My Employees Drive Me Mad

If people are not doing what you want them to do in the work place, ask the question why?

It’s a question about behaviour.

“It’s Mary’s job to sort out the post by 4:30pm and it does not always happen and it drives me mad!”

Does this sound familiar? Let’s take a look at the Behaviour model.

  • What drives behaviour? – Feelings and emotions
  • What drives feelings and emotions? – Attitude
  • What drives attitude? – Beliefs
  • What drives belies? – Conditioning

The Article

When someone is not behaving in the way they should or they are avoiding something, it normally comes down to a belief.

Normally people do things for the right reason in their world, they do not do things or do things to upset people, they just do not understand what is important to other people or the business.
In our case Mary may consider that what ever she is doing at that time is more important that sorting out the post.

It’s your job to re-condition her thinking and give her the belief that getting the post sorted is a top priority for the company. You are changing her belief structure and putting this task at a higher importance level in her mind.

At the end of the day it’s all about communication.

Positive ways to make sure your operation run’s smoothly is to carry out regular appraisals to make sure you and Mary are both singing from the same song sheet in terms of job roles and responsibilities, as these change from time to time especially as a company grows, you may be giving day to day instructions to someone and slowly changing that persons roles and responsibilities with out knowing it.

An appraisal will sort this out.

Monthly coaching sessions with individuals, giving them support and a change to give you feed back is another excellent method of improving performance. Coaches use questions, and listen to the answers. Coaches listen 80% of the time and only talk or ask questions 20% of the time. This is the art of coaching, letting the other person get out, what is going on.

Action Points

To get the best use out of this article, my recommended action points are:

  1. Prepare an appraisal
  2. Carry our regular appraisals (every six months)
  3. Learn how to coach using the GROW Model
Marketing Strategy

Do You Have a Marketing Strategy?

Every business engages in some form of marketing.  But we are constantly surprised by the amount of  business owners who admit to us that they have no marketing plan at all.  Without a plan it is impossible to market effectively—and you could be leaving huge amounts of money on the table.  Your marketing plan does not have to be fifty pages long—but it does have to contain certain elements.  Below are the basics of a good marketing plan:

Mission.  What are you trying to accomplish with your marketing efforts?  Are you trying to sell products and services?  Build brand awareness?  Improve the image of your business through public relations?  Your mission defines your goals—without a clearly stated mission, there is no purpose to your activities.

Objectives.  These are specific goals to be accomplished in the short term (i.e. one year).  If your mission is to sell more products, your objective could be to increase sales by 30% in the next twelve months.  

Target Market.  Who is your ideal customer?  Identifying your target market allows you to stop wasting time and money marketing to people who are unlikely to purchase your products.  The nature of your target market will go a long way towards determining the nature of your marketing campaigns.  If your target market is B to C, for instance, a social media campaign may not make the most sense.

Message.  What will you tell your target market in order to accomplish your mission?  If the mission is to drive sales, you will probably highlight the benefits of your products, as well as what makes them different from everyone else’s.  It’s critical to identify your points of differentiation at this stage in the marketing plan.

Strategy.  How will you reach your target market?  What resources will be required?

Tactics.  Specifically how will you execute your strategy?  Will it be a web-based campaign, direct mail campaign, radio & TV campaign, or something else?  Do you have the necessary resources to execute the strategy?  If not, how will you acquire them?

Action Plan.  Who is responsible for each element of this marketing strategy?  What is the timeline?  What has to happen to turn the plan into a reality?

Tracking.  This is an area where many business owners slip up.  It is crucial that you track the results of each marketing campaign to determine your Return On Investment (ROI).  This number will allow you to easily see which campaigns are most effective—allowing you to allocate resources accordingly.

Every business needs a marketing plan.  Without it, you have no chance of efficiently reaching your target market.  The good news is that a basic marketing plan can be created within a couple of hours.  The elements I have discussed above are the basics to a good plan—but if you would like additional guidance please feel free to get in touch with us today!

Bob Evans
Your Ideal Business Partner

Lead Generation

The Solution to Sales Lead Generation

Leads Are The Lifeblood of Your Business: Are You Generating Enough?

We work hard with our clients to help them acquire a “big picture” perspective of their business.  This is hard for most small business owners, and some larger businesses, because the vast majority of their time is spent dealing with short-term challenges that go along with running a business.  One of the first big “Eureka!” moments that my clients have once they have adopted a big picture perspective is that the number of leads they generate is the most important indicator of the future health of their business.  

Without leads, it doesn’t matter how great your product or service is—you aren’t going to sell it.  Without leads, it is only a matter of time until your business dries up.  Without leads, it is impossible for your company to grow.  This is a fairly obvious point, really—without leads, you can’t pick up new business.  But despite this reality, far too many business owners spend virtually no time generating leads.  And while leads do “pop up” from time to time with no direct effort, waiting for leads to fall into your lap is an unsustainable strategy.  And more importantly, with just a small time commitment, you can rapidly increase the number of leads you generate.  Whether it is attending networking events, advertising online, or launching a traditional ad campaign, lead generation needs to be a priority.  But it’s not enough to think about it from time to time—you need to create a system that allows you to efficiently generate these leads.  If you’d like more information on such a system, contact us and I will help you get started.

Why do so many business owners overlook lead generation?  Because, as I mentioned above, lead generation is not something that is important from a short-term perspective.  In fact, from the perspective of a business owner who is scrambling just to keep up with his work each day, new leads are the LAST thing you want… because new leads just mean more work.  But once you have learned to look at your business from a big-picture perspective, you will realise that new leads are the key to accomplishing your dreams and achieving the freedom you desire.  Take your business to the next level… focus on generating the leads you need to grow your company!

Learn how to generate more leads in this sales lesson>

Author: Bob Evans – Your Ideal Business Partner


 


Team Building

All employees are marketers

Still Think That Marketing is Just the Responsibility of Your Marketing Department?” Think again! The fact is ALL your employees and managers regardless of their title, job description, level of seniority or length of service are ultimately responsible for increasing your revenues and profits.

To borrow the word of Alan Sugar, the entrepreneur face of the UK Apprentice TV series, I too have written books on marketing and advertising. Sadly these have been cheque books and the amount of time and money I have spent (and wasted) still gives me sleepless nights.

Over the years, in my pursuit of getting my message out to the right people, I’ve tried just about every modern day ‘lead generation’ marketing activity that exists.

Click here or on the image and download this free book onto your i-Pad, I-Phone or iPod touch. Published 12 February 2010, print length: 45 pages


 

Help & Support

10 Reasons to Build Your Team

Successful business leaders know what they want, and build a team to deliver it. Study the 10 reasons why you should do the same.

1. Get Your Team Goal Focused

Get your entire team focused on your company and team goals. Get all your team members “onto the same page”. Get everybody in your team aligned behind your business and customers.

2. Foster Collaboration and Cooperation

Improve the collaboration and cooperation between your team members. Get your team members working better together. Get your team members working for each other, supporting each other, rather than just working for themselves.

3. Improve Communication

Improve communication between each member of your team (and your team as a whole). Give your team members a forum and environment to speak their mind and share their ideas, concerns and frustrations. Get your team members to listen to each other and provide feedback in a safe environment.

4. Help Team Members Understand Each Other

Get your team members to know, understand and appreciate each others fears, doubts, limiting beliefs, ambitions, motivations, strengths and weaknesses. Build rapport and relationships between each team member. Eliminate conflict which is damaging to your team’s performance.

5. Build Motivation

Get your team inspired and motivated. Get each member of your team energised and engaged. Build new levels of morale and enthusiasm.

6. Build Confidence

Build confidence in your team members and unlock their hidden potential. Develop your team members self-esteem, self-belief and leadership capabilities. Create confident superstar team members.

7. Improve Accountability

Make each member of your team fully accountable for their actions and decisions. Get your team members to take full responsibility and ownership for their actions.

8. Create a Team Spirit

Build a strong, cohesive team unit which works together ‘as one’. Create an synergistic spirit in your team. Get ‘an extra player’ which comes with a high performing team.

9. Foster creativity

Unlock the creative side of each member in your team. Give your team members a framework to showcase their ideas and talents. Unlock their entrepreneurial spirit.

10. Deliver Results

Increase performance, productivity and results. Achieve greater KPIs and targets. Begin to build your team today.

Author: Bob Evans – Your Ideal Business Partner Google+

Cost control

Decrease costs

The first four steps in this series of articles have focused on increasing gross revenue.  And while that is clearly an important goal, it is only part of the equation.  Too many businesses focus on growing their revenue, without paying attention to their price or cost strategy.  At the end of the day, it is net profit, not gross revenue, that matters to a business owner.  It’s not about how much money comes in to your business every year… what is important is how much money you keep in your business each year.

So how can you be sure that you are keeping your costs under control?  While the specifics depend on the nature of your business, there are steps that any business can take to keep their costs low or their price higher.

Perhaps the most effective way to manage your costs is to develops systems for every element of your business. I’m not talking just about marketing here—I mean everything.  You are paying your shipping clerk for his time—so make sure that he is spending it effectively. Don’t leave it up to him to determine how he spends his time… instead, take the time to develop an effective procedure for his position.  Document it, and hold your employee accountable to the system.  This approach works for every position in your organisation, from your secretary to your bookkeeper to your sales team.  If you leave it up to your employees to determine how they spend their time, you are ceding control of your costs to them and, perhaps worse, getting haphazard results.  You don’t have to micro-manage, but you do need to clearly define your expectations and the procedure each employee is expected to follow.

While four of the five steps for business growth in this series focused on increased revenue, do not neglect the importance of cost control to decrease costs.  Increased revenue is important, but if your costs increase by the same amount, you’re not making any more money at the end of the day.  If you would like help creating and implementing systems to keep your costs manageable, We would be glad to help.

Author: Bob Evans – Your Ideal Business Partner Google+


 

Business Lessons with the learning zone

Generating Repeat Purchases

Many business owners devote substantial amounts of time and money to the process of locating new customers.  They’ll explore every possibility and run down every trail that shows the least bit of promise.  And don’t get me wrong, this isn’t a bad thing, as long as it is done strategically and systematically.

But the tragedy is that, while devoting so many resources to turning up new leads, many of these business owners fail to tap in to a lucrative potential source of new business that is right in front of their noses!  I’m speaking, of course, of their current customers and clients.  

Think about it—your current customers do business with you because they appreciate the value that you provide.  You’ve already gotten them over the proverbial hump—they see the value in your products or services, they trust you, and they are willing to pull out their wallets and pay you.  So why on earth wouldn’t you try everything in your power to bring them back time and time again?

Increasing the amount of repeat business that your company generates will have an immediate impact on your bottom line—but how do you go about accomplishing this goal?  It’s about your mindset.  Stop separating the functions of sales and fulfillment.  

Understand that every time you provide a service or a product, you are marketing to your current customer.  You are urging him or her to return!  What this process looks like varies from industry to industry—it could mean an increased emphasis on product packaging or it could mean better customer service.  Whatever the case may be, the key is to identify tactics which will make your current customers more likely to become repeat buyers.  From there, you create a system to ensure that your process is consistently implemented.

It’s great to generate more fresh leads—but don’t ignore your current customers!  Now that you have gained their trust and brought them through your front door, you’re in prime position to get them hooked.  Think through the experience you create for each of your customers, and work to refine the process into a system that works consistently.

Generating repeat purchases that your business generates will directly impact your bottom line—so don’t delay!  If you’re unsure where to begin, please contact me.

Author: Bob Evans – Your Ideal Business Partner Google+


 

Lead Convserion

Increase lead conversion rate

There are two numbers that matter most when it comes to leads: how many you generate, and how many you convert.  In our previous article, we addressed the importance of lead generation.  Today we are going to focus on lead conversion.  Increasing your conversion rates will have a dramatic impact on your bottom line – and not just because it means more clients.  Increasing your conversion rate allows you to bring in more business without increasing the amount of money you invest in lead generation.  More clients, without spending more money – how’s that for a win-win scenario?

Once again, the biggest mistake that many business owners make with regards to lead conversion is the failure to develop a system.

Here’s the million dollar question that you need to answer: what’s the most effective way to convert your leads?  Maybe it’s a scripted phone call.  Maybe it’s a face to face presentation.  Maybe it’s an informal lunch meeting.  There is not always one right answer, in fact it may be a combination or series of activities. You may find that leads generated through your web site are most effectively converted through email, while leads generate by direct mail are best closed through a phone call.  Identifying the best method or methods isn’t a quick process – but it’s vitally important.  It takes trial and error.  And it requires careful measurement.  Once you’ve identified the best approach, you’re ready for the next step.

As you may have guessed, that next step in this process is to develop your processes and systems.  You’ve identified the best approach to lead conversion, now you need to document it and train your team to repeat it.  Whether it is a script for phone calls or a perfectly designed PDF or video that you email to prospects, make sure that your system of conversion can be consistently replicated.

Creating an effective and repeatable system of conversion requires a substantial investment of time on your part… but is worth every minute! If you aren’t sure where to begin, contact us today – We will help!

Author: Bob Evans – Your Ideal Business Partner Google+


 

Lead generation

Increase your lead generation

Most every one of our clients wants to grow their business.  You probably want to grow your business, too—that’s why you’re reading this article.  So allow me to ask you the same question I ask my clients: how do you generate your leads?  Unfortunately, too many business owners can’t provide a clear answer to this question—because they don’t have a clear system in place.  No, for many business owners, lead generation is something that happens irregularly and inconsistently.  Leads may fall into their laps, but they are not consistently generated.  If you hope to grow your business, you need a clearly defined, consistently executed lead generation system.  And you need to track your results so that you know what works and what doesn’t.

If you have never considered the creation of a lead generation system, the idea may sound overwhelming.  If that’s the case, feel free to contact us—We’ll help you build a system that really works.

The first step in creating your system of lead generation is simply to brainstorm possible strategies.  Networking and third party relationships are almost always effective strategies.  Blogging can be a viable source of leads depending on your business.  Pay Per Click advertising programs work well for many businesses.  Others utilise traditional print media campaigns.  Sit down with your management team and create a thorough list of possible lead generation strategies.

Once you’ve created a list, the next step is identifying three or four of the most promising channels.  Create a system to ensure that each channel is effectively utilised for at least four to six months.  If networking is one of your tactics, make sure that you or your sales rep is consistently attending targeted functions.  If Google ad words are a source of web leads are you able to find ways to improve the results and build more leads on a consistent basis?

Finally, it’s critical that you track the effectiveness of each lead generation channel you pursue.  Track the pounds you spend, track the raw number of leads you generate, and identify whether these leads are qualified or not.  At the end of your trial period, you’ll have incredibly valuable data at your fingertips: not only will you know how many leads have been generated, but you will also know how much each lead costs.

Once you’ve identified the most effective strategies to increase your lead generation, put systems in place to ensure that they continue to operate.  We’ve seen this process in action many times – it’s a beautiful thing!

Author: Bob Evans – Your Ideal Business Partner Google+