Areas You Must Focus On To Grow Your Business This Year

I know you are committed to really making this year outstanding for your business.

So to help you achieve business greatness, I’ve outlined the key areas you must concentrate on to make 2018 an awesome one for your company.

There are 4 areas that really count:

1. Get More Revenue Out Of Each Client

Too often we only look for new clients. But what about the clients we already have?

What else could you offer them to get them to give you more money?

It’s a hell of a lot easier to get a current client to give you more money than convince a stranger to become your client.

Spend 5 minutes today brainstorming different services you could offer your current client base, then call or email them offering them your best idea.

2. Offer More Expensive Options

Some of your clients would pay a whole lot more money if only you gave them a  reason to do so.

The easiest way to do that is to offer a more expensive version of whatever you offer- I guarantee you some of your clients will choose the higher level option and you’ll make a lot more money.

How could you offer them a deeper, better experience? What would you have to include to make it worthwhile for people to pay more for it?

I’ll bet in 20 minutes you could design this new premium version of what you’re doing- give it a try now.

3. Having A Learning Schedule

There are 3 fundamentally different paths to growing your business in the next 12 months:

* Offer something different/better

* Reach more people with your offers

* Become a better entrepreneur

Strategy 3 can yield huge financial rewards for you, but to become more you often need to learn more.

So ask yourself:

What do I need to learn to take my business to the next level?

Potential areas for learning include: digital marketing, productivity, sales techniques, industry knowledge, leadership, systems building, capital raising, etc.

Right now, get clear on 2 areas you need to learn more about and set yourself the goal of studying them deeply- via a course, books or coaching from an expert.

4. Commit To Time Excellence

It is ridiculous how many hundreds of hours the typical entrepreneur wastes in a year.

Yet you can do a 3 year business degree and they usually won’t spend even 1 hour on how to work more efficiently.

Learning how to be time effective is absolutely vital! You must focus on it this year if you want to really improve your results.

Frankly, if you just got good at this one area, it can really change the game for you.

Okay, let’s do a quick evaluation. Which of these areas do you most need to focus on? Which, if mastered, would contribute most to you massively increasing your income?

Get clear on your most important area and take action immediately to get better at it.

The year will go quickly. You must act now with great force and velocity if you want to dramatically improve your company’s results.

Brilliant Advice From Bill Gates’s Wife On Goal Setting For The New Year

If you are working on your goals for 2018, this video could really help you.

In the video I explain a brilliant technique Melinda Gates (Bill Gates’s wife) uses to make sure she achieves something huge each year.

Check out her goal setting technique here.

Melinda Gates runs the world’s biggest charity foundation, the Bill and Melinda Gates Foundation. She is one smart woman.

I love her goal setting technique because it’s the exact opposite of what most people do. But as soon as you hear it, I bet you love it.

I hope it helps you grow your business.

Here’s the technique.

Some Powerful Ideas For Finishing Your Year Strong And Inspired

Okay, we’re almost at the end of the year.

Now is the time to take stock of your performance in your business, so you can make next year awesome.

To help you do this, I’ve prepared a really short but powerful series of thought focusers.

They should only take one minute each, but once you do them, you will be much more clear, confident and inspired about the new year ahead.

Trust me, if you’re an entrepreneur these 1 minute exercises will really help you.

Let’s do it…

1. Write Down Your 3 Biggest Business Achievements

As entrepreneurs, we tend to forget the good things we’ve achieved, and only focus on the things that we have not done well.

Clearly that’s very unfair to us and reduces our overall happiness.

Take a moment to write down a list of what you did well in your business this year, then pick the top three and give yourself a pat on the back for achieving them.

2. Write Down Your 3 Biggest Business Lessons

Great entrepreneurs are learning machines. They analyse what went wrong, get clear about it, then commit to making sure it doesn’t happen again.

What strategic mistakes did you make this year? What productivity errors did you make? What marketing mistakes and mindset mistakes?

Write them down and select your top three to work on next year.

3. Write Down Your 3 Biggest Business Goals For Next Year

You probably have a whole lot of goals for the next 12 months, but which ones are the most important?

If you only did three successfully, which three would be most impactful?

Get total clarity about these and think about them regularly throughout the holiday break.

4. Write Down 3 Ways You’re Going To Improve Personally Next Year

It could be improvements in your mindset. In leading your team. In your relationships, or health.

Which 3 are the most important improvements you’d like to make to your personal performance?

Your individual performance is inextricably linked to your business performance, so make sure you get clarity on your top three in these areas.

5. Write Down 3 Reasons You’re Excited About Next Year

Your mission is not just to have a successful next year, but also to really enjoy the experience.

In addition, your business results will improve commensurate with how pumped you are about your business goals.

What really excites you about next year?

(And if the answer is “Nothing” what could you do that would excite you?)

Don’t neglect this one. A sense of excitement and hope is crucial for both a human’s well-being and a company’s future success.

6. Write Down 3 People That You Should Thank For Helping You This Year

It takes just a moment to reach out and thank someone, but they will often remember that you did it for years.

Who really helped you this year? Team members, suppliers, family.

Create a list and say (or write) a heartfelt ‘Thanks’ to at least three of them.

And that’s it. Do these 6 quick exercises and you’ll be in excellent strategic and mental shape to make the next year fabulously successful.

How To Get One More Client By The End Of The Year

There’s only a few weeks to go until the end of the year.

Is it actually possible to pull in one more client before the year ends?

You bet it is. But you’ll have to use the 2 step method I outline below.

And you’ll have to be quick doing it.

CLIENT ATTRACTION STRATEGY – STEP ONE

Go back to anyone who enquired about working with your company over the last year.

Phone or email them and say something like the following:

‘Hi X.

Earlier this year you spoke with me about some of your company’s issues.

I’ve been thinking about what you said, and I think I’ve got a really interesting solution that could help you enormously.

Got 5 minutes for a quick call about it?’

If you hit 50 potential clients with this, at least 2 will show some interest.

CLIENT ATTRACTION STRATEGY- STEP TWO

Now you have to brainstorm 5 ideas you could offer that client- then pick the best two to present to them.

You can either take one of your normal services and add a new twist to it, or come up with a totally new solution you could offer the client.

You could even link up with another firm and offer their services – and get a cut of the action.

With a bit of thinking, I’m sure you can come up with something fresh and interesting.

So give this two step system a go. Start contacting your old leads and see what happens.

As the saying goes, ‘Fortune Favours The Brave.’

The Missing Ingredient You Need To Win More Clients

To win customers you need 3 things:

1. A valuable product or service.
2. A reliable system for frequently getting in front of potential clients.
3. An ‘Organisational Personality’ that makes people like you and your team – and want to work with you.

Lots of business owners think about 1 and 2. Virtually nobody thinks about the 3rd area.

What is Organisational Personality?

It’s what you and your staff do and say to make buyers feel good about you … and be attracted to you.

Another way to put it is, what’s the Emotional Tone of your company?

If you want to create a powerful Organisational Personality or Emotional Tone, the first step is to choose one single personality to focus on.

Here are several examples of Organisational Personalities you can choose from:

  • Efficient
  • Friendly
  • Careful
  • Trustworthy
  • Fun
  • Caring
  • Hard core
  • Professional
  • Detail oriented
  • Proactive
  • Service-oriented
  • Quick

Once you’ve chosen your OP, the second step is to evaluate every point that a potential customer interacts with your company.

And then make sure every one of them reflects your new Organisational Personality.

Examples of customer points of contact include:

  • On the phone.
  • In meetings.
  • In your reception area.
  • On You Tube videos.
  • At conferences.
  • During your sales presentation.

The third step is to constantly be reminding your team to maintain, exude and focus on the Organisational Personality. So that it becomes totally ingrained in the company’s culture and modus operandi.

If you do these three steps you’ll have something really precious:

A powerful, attractive and consistent personality or way of being throughout the entire company. One that attracts new customers and helps keep current clients feeling good about working with you.

And that is money in the bank.

 

What To Do If You Hate Doing Sales

Here’s the problem.

We all know we have to do stuff to get new sales – calls, emails, events, etc.

But so many of us absolutely hate it.

We don’t want to appear high pressure. Or needy. Or to talk about money.

We love running our business, we just don’t like doing the business development/sales stuff that brings in the money!

Hey, I hear you.

And while doing Sales work may never be totally fun, there are some things you can do that will make it so much easier- and more effective.

1. FOLLOW A SCRIPT
Part of the reason so many people hate doing sales work is that we can never think of what to say. 

We stutter, we pause, we blurt out silly things- no wonder we don’t want to do it 🙂

Try using a script instead. Say roughly the same words for every sales call, and your nervousness and stress will be greatly reduced.

Pretty soon, you’ll get used to it and sales won’t bother you at all. You’ll also get much better results as you’ll be more consistent with what you say.

2. PRACTICE WITH ANOTHER PERSON
The best salespeople practice their Scripts and Dialogues every week, at least. Practicing what to say with someone else keeps you sharp and increases your confidence enormously.

It doesn’t have to take hours. Just grab a friend or work colleague and arrange a 20 minute time period each week to role play, either in person or by phone.

Pretty soon you’ll be doing it super smoothly and your stress will dissipate considerably.

3. SPEND TIME DAILY DOING IT
Not only will you make a whole lot more money when you do new business development every work day, you’ll get a whole lot better at the sales process itself.

Half the time, the main reason we don’t like doing something is that we are not good at it.

But practice daily and that all changes. As you get better at it you usually will enjoy it a whole lot more.

4. AIM TO BECOME A MASTER AT SALES
Instead of reluctantly doing sales, change your attitude. Resolve to become really, really good at it, one of the best in the world.

It’s strange. When we take something we dislike and endeavor to be brilliant at it, it suddenly becomes a lot more interesting, and our progress sky rockets.

So read the books of sales masters. buy courses on sales, read articles and blogs on persuasion.

Once you really get into the subject, you may actually find it fascinating. After all, the ability to convince a total stranger to give you money is a pretty remarkable skill.

And believe me, there is no more important part of business to get good at than the sales process. It’s the profit engine of any business.

So if you hate doing sales work, try these 4 tips. They can be a real game changer.

Einstein’s Advice On How To Be Happy

(Someone just paid $1.8 million for it.)

As an entrepreneur, I know you are not in business just to make money.

You’re also in business because you think it will make you happier.

With this in mind, you may be interested in the following true story.

Albert Einstein is known as one of the smartest guys in history.

And one of the wisest.  (They don’t always go together)

In fact still today, decades after his death, his brilliant quotes about life appear worldwide.

But just a few week’s ago, something pretty amazing happened.

Someone forked out $1.8million to get Einstein’s personal tips on happiness.

Here’s what happened.

In 1922 Einstein was on tour in Japan, and was staying at The Imperial Hotel in Tokyo.

When a waiter delivered some food to his room, Einstein purportedly had no money on him to pay him a tip. So instead, Einstein wrote a few lines of advice about how to live a happy life and gave them to the waiter.

Incredibly, these notes were sold at auction last month for $1.8 million.

So, you might be wondering, what was Albert’s priceless advice?

Well, his wisdom was written on two separate pieces of paper.

On the first piece of paper:

“A calm and modest life brings more happiness than the pursuit of success combined with constant restlessness.”

And on the second piece:

“Where there’s a will there’s a way.”

So as you build your business, keep Albert’s advice on happiness in mind.

If one of the world’s greatest geniuses thought these points were so important, they are surely worth considering.

The Simple Question That Decides Your Success In Business

Of course, there are a million variables in business:

Your strategy, your marketing, your sales procedures, the quality of your team, the systems you establish. Etc.

You need to get most of these elements right to do well financially with your company.

But having observed so many entrepreneurs over the last 30 years succeed or not succeed, I think there’s a more important overarching factor that dictates business success with much greater accuracy.

And that element comes down to one, very simple question:

“Am I totally committed to get this business great?”

It’s really all that matters, because even if every single element of your company is being done poorly, a business can still be turned around and become an outstanding success, as long as we have the commitment to stick with it and improve our situation.

Now I’m not talking about a mild enthusiasm to get things right. I’m talking about a fiery and complete devotion to making any change necessary to ensure the success of your enterprise.

Even if it’s hard. Even if it’s tedious.

Even if we have to do tasks we despise.

Even if it takes ages to get things functioning to the necessary standard.

Before all the tactics and the strategies, must come the total and utter COMMITMENT.

That, and only that matters, in the end.

Everything else can be solved, with time and effort and others to help you.

So ask yourself, “Am I totally committed to get this business great?”

If the answer is truly and emphatically Yes, then all will be well.

If the answer is No or Maybe, then either get out of your company, or uplift your commitment to the required level.

There is no other way to succeed as an entrepreneur.

How To Fix The Number One Problem Of Entrepreneurs

The number one issue facing most entrepreneurs is lack of time.

Or more correctly, the poor use of their time.

Time management is a science, and a fascinating one. Yet very few entrepreneurs devote any time to mastering this critical skill.

As a result, by the end of their careers, they have usually achieved only a small fraction of what they could have, had they used their time better.

With this in mind, here are 6 powerful time management strategies which can profoundly increase the results you get in your business.

* Plan your day before you start.

It takes real self-discipline to carefully plan your day before you start work each morning, but it increases productivity enormously.

* Do new client generation work first.

Most entrepreneurs do it last, when they have a bit of spare time. Problem is, they rarely have any spare time so it doesn’t get done.

Rush unimportant tasks.

Don’t do everything perfectly. Do an okay job on what doesn’t matter then move on. 

Work out of the office for a couple of hours each day.

Maybe at a cafe. Or library. Or a diner. Anywhere where you won’t be interrupted so you can get quality work done.

 * Use the ‘Focus At Will’ app.

It plays music designed by experts to increase your concentration. It can make a big difference on those days when you’re not feeling inspired.

* Set a time period for doing each task.

It could be 20 minutes. Or 70 minutes for larger tasks. But I’ve found that when you push yourself to get things done in a certain amount of time you do things faster.

Any one of these strategies applied consistently will massively improve how much you achieve in your career. Used together, they have the power to completely transform your level of success.

What To Do When You Hate The Thought Of Doing Sales

I was talking with a client today who said he had a mental block about going out there and selling his company’s services.

He knew he had to do it. (He needed the revenue badly.)

But at the same time he felt really uncomfortable about contacting potential clients and pitching to them.

He’s not alone.

There really are so many business owners who feel like this. And if you are one of them, that feeling is costing you a fortune

You need to change your attitude to selling. Fast. And today I’d like to give you a few points on how to do that.

1. Remember All The Greatest Entrepreneurs Focus On Sales

No matter how rich you are, you still have to sell someone on what you’re doing, why it’s awesome and why they should give you money.

Think of any billionaire, and you’ll see that at the very center of their business is them selling.

  • Rupert Murdoch must sell the syndicate of banks that issue News Corp loans that his company is a great investment.
  • Elon Musk must convince the public (and the world’s journalists) that his electric car is the future of the automobile.
  • Oprah invested in Weight Watchers and is now on TV selling women on why they should sign up for it.
  • And even the great Steve Jobs was famous as much for his ability to sell Apple’s latest range at product launches, as for the products themselves.

If even the richest, most successful entrepreneurs on the planet are fine with focusing on sales, then surely it’s okay for us to get our hands dirty doing it.

2. Realize That The Best Product Often Doesn’t Win. The Best Salesperson Almost Always Wins

Let’s take the industry that you are in for example. If the best product wins, how come you know numerous companies that have a mediocre product and yet they still keep picking up clients?

As Brian Tracy said, “Nothing will make you madder than seeing someone dumber than you making more money than you”.

Ain’t that the truth!

Why are those mediocre companies getting clients? Because they are focusing a lot of their time on getting leads and converting them. Otherwise known as Sales.

3. Don’t Put Your Feelings Ahead Of Your Schedule

Once you realize that sales is the most important part of your business, you must commit to doing it in the most important way: scheduling it into your daily calendar.

If you don’t have solid blocks of time allocated in your calendar every week to getting more sales for your company, your company’s future is bleak.

You must schedule time to work on sales.

But equally importantly, you must actually do the sales work at the time you said you would – even when you don’t feel like it, even when you’re busy running your business. Even when you’re feeling down about life, your company, or the world.

You must make your feelings subservient to your commitments. And when you commit to spending a certain amount of time each week on sales you simply must do it.

No matter how you feel.

I’m not saying any of this is easy. But if you can make these three mental shifts your business wealth will grow exponentially.

These 3 ways of looking at business are at the very heart of any successful entrepreneur.

In any industry. At any time in history.