By Joyce
I’m big on continuing effort, right actions in the right way over the right period of time. So, let’s dive into a series between now and Halloween! The 5 Areas of a business, of YOUR business.
5 Areas of Business
There are five areas of business. I don’t care what you are trying to sell online, if you are a realtor or have a barber shop, these same 5 areas exist for any person, company owner or Fortune 100 company.
• Area 1: Suspects/Marketing
• Area 2: Pre-Sales
• Area 3: The Sale
• Area 4: Servicing
• Area 5: Client for Life
By considering each of these five areas, you can more fully understand how and where a partner and/or a coaching team can provide the greatest assistance in the least amount of time with the smallest investment.
Area 1: Suspects/Marketing
This area covers how to generate more and better prospects. It covers marketing and getting referrals from current and past clients as well as other sources. One small adjustment in this area can double your profitability.
Area 2: Pre-Sales
Most companies invest hundreds of thousands of dollars into marketing (Area 1) and then only convert one out of ten leads. Why? There are many reasons, which is why it’s so difficult to know how to correct or change these numbers. By using our unique processes, systems, tools, and technology, we’re able to help you quickly identify where you may need to make key changes. If we can help you convert just one more lead out of those ten, you could double your sales with no additional work, leads, or efforts.
Area 3: The Sale
This area is an art and a science. It’s the hardest part to truly understand and duplicate. By improving Areas 1 and 2, Area 3 will automatically improve. By teaching you and your team how to identify an individual’s personality in 15 seconds, your sales people will experience a newfound excitement, energy, and effectiveness. By using systems, tools, and automated processes along with technology and media, the way you do business will be changed forever.
Area 4: Servicing
Most companies look at servicing as a cost center rather than a profit center. We know, by studying natural laws, that strong servicing of one’s business can actually produce more new sales opportunities
than Area 3: The Sale.
Area 5: Client for Life
This is the dream and passion of every entrepreneur and CEO. We must aim to keep our clients for life if we’re going to grow and maintain profitability. This is a combination of two key elements:
1. A company culture that believes and practices natural laws for success
2. The proper implementation of technology, training, tools, systems, and the development of people.
A “client for life” mentality will bring the other four areas into a symphony of success for our clients, vendors, employees, and stockholders/owners.
By Joyce
One of the biggest reasons for my success in any business venture I undertake, is that I approach them, each one, even the most complicated ones, with a simple, three step process.
The simple, three-step process to success is:
- Step 1: Examination
- Step 2: Solution(s)
- Step 3: Implementation
Why? The answer is simple, too. I call these the “Three Steps to Anything.”
Step 1: The Examination
I’m not a doctor but I model my process after one. A doctor would never present a solution without doing a thorough examination. It’s a pretty good model, too, despite what you may think about doctors. You must do a thorough examination of the facts of any simple business situation.
It is critical you complete an effective examination. This step may involve a simple, short series of questions. Or it may entail a much more comprehensive, thorough series for an in-depth examination. It should really but up to the complexity of the situation or the client.
Step 2: Present Solutions
Anyone who is presenting solutions without doing a thorough examination is selling you something rather than seeking what’s best for you. Run the other way! At the same time, understand your client has the same perception. Ask questions first, formulate solutions to those specific answers your client or prospect gave you.
I like presenting solutions in groups of three: a basic, an intermediate, and an advanced plan for their success based on the examination. Which plan they pursue is their choice. I can deliver all of them.
Step 3: Implementation
Implement the best solution for your client, no matter which level they picked. Some clients have a great sense of urgency and want to implement a solution immediately. Others take their time and ease into their new strategy.
I find that individuals and companies who tend to see the greatest success in implementation have a high sense of urgency coupled with being powerfully motivated, open-minded, trusting of themselves and me, and quick to respond. In business, I have found that the slower you react, the more money it can cost you. These people tend to take on intermediate to advanced solutions in the implementation phase of things.
Individuals who tend to procrastinate often don’t trust themselves to “fail successfully” and likewise won’t trust me. These typically take on no or basic level solutions. To overcome procrastination, at times I must push them to take action without all the data and without supporting evidence. Such a step often feels counter-intuitive, risky, and doomed to failure.
Remember, waiting to gather all the data before implementing a solution can be just as risky! Sometimes we need to trust our intuition—our “gut feel”—and just take action! My best business students don’t ask for a plan or for more detail. They will simply just ask, “What is the one action you’d recommend that I take right here and now?” because they watched me take them through the “Three Steps to Anything.”
