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
Business Masteries LIVE! in Denver this past week was a huge success. I met an incredible amount of wonderful people wanting to grow their business to the next level. I suspect in the end we will work together and a few of them may even become good friends……”synergy” as I call it.
The most curious thing is, I had a lot of people in Denver come up to me and want to discuss with me how they can take their business online so they can prospect better.
Why do they ask me this?
One, I know a lot of online marketers and entrepreneurs, some I consider close confidants. They teach me what they know. I apply it to offline business owners. I discovered this past week a really dangerous, radical new theory:
1. Business owners are intoxicated by the notion of Social Media and the hype about free or no cost online prospecting.
Heck, I am too!
2. Very few people are doing this successfully.
Dangerous. Many Internet marketers and online business owners will not agree. They will even get angry. I know most of them.
Radical? No. Its just “The Emperor Has No Clothes” and many are not telling him or her. I guess I will. (sigh)
If your business structure is flawed offline, say you are a real estate or mortgage professional, then going online to prospect is going to sap your time, focus and revenue generating activities with little results. If you are reactive, scattered, lacking a system of prospect generation and referral depth offline, you will not be able to put one in place effectively online.
Just a theory I have, not backed by data, just my observations.
If your business structure is solid, you can still go online to prospect with little results because you may not know the right actions to take in the right way at the right time.
It’s a shame really, as to the few that are doing it well are getting very good results. These are the results that can be duplicated, replicated and expanded at will with a logical pressure point analysis. This is rare.
For every single person I talked with I recommended some offline business strategies first. There was one man I actually encouraged to expand his LinkedIn exposure and do a few things with some targeted groups and connections.
I also told the others to put away their Internet Marketing “follow these easy steps” to traffic and money programs. They are the online equivalent of fast and easy “dreams come true,” what I call morphine shots or IMLM – Internet Marketing MLM’s.
Solid business, built a solid way takes time. The fastest I’ve seen it is 2-1/2 years. It’s not overnight but t is enduring and profitable for years.
By Joyce
Now that you are clear, as a business owner, a CEO, that setting goals and having the proper motivation to go after them, is critical to your business success, I’m going to twist your head around today!
Goal setting is a tricky business.
This is especially true for the entrepreneur with huge goals in mind.
I have a theory that if you reach your goals all the time, you are not setting them high enough.
Ever fail? It’s the most painful time and the time that you will learn the most. What are you learning when you achieve your goals all the time?
Failure and success is a balancing act with a CEO. I love it when I fail. Do you? I learn from it, adjust, do it again with a different approach, and see if my efforts work. Try, fail, adjust, try, fail adjust, get lucky, adjust and succeed. This is really what goal setting is all about. It is, in my mind, what it means: always moving forward towards an end result.
You will have to set the goals high enough so some failure occurs. High goals mean you are in unchartered waters. The waters could be shark infested, too. In taking business owners into unchartered waters, they usually, not all the time, but usually, freak out. I like pushing them to their limits and then beyond because it tests their sincerity in reaching their goals and dreams. Many want it, few reach them, and so I just get right to it to see who I’m dealing with.
The correct method of goal setting is to set the bar so high you must fail. As a matter of fact, several failures are good. I find the large, stupendous goals are reached by the few business owners that get pummeled by their incredible failures along the way.
So, first step today: pick one goal you want to reach in the next 12 months. Make sure you then tie in some very real, tangible, almost scientific components to it:
- What does your goal feel like
- What does you goal look like
- What does you goal taste like
- What does your goal smell like
- What does your goal emotionally feel like
For those of you with NLP training, you’ll get it. For those of you new to this, you will get it.
Work this out on paper, with a pencil. There is a direct correlation between the pencil tip, your fingertips and the nerves that go up your arm and into your brain, I believe. It matters that you physically write this out.
When you’re finished, double your goal in size and scope. Or, half the time you think it will take to get there. Freaked out? Wait until next week’s tip…..you should be as lucky as to have me as your business trainer!
By Joyce
The key to your business success is going to be your personal ability to get, keep and stay motivated.
Building, owning, running and growing a business that produces revenue consistently, is a long term commitment on your part. You’ve got to stay the course, especially when it gets rough, and it will! Motivation is the key.
The “M” word, MOTIVATION, has frankly been given a very bad rap by all the so-called self growth gurus, personal and business success coaches that abound today. In business, motivation is both critical and yet your biggest enemy if not approached correctly. Its the correct kind of motivation along with solid business principles that you need.
First, just what is the bad kind of motivation? It’s the morphine shot that makes you feel good. Its the “I’m going to Disneyland!” excitement. It produces very little results. It’s the kind of morphine that you get from seminars and high energy programs in the moment that rapidly dissipate once you get home. You get all pumped up only to fall flat again shortly afterward.
A business owner, a solid CEO, recognizes morphine, uses it cautiously and only when needed and draws upon the correct motivational skills to build and run a solid company.
What is the good kind of motivation? The word simply means “motive.” A motive is an embedded reason. We think of this in terms of all the television shows we’ve seen about lawyers and courtrooms. The TV lawyers have to prove the motive behind the crime or there is no conviction. There must be proof and a compelling reason in which to do something nasty.
While this is a fun example, it is true, even for the CEO’s. We need reason to move. That is what motivation is. You may be doing your day to day things but you may not have the motivation to do something better, something special.
What is your reason to move?
-Pay your bills?
-Feed your family?
-Be financially secure?
-Make a difference in people’s loves?
-Leave a legacy when you’re gone off this planet?
Everything you do in business will require this motivation behind it. The good things, fun times, tough decisions and big events do. Even the smallest things that require new ideas, new focus and new skills require the motivation to do them. Being a successful CEO requires the motivation to become one. It means you have a reason to do it and sustain it over time.
Successful CEO’s put the “fuel in the car” so to speak and have their own reasons behind taking on the challenges every day of running a business. They create their own motivation, their own reasons, for doing something unique and different.
Motivation. It is an easy idea. It’s very simple to conceive of and it is difficult to do. It requires repetitiveness, habit change, consistency and awareness. None of these terms has any attractiveness to even the most driven individual unless there is a deep, driving reason. What is your reason?
