Grow Your Business

The NCAA was tired of watching Lew Alcindor beat opponents by dunking the ball over their heads effortlessly, so they outlawed dunking in college basketball. Coach John Wooden talked with a distraught Alcindor and told him to forget what was and focus on what is. He then encouraged him to find a different way to shoot, thus the Sky Hook was created. When Alcindor turned pro where dunking was legal he was doubly equipped to score over opponents with two deadly shots.

We need to focus more on what is and what will be than in what was.

Business owners are still wishing for a return to how things used to be, wishing for the clock to roll back to the good times. Forget what was; let’s deal with winning with what is.

Be in the present

I am asked frequently about what can be done to win in the present times. Here are my tips for finding success in the current economic climate. It all starts with the fundamentals.

Stop comparing

Businesses have a habit of comparing this year with the year before, the best year, the worst year and the same month of the previous year. Forget it. The comparisons are unfair. Why are they unfair? Because they are not comparing equals. New businesses come to town, traffic patterns change, economic shifts happen beyond your control, and buying habits of consumers change. Sadly in good times we loved those comparisons because they improved (frequently beyond our control) and we loved the ride. Today those comparisons beat us down. To borrow from John Wooden once again – forget the winning and the bottom line. Take care of performing the fundamentals with excellence and the winning will take care of itself.

Focus forward

Looking at what used to be isn’t going to get us where we are going when the business world is so different. The rules of engagement have changed when dealing with employees, customers, vendors, and investors. Today’s times require a renewed focus on where you are going and what tools are the best to use to get you there. An Internet presence has never been more important than today, the ability to make changes rapidly has never been as necessary as today, and being able to find the hidden pockets or revenue has never been as important in your business’s lifecycle as right now.

It’s time to navigate where you are going not where you have been.

Hard work and hustle

With the advance of technology greater demand is placed on small businesses to keep up on all fronts; and it seems fronts keep adding on! Not only do you have to be on the front page of a Google search, you need to have a solid presence in social media and have multiple sites, and that is just in the online marketplace.
I hear all the time from small business owners, “How am I going to get everything done?” In this economy where everyone is going after scarce dollars the winners are those who out-hustle and out-work the competition. Many businesses got away from the basics in the good times. Now it’s time to ramp up the effort, energy and commitment.

Try stuff

If you aren’t experimenting, innovating and trying new things on a daily basis your business will constantly be playing catch up. Forget perfection. Forget trying to find a groove. Try stuff and embrace the volatility of change and you will see your victories returning like it used to be.

Many organizations are afraid to spend marketing dollars these days claiming no one is buying. Some organizations are “hoping” for growth but not willing to make the effort to grow, or try new things to grow.

Normally, I try to teach the cutting edge and challenge executives to try new things, but today here is a reminder of a tried and true technique that need dusted off, that’s old school, but still works.

Growth strategies are not always new and innovative; sometimes the growth opportunities can be easily accessible and right in front of you. In advising a fellow speaker about growing her business I told her the easiest sale I can make is to one of my audience members. They have heard my information, delivery style and feel a connection. They know me and my approach to growth strategies. When they come up to me afterward and start asking about available dates on my calendar I know it’s mine to lose. Why does this happen? It’s the connection.

The same thing goes for my corporate clients who use me year after year — They know I am good; therefore, it’s easy for me to get to the point of sale. What about your current clients or customers? Do they feel comfortable enough with you to open up and share what’s really going on in their organization?

Get Interested

Every company is experiencing its own unique economic ride these days. How well are you tuned in to the specific journeys of your customers? Do the research, interview key executives of the client, get to know their situation. Trust me, right now people want to talk and tell their story. Whether it is a go-against-the-flow story of having a great year, or telling a tale of woe, people like to be heard. Show interest, listen and do not sell. That’s right don’t sell, just be the friend with the ear. Not only are you gathering information for a later sales call, you are being the friend they need right now. The more they know you, like you and trust you, the more they will want to do a greater amount of business with you.

Of course this is nothing new, but I see few organizations grabbing this opportunity. They are still pressing the sales staff to find new sales, to bring home the big new contract, when the best thing these sales people can do is grab a box of Krispy Kremes and a few coffees and make a call on a good current client and talk about the state of the industry, the economy, and that client’s tale to tell.

Be the friend, and set down the order pad for a couple of visits. Be the ear they want to use to brag, let off some steam or just chat with.

People buy from those they are most comfortable with and we all know it’s easier to sell to a current client than go find a new client. The key is you don’t just want current clients, you want current clients who find you indispensable, and not just because of the products and services you offer, but because you are someone they need.

We all face adversity, challenging times and tough moments in our lives. Those who succeed have the ability to bounce back from these trying times and elevate their drive to overcome and achieve. Learn how to improve your bounce.

Companies have a tradition of luring away top executive talent from the competition. Free agency has changed the entire landscape of professional athletics as teams constantly fight for talent. The talent wars are now reaching the trenches, and companies are taking off the gloves and aggressively going after top talent at all levels, regardless of who they are currently employed by.

Because employees now know they are potential free agents, they are looking for the best package, not just more money. Who are the people you would hate to lose? It’s time to use these five best practices for retaining your top talent so they aren’t as eager to see if the money is greener on the other side of the fence.

1. Give them a quality team.

Top talent wants to work with other top talent. The best talent wants to be part of a team awash in great talent. Why? Because they know they will be challenged to improve, they know the best coworkers understand how to pull their own weight, and they will respect those they work with.

Your top talent is looking for more top talent, and so should you be, if you want to keep what you currently have.

2. Provide perks they value.

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3 Ways to Cripple the Competition is about taking off the gloves in this economy and blowing away the competition in sales, service, and work culture. Create your distinctive competence and beat down the competition with the power of your skills. Checkout this short video on 3 ways to cripple the competition.

If you’d like the Lunch and Learn discussion questions to go with this clip email me at RJWhite@PinnacleSolutions.org and I will send them right away. Enjoy coming out the winner.

Every January a slew of new ideas, planned changes, and resolutions are posted, tweeted or bandied about as commitments are made that this is the year of doing things differently.

Right about this time of year people fall into one of two categories: Those who have stuck to the resolutions they set three months ago or those who made a passing effort only to be found back where they started.

For those who have stuck with the new ways of living, leading and loving life, I take my hat off to you and applaud your ability to break through bad habits, old thinking and the inertia of life.

For those of you who seem to have landed back on the launching pad I offer three suggestions:

1. There is nothing magical about January. Do it now.

Beginning new habits, methods or approaches on how to live your life can begin at any time. Sure you may feel frustrated or embarrassed by not living up to your first of the year intentions but that is no reason not to start fresh today. Regardless when you start to take action, your “I Did” will always trump someone’s “I Will.”

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I seem to live in airports these days and I’ve probably walked through hundreds if not thousands of metal detectors designed to keep our skies safe. What we really need are Mettle Detectors to keep our companies safe.

We need our organizational leaders in business and government to have the mettle (the character, fortitude and courage) to rise to occasions they are being called to take actions for. Wouldn’t it be great if we had these electronic archways leaders could walk through so we could detect who really has the mettle to accept the challenge and do their best?

What would a mettle detector look for?

Grace under pressure

How do leaders react under pressure situations? How many pilots faced with ditching a plane in the Hudson would’ve handled the situation with such a calm and determined demeanor? The best indication of possessing that ability is to look at prior actions. I dare say Capt Scully Sullenberger was never perceived as a “cowboy” in the skies prior to that flight. I imagine his flight record was impeccable.

How are your organization leaders acting in the face of the financial crisis we are facing these days? Sadly, our government is demonstrating with each hearing they are more interested in placing blame than in finding solutions. This a mettle failure on public display.

Solid accountability

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Buyer believability in this time of rampant distrust is critical to your business growth strategies. Leaders of small businesses especially have to be tuned in the buyers concerns. There are so many options facing buyers, they are eager to find those who they believe they can trust. Add that to the overwhelming amount of information facing a buyer, much of which is pure garbage, and the choices can be overwhelming to the buyer.The companies who create buyer believability are the companies who are going to succeed in the new economy. Are you ready to answer the 5 most important questions a buyer needs answered honestly in words and actions?

Buyers have 5 important questions they must have answered successfully before they are willing to buy.

1. Can I trust you?
2. Do you care about me?
3. Are you enjoyable to work with?
4. Do you have what I want?
5. Are you going to be fair with me?

Check out this short (less than 3 minutes) video on these buyer questions.
Bonus: Is your organization on a tight budget? Don’t let the learning stop!!! Why not use these Friday videos for a Lunch and Learn for your staff? Bring in a pizza or a deli tray, watch the short video and use the following discussions questions to figure the best way your organization can benefit from this information. I assure you, the ideas and action steps you create out of this process will be of greater value than the minimal investment of a staff lunch.

Lunch and Learn discussion questions for 5 Questions a Buyer Must Answer Before They will Buy:

How are your marketing messages, products and employee/customer interaction developing trust in the buyer’s mind? What action steps can be taken to make improvements?

How do the employees who come in direct contact with potential buyers demonstrate they are more interested in the person than the wallet? What different marketing and sales approaches could employees try to elevate customer care?

Buyers are looking for an enjoyable transaction process. How can you increase buyer joy in every transaction? Hint: Attitude is more important than price.

Lance Armstrong is a winner, no doubting that. Warren Buffet is an investment success story without question. Steve Jobs has successfully created businesses that achieve greatness. Was it just luck these individuals perform at the highest levels of their chosen professions? Was it a special mental gift they possess no one else has?

There is no doubting these three successful men have special talents that helped them to succeed, but the one common trait I see in successful leaders, these three included, is confidence. I’ve heard people respond to this notion with, “Well if I had won 7 Tour de France races, was worth billions of dollars, or owned all of the music known to man I could sell for a dollar a song, I’d be confident too!”

Which do you think came first the confidence or the success?

To fully achieve success one must possess the confidence to first believe it can happen, and then have additional confidence to make it happen. Consider the general attitude in this country right now. If you believe the press this country is in doom and gloom with no end in sight. That is the easy mental option; just cave in to the pressure and roll over until it passes. Sadly, many businesses are responding in exactly that fashion. How are you responding?

Remember the leader is the one who sets the expectation the rest of the management team will follow. Are you leading from a position of strength?

Confidence means being able to look at the bad news, accept it as is, and devise a plan to overcome it. Confidence means the leader is commitment and convinced the organization he or she leads will emerge from this recession even better than when they entered the recession. Confidence is having the strength to make the necessary efforts to operate a business in spite of the negative news surrounding them. Leaders who are confident see the proper steps to take in order to be stronger, faster and more profitable.

There is a significant difference between the confidence to make the right decisions and the bravado to try and convince people the decisions made were right. Without any research to support this opinion other than personal observation over the last 25 years in business, I believe those who have the confidence to make proper business decisions frequently make the exact right decision. Conversely, it is also my observation that the manager who is insecure and lacks true confidence regardless of the amount of bluster and bravado they spew seems to possess the innate ability to most often select the wrong decision.

It isn’t a curious coincidence that successful people are confident in what they do, it is essential they have that confidence to achieve that success.

The average American watches 30 plus hours of television in a week. That’s a little over four hours a day parked on the couch, letting your mind idle making no progress to be better. Ever wonder if your life feels stale? Maybe it’s time to turn off the TV and get into some shark infested waters.

Not only do sharks never sleep, they keep everything around them more active and alert. The Japanese population enjoys fish as a steady diet, and to feed this population fishing boats had to venture further and with larger holding tanks to catch enough fish. Freezing the caught fish wasn’t an option as frozen fish doesn’t suit the Japanese palate. So the problem facing the fishing industry was how to transport large holds of fish without the fish arriving stale tasting. The fish in these large holding tanks on the boats for days became listless and sluggish without a predator in the tank and actually tasted poorly and people stopped buying fish.

So how did the fishing industry solve this problem? They put a shark in the holding tank on the ships. Although the sharks would eat their small share of the caught fish in the tank, the rest of the fish would arrive alert, and quite lively, and yes, very tasty.

We are creatures of habit. If our habits are sitting on the couch watching TV, then we are embracing listlessness and our minds dull in the process. Put a challenge in your life and you will be livelier, alert, and be able to rise to overcome more obstacles.

What shark do you want in your tank?