing, you have your work cut out for you. Sure, it can be done…I have numerous clients and contacts who have grown significantly this year. But it wasn’t an accident or quirk of fate. It was the result of planning, training, lots of hands-on follow up, tracking and reacting on a daily basis. Nothing short of that works.

But you can grow.

Next, if you are one of those sad soles who feels you’ve paid your dues, suffered through this recession and are celebrating Ben Bernanke’s decision that “the recession is largely over”, guess again. Ben deals with banks. You deal with homeowners and small businesses. And, flash! The recession is NOT “largely over”. Only a politican or economist would say a thing like that. So, together, we wil l face another tough selling season. You have to be ready..that is, unless you are content to backslide…something I find unacceptable.

If you know my history, you know I helped a small, growing service company grow in the recession of the late 1980’s. We learned that it can be done. But it doesn’t just happen. To succeed in 2010, you will need to be 10% better at everything you do. You will need to hire 10% better, train a tad more effectively, lead, track, react and coach 10% more effectively. So, take my advice…strart next year now! Don’t get lazy. Forget about the flush years past…this is a business war we are in and not all will make it. Be on the winner’s list.

My schedule is filling faster than ever…and that is becsause smart managers are preparing now for tomorrow.

Food for thought.

Growing in a down economy? You must be kidding!

Yesterday, I participated in an industry sponsored webinar on surviving, even growing in a recession. For a first effort, I felt it was a success…as 325 contractors/operators signed up for the event.

My message, as it is in all my training, was that, if you take time to differentiate your company/product/service from the competition..and communicate the real, tangible value of the differences, you CAN sell and grow in a recession. I have clients who grew 18-23% this year…top and bottom lines! That is a fact.

Yesterday’s blog post on leaving the doom and gloom behind and getting back to business was based on this year’s positive experience. Since yesterday, a couple of people contacted me…telling me I was just another consultant…planting unrealistic expectaitons in the minds of generate business.

Holy cow! How silly! I am reporting what my clients are doing. Believe it or don’t, your call. But this I know, small to mid-sized businesses I work with are making it happen. To me, that’s good news and I intend to use my blog to tell the story.

Value sells…the probem is…we don’t take the time to hone our communications skills and we don’t tightly manage our marketing/sales process. If you want a more detailed discussion, let me know.

A Leader’s Secret Weapon

  “Can’t talk…gotta go”. 

 “Hey, boss, hang on…I got a question”.

 “I said I gotta go…upset customer”.

Humm….sound familiar?  Boss can’t talk to employee, has customer issue to resolve. And, of course, as we’ve all been taught, THE CUSTOMER COMES FIRST!  Or does he/she?

Take a closer look at how you really outght to run your business.  I have a slogan; I use it in all my triaining/consulting sessions. It goes like this: “CRM [Customer Relations Management] begins with ERM [Employee Relations Management].  Get my point?

I don’t care what business you are in, if you have customers, you need to focus on serving them in a special way.  If you don’t, in this economy, with choices galore, they will disapprear like the morning fog.

So, how do we successfully serve, retain and profit from our customer base? Through our people.

If you want happy customers, start by building a culture that includes and is based on happy people. “Can’t be done these days”, you say.  Wrong. It can is is being done…today.

Without a long explanation, suffice to say that a primary cause of business failure, is a preceding failure to focus on your key resouce, the human resource.  We work real hard on planning, figuring out how to execute, etc. But, when it comes to the people on whom we depend to make it happen, we spend little time and attention to ensure success. Period.

A moment on something I learned as a young, know-nothing econ student; The Pareto Principle. All who sell, or have ever sold anything, have heard of it.  Still, if the PP is unfamiliar, let me lay it out as concisely as possible.

In 1906, an Italian eonomist named Vilfredo Pareto, while studying the laws of distribution [how things are naturally spread out], discovered something important. Simply, that a majority [he figured about 80%] of the value of time spent and effort expended, came from a minority [he fiuured about 20%] of the things we do.  We get most of the return on our time and effort from a very few things we do during a typical day, week, month or year. Lately, this distribution principle has been termed, The Pareto Principle.

The lesson, to a young sales rep is, figure out who your highest potential customers are and spend you time with them. Don’t waste time on the masses that return little in payback for time invested.

The PP can be applied to management time in any business, as well. Ask do you spend your day….on things or on people?  Because people are tougher to deal with and control than things or tasks, we tend to gravitate to things we can control. Even familiar problems precede dealing with our people in terms of the percieved degree of difficulty and discomfort. So, for most managers/leaders, people come second.  The team comes second.

Now, that would be fine…except for one’s our people who enable us to succeed, to reach management and company objectives.  No doubt about it…as good old Vilfredo learned, you will get more bang from your time use and focus buck when you spend it on high payback activities that involve people!

What kind of activities? Oh, let’s start with recruiting, attracting the best in your business segment. Then, how about training them; ensuring they succeed, which, of course is hugely motivating to the worker, leading to greater productivity and lower staff turnover. And how about follow up coaching; reinforcing learning to form strong productive habits? Am I getting through?

Stop focusing on things, spend your time with your people and the investment will be returned 10 fold.

Smart managers and leaders know the secret to success…the secret weapon; the Pareto Principle.