Building Businesses

The Power of Keeping in Touch

In my 30 years in business, nothing has ever been more effective as a sales tool than building a relationship with your prospects.

I used to send a paper newsletter to clients and prospects every quarter to keep them informed and stay connected.

In a world of blogs, tweets, social media, cookies, sticky pixels and follow me marketing, is a newsletter still an effective tool? The answer is both yes and no.  As a business owner I am constantly looking for R.O.I. on my marketing dollar. This means that a cost effective blog or email can stretch my marketing dollar further, so in terms of raw numbers, electronic media trumps paper.

The real question we need to ask is what media or channel sends the right message in the right way at the right time for our prospects.

You need to become a Welcome Guest rather than an Annoying Pest

You see, keeping in touch is not about spamming or harassing your prospects. It’s about meeting them where they’re at and leading them on a journey to understanding who you are and how you can help them. 

Too many business owners do not invest in nurturing their database and their relationships, they would rather find a quick fix through a Google adwords campaign or some other form of paid advertising. It cost 6 time more to get a new customer than it does to get an existing customer to come back.

For most, it’s easy to procrastinate. A good friend of mine said, “Don’t let Perfection get in the way of Production!”. Put your ego to the side and get your first email/blog posted, and don’t stop there. Commit to keeping in regular contact for the rest of your business life.

Take your “Keep in touch” strategy seriously by investing in building and maintaining your database through great content and regular contact and watch your marketing start paying huge dividends.

Action Points:

  1. Decide today to keep in regular contact with your clients, prospects and referral partners.
  2. Set a frequency of contact. In most cases it should be no less than quarterly.
  3. Choose your channels of choice. Email is still the best for direct contact, but you can blog, tweet, post, SMS, even use snail mail.
  4. Set up diary reminders to keep you accountable.
  5. Don’t expect any sales or leads, just do it to keep the relationship going.
  6. Create content by asking yourself “How do I add value or help my prospects?”
  7. Keep at it!

 

To find out more about the best “Keep in touch” strategies, get in touch with one of our team today.

man holding phone
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When to build your team

Putting a team together to build your business is exciting, but can be a fatal move.

Knowing when and how to build your team is a defining moment for the growing business.

Watch this short video and learn how to prepare your business and attract the team members you need to ensure success.
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How to think like an entrepreneur

Out of the thousands of business owners I talk to, there is a common thread that separates the successes from the failures.

It is all about the mindset and how they think about the challenges and opportunities they are faced with on a daily basis.

Watch this short video and learn how to play the game of business above the line…
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A fitbit for your business??

Moving your business from Chaos to Control is possibly the most challenging and relentless pursuit of a business owner.

The Fitbit has revolutionised personal health by giving people direct feedback on how many steps they took today and comparing it to a target or goal. 10,000 steps would be nearly impossible to count manually, but with this smart little device, we can monitor our progress at any time during the day.

How can you create a “fitbit” like structure to keep you focussed on your business goals with the ability to check progress. instantaneously?

Get to work on building your business fitbit and start moving from chaos to control today!

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Thoughts of the Week: Why You Need to Fail Faster

People know to think about failing as a good thing. However, nobody loves to fail and this is one of the biggest problems with running your own business. Learning how to fail is one the best ways to grow. Its not about failure, its about how quickly you can recover.

The tip of the week: Learn to fail faster. Make more mistakes, but learn from those mistakes and move forward.

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Collusion: Don’t Let Yourself Off The Hook

A big problem that business owners face is that they are both the owner of the business, and the number one employee!

Have a think about what that means…

If the owner is telling the employee to be more effective, and the employee tells the owner that they’re flat out and don’t have the time. And they are one and the same person… Who wins?

This is know as collusion. In a large organisation an employee would have a job description, performance standards and KPI’s,  If they don’t deliver, they don’t get to stay.

When the owner and the number one employee are the same person, they let themselves off the hook.

We see it all the time, the impact showing up as no profit in the bank account.

People end up working too hard and making no money.

Going into business means making a profit, it’s not about being in busy-ness.

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The Power of Personality Profiling

last week we ran a workshop on DISC profiling. Haven’t heard of ‘DISC Profiling’? We have you covered.
 
DISC profiling is a really useful tool for every business and every team. DISC profiling is the result of many years of research into the behavioural types of human beings. It is a language that we can use to understand how to communicate better. It has become a useful business resource for team management, sales, customer service or any communication based activity. All leading companies will integrate some form of DISC profiling into their workflows.

  

The DISC Profiling system splits into four personalty types. Dominant, Influencer, Stable, Compliment – this is where it gets its name from. These personality types are outwardly or inwardly focused and task or people oriented. Each personality has a different mix out outward, inward, task or people orientation. I’ll take a look at each personalty type below…

 

Dominant
 

The Dominant personality type is task oriented and and outwardly focused – they are extraverts. These are the kinds of people who like to get things done, they are bottom line thinkers. They can be known as bulls in a china shop, but are generally high achievers. Their weakness is that even though they are extraverts, they don’t intuitively understand people or how to build relationships or rapport. However they are great at starting projects and progressing them forward so are an important personality type when building a successful business.

 

Influencer

 Moving clockwise around the diagram, we get to the influencer. The influencer is is also outwardly focused, but they focus more on people than they do on tasks. Influencers are the life of the party, the centre of the influencers world is themselves. The influencers strength is their ability to rally people together, they are motivators, they are energised and optimistic. An influencer personality type is great at cold calling. The influencer falls short in their ability to get things done.

 

Stable

The next personality type is s – the Stable personality. The s person is still people oriented, but is actually an introvert – they are inwardly focused. The difference between the I and S personality types is that S people are very conscious of their surroundings and the people around them. Their biggest strength is their ability to support the team. Their weakness is that they often fear change. They are great at keeping your team together but if you ask them to do things differently or get them pumped up you may face problems because they like consistency.

Complier

 

The last personality type is the Complier. The compliance personality type is someone who is inwardly focused and task oriented, they are more reserved people. This person is generally a perfectionist, they love analysing data, and they love building things. Their strength is their attention to detail – everything they do will be done to perfection. However perfectionism is not always good as nothing gets out there.

 

Every person will be a mixture of these personality types, but will be dominant in one of them. Each one of these personality types have strengths and weaknesses, but when running a business you actually need a mixture of all of them. Think about the DISC profiling system as a way of learning how to communicate better. You can learn to identify personality types and change how you communicate with them to get better results. DISC profiling can help you with your team, with sales, with networking, with building rapport, and with you clients.
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Awesome Apps I Use Every Day

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Successful Recruiting

I want to share a client success story today around recruitment. One of the things most people in business are scared of is building their team. When you go forward into the recruiting process with a clear vision of what you need, you’ll find that the right people will appear who can really help you with your business.

First we sat down and identified the tasks, then we went to work on defining the role. In doing this, people showed up out of the woodwork… They recruited 4 people out of an interview process where they were only expecting 1. This recruitment process ensured that the people who arrived for the interview were the perfect candidate for what the job.

The tip here is to be really clear on what your recruiting for, who is your perfect candidate? and then go to the market and you’ll be surprised how many people are available that that can help you grow your business.

 

If you want FREE expert guidance on your recruitment process, click the button below to register:

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How F.B.I can guarantee your Success!

If you own a business you need to be part of F.B.I!  Understanding the numbers in your business is one of the most critical aspects of knowing how you’re playing the game.

 

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