Building Businesses

How to Write a Compelling Business Plan

How to Create a Compelling Business Plan

Learn the 7 simple steps to creating a compelling business plan that will keep you focused, driven and positioned for success in 2015!

We all know that to get focussed and productive, we need to have a plan right?

In fact it’s illegal to build a house without a plan… So why do so many business owners try to build a business without a plan?

In most cases it’s because they either don’t have the time, or more likely, they don’t know how…

In this webinar, Internationally renowned business coach, David Guest, will be giving you a simple, 7 step approach that will ensure you create a compelling plan that will keep you focussed on building your business and your success.

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The Secret To Brilliant Leadership

Working Styles are a great tool to develop brilliant leadership – they provide a simple framework for creating synergy in your working environment.

The Working Styles model has two dimensions:

  • Respect for self
  • Respect for others

NOTE: Working styles are heavily situation and relationship-based.  They change with the context and the working environment. By changing the environment, the dynamic can be changed to leverage a high-performance, win/win situation.)

The 4 quadrants these dimensions create are:

  1. Lose/Lose: Manipulative-aggressive styles have low self respect AND low respect for others. The personification here is essentially as a “suicide bomber” – they’re not interested in negotiating. Eliminate this behaviour and it’s supporting situation from your team
  2. Win/Lose: Hostile-aggressive styles have high self respect AND low respect to others. The personification is “school yard bully” –this attitude says “I know I’m right and no one else knows anything”. This behaviour is quick to blame and also quick to make themselves look good, “my way or the highway” and “I’m surrounded by idiots”. Control is by instruction.
  3. Lose/Win: Passive styles have low self respect AND high respect for others. The personifies is as doormat, willing to sacrifice themselves to allow others to win. Sounds graciouse, but valuable opinions may be lost because they’re not prepared to express them . Often tend to work for hostile-aggressive, just showing up to do what they’re told, creating a self-fulfilling prophecy. No synergy develops in this environment.
  4. Win/Win: Assertive styles have high self respect AND high respect for others. (NOTE: assertive is different from aggressive as it allows others to benefit too). This creates a healthy working environment and generates synergies through healthy debate and discussion about what needs to be done in the workplace.

Brilliant leadership is about creating a working environment that fosters win/win behaviour. Doing this starts from becoming assertive in your own leadership style:

  • Give people an opportunity to speak without criticising.
  • Allowing them to understand it’s a safe environment.
  • Allowing the re-solution of the problem through constructive discussion.
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Selling to DISC Behavioural Profiles

An understanding of the DISC behavioural profile model can help you improve your communication skills and your selling skills.  It will enable you to build rapport, communicate effectively and develop empathy with your clients.

Many profiling tools out there are complicated. DISC is useful to do quickly to you can adapt. Learn to use it and you can rapidly make an assessment of the person you’re talking to so you can communicate in a way that matches your prospect’s preferences.

DISC breaks into two dimensions:

  • Outward / Inward – is a person oriented externally or internally?
  • Task / People – is a person oriented around relationships or things?

These two dimensions create 4 quadrants

  1. D – outward/task – Dominant – Oriented on results, so get to the bottom line. In selling, don’t make it a long process – they will decide quickly. Rapport will come from giving them targeted information about the product, not chatting about the weekend or their family.
  2. I – outward/people – Influencer – Social types who love to talk, especially about themselves. Make sure you give them a chance to express themselves. They are socially oriented, so spend time on connecting so they can decide if they like you
  3. S – inward/people – Stable personality – interested in their team, fairly quiet – concerned about the people around them. In the sales environment, we need to know that they don’t like change, slow to make a decision, planned out step-by-step approach. Don’t scare them with exciting new ideas. Let them know there is a plan and an implementation process behind what you are offering.
  4. C – inward/task – Conscientious . They are inwardly focused, task oriented – -less social skill that the S types. They are also slow to make decisions, very analytic and look at numbers. Don’t try to pressure sell.

In conversations, learn to listen for information about your prospects’ needs and preferences. Think about the two dimensions of the model: Ask a couple of questions that will help you find out where they orient:
Inwards/Outwards

  • Is your prospect difficult to draw out and slow in answering? Are they quick to ask questions and chat?

Task/People:

  • Is your prospect talking about things or people? Relationships or achievements?

 

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The Six Step Business Blueprint

There is a formula to growing a businesses – six basic steps that we use in our business coaching programmes:

1. Mastery – moving from chaos to control

Master your cash flow, master your finances,master your time to make sure you’re using it effectively, delivery to deliver your product profitably and consistently, being clear on your objectives.

2. Niche – marketing in a non-price-competitive market
Getting into a niche is not that hard. Understand what is unique about your product and what you offer. When you do that then you start to make big profits out of your current sales.

3. Leverage – building systems in your business
Growing the business beyond YOU. Developing the processes to follow – so you can employ people AFTER you have processes developed for them to follow. Build your processes first!

4. Team – AFTER you have your processes THEN you can start a team
You need job descriptions in place, systems in place and processes – without them you can’t measure whether your team is working well – and they don’t either.

5. Synergy – where 1 + 1 = 3 because your team is working well
Your business is working even when you’re not there, because your team is working for you to grow the business.

6. Results – You’ll end up with more money in the bank or more time to do something else.
You’ll be in a position to look at other things.The aim of building a business is to build a business that works without you. Follow this process and you’ll be able to achieve that.

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How to Make Direct Mail Work

Do you want to get more leads into your business without spending a lot of money?

There are some low-cost direct marketing strategies that any business owner can use which are quite controllable.  Done right, they can be highly successful.

Before you start, make sure you’re organised to measure your success. The first rule of direct marketing is that you need to be able to measure your response, so have a process where you know what contacts you’ve made and how successful they were.

Direct mail still has a place in marketing today, despite the prevalence of email. Email is all too easy to delete. You can communicate with people with bits of paper that they can touch and handle. Do it right and they’ll remember you.

The first step is to create a letter that will attract their attention, so take time to craft this (download one of our templates if that’s useful). Sending “lumpy” mail is a good strategy too – including something that stops the letter going straight into the recycle bin. It could be a pencil, a pen, a lollypop – anything that will get your letter noticed.

Think about how you deal with your mail. The initial pile gets sorted into “junk” and “open” – so do all you can to get into the “open” pile.

Get the right person’s name on the front, don’t just use a generic “business owner”. Do the research so that you know who the right person is.

Craft a great headline. When they open it they will see the headline first, so make sure the headline is compelling – ideally, have it related to the ‘lump’ that you enclosed.

Always follow up the letter with a phone call – the second contact is critical to put you in the prospect’s memory.

With a direct mail campaign, it’s highly controllable. You are in charge of the number of letters you send and hence the followup calls required, so you can start small, practice your followup and test the content.

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What Stops Most People From Being Successful in Sales

Lots of people have downloaded our sales process ebook – but there’s a big difference between downloading something and using it to produce real sales results.

One of our challenges can be to procrastinate on things we need to be doing. Sometimes we know that we need to develop a sales process or make sales calls, but we find ourselves doing other things instead.

Why do we stop doing things? Why do we fail when we need to succeed? Often it’s simply that our comfort zone – our familiarity zone – is breached when we start doing things where we don’t know what the outcome is.

Procrastination is quite natural – it’s a response to a perceived threat. To move past it, we need to understand what’s happening and to identify the benefit s of what we’re going to do. This makes it easier to take the plunge and move forward.

What drives our behaviour?

Our behaviour is like the tip of an iceberg – it’s what we see. What sabotages us is like the iceberg that sank the Titanic – what’s below the water line is what can do most damage.
Underlying our behaviour there are deeper levels that may be generating our procrastination:

  • Skills: What are the skills that support the sales process? How can we develop and practice them? Doing something different feels strange – and often it’s simply that strangeness that stops us.
  • Beliefs: What do we hold to be true? Do we think that sales is negative, or that our customers will reject us? We need to
  • Values What’s most important to us. How can you translate your sales work into a process in line with our values for family, service or value.
  • Identity: If you have a stereotype of a sales person as being pushy or a hard sell then that could clash with your own sense of identity. Work on developing your identity

The other important element of sales success is your environment.  Like an iceberg in the ocean, we exist in a environment. Is your environment conducive to successful sales? Do you have inspiration around you (like a dream chart)? Do you have people around you who support and encourage you?

So get out that sales book you downloaded – and if you find yourself hesitating then do a quick check to see what’s getting in your way:

  1. Skills
  2. Beliefs
  3. Values
  4. Identity
  5. Environment

 

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Cycle of Business

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The Secret to Building a Lead Generating Machine

Are you missing out on the most untapped resource of fresh leads, ready to do business?

If you’re in business then you’ve probably known for several years that traditional forms of marketing and sales are no longer working. You’ve caught on and have a website for your business and an online profile. The questions is – how effective are they?

There are now a whopping 6.2 million business professionals using LinkedIn in Australia, which could be the business opportunity of a life time.

In this video, see David Guest and Nathanial Bibby as they discuss Linkedin and how to use it to maximise lead generation.

Nathanial Bibby is the Founder and Managing Director of Bibby Consulting Group. Bibby Consulting Group provides Australian businesses with cutting-edge sales and marketing services to help fulfill their business objectives. This includes Online Marketing, Reputation Management, Lead Generation, Sales Coaching and LinkedIn Training.

Nathanial has assisted over 3,000 businesses with their Online Marketing and founded the LinkedIn for Business course at the Australian Digital Marketing Institute (ADMi).

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Eliminate the Word “Discount” From Your Vocabulary

Discover the Simplest ways to increase the Profit of your Business and Eliminate Price Competition.
In this Webinar, International, Award Winning Business Coach, David Guest, will show you how to transform your business without compromising on price.

You will learn:

  • How to take price right out of the equation
  • How to increase prices AND sales
  • How to Create an Unlimited Marketing Budget
  • How to transform your marketing expenses into an investment

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How to Make Pricing Decisions During Volatile Times

When it comes to cash flow, there is a lot to think about but nothing is more critical as a success to a small business than prices you charge. An important decision you’ll make is pricing.

Today, I want discuss how to make pricing decisions in a dynamic and volatile market.

How to Make Pricing Decisions in a Volatile Market
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