It’s a business strategy that seems totally naive, but in my experience is extremely lucrative.
It’s not about marketing or sales, or cash flow.
But it positively affects each of those things. Enormously.
The tactic is extremely simple but quite radical:
Be kind to everyone you deal with.
The power of kindness is hugely underestimated in business.
But let me tell you why focusing on being genuinely kind to people can bring in so much revenue.
People way prefer to do business with kind people.
Even if there are millions of dollars at stake, if a potential client can’t decide between two suppliers, they will almost certainly choose the person they like the most.
Who seems like a nice person. Who exudes a feeling of care and kindness towards them.
Why do people so often choose kind people over others, when selecting business partners or suppliers?
Because life is short. And business is only a part of our lives.
We are not just seeking money from our business activities, we are seeking enjoyment as well.
And doing business with decent, kind people is a lot more pleasant than just choosing people based purely on the numbers.
A friend of mine is one of the global heads of one of the most powerful banks in the world. He earns a fortune. His area of expertise is known as Private Wealth, and he and his team manage the wealth of some of the richest individuals and families on the planet.
Now there’s no doubt this guy is super smart, exceedingly hard-working and delivers a great service. But so do a lot of private wealth executives.
But he has a weapon that far outweighs the usual attributes of his competition:
He is really, genuinely kind-hearted.
And as he deals with some of the most powerful, successful people in the world, they, being highly perceptive judges of character, can see that he actually cares.
Not fake cares. Not slick cares. But genuinely cares.
And so very often they choose him to manage their money.
So as you build your company, yes focus on all the usual metrics of commerce that lead to growth.
But don’t forget the importance of just being a decent, kind person.
Because at the end of the day, we are all not just business people.
Okay the new year has started. What are you going to do differently to make sure you bring in a lot more revenue than last year?
As the saying goes, “If nothing changes, nothing changes.”
You need to take significantly different actions than you did in 2021 to get meaningfully better financial results in 2022.
Here’s one change you should consider making to ensure you make some seriously good revenue this year:
Put marketing first.
I coach business owners all over the world, from many different industries. And I can assure you, 90% of them that complain about not making enough money do not have an organized marketing strategy that they spend time on every workday.
For most companies, marketing is an afterthought. Something they do if they have time. Some ideas that are half-formed and inconsistently acted upon.
As a result, most businesses either don’t grow, or only grow moderately.
Please remember the words of the legendary business guru Peter Drucker:
“Because the purpose of business is to create a customer, the business enterprise has two- and only two – basic functions: marketing and innovation. Marketing and innovation produce results; all the rest are costs. Marketing is the distinguishing, unique function of the business.”
Putting marketing first involves two actions:
Designing a marketing strategy. Clear actions you can take to bring in more leads or convert your already existing leads.
Spending time each day working those actions. At the absolute minimum, one hour a day
If you don’t do these two things, your chances of having a highly profitable business year are minuscule.
But if you do take these two actions, you have an excellent chance of making a fortune this year.
Marketing creates your company’s future. Please prioritize it.
And to have an extraordinary 2021 you must carefully think about what you did poorly this year…. to make sure it doesn’t happen again.
Here are 3 important questions to help you evaluate your performance.
Did you have an organized, consistent lead generation system?
You can’t grow a big business by chance.
And you can’t rely purely on word of mouth to get new clients if you want to build serious wealth.
You must have a simple but effective way to bring in inquiries each and every week. Leads should come in like clockwork.
If they only come in occasionally, I can guarantee this will continue to be a major source of stress for you.
Did you have a world-class sales system to convert the leads into sales?
I’m not talking about being a good presenter- every second person is that.
I’m talking about having a methodical way of convincing people who have shown interest in your product to commit to giving you their money.
Think about this: If you just increased the percentage of inquiries you converted into sales by 20%, you would dramatically increase the size of your net profit.
Did you get most of your customers this year to come back and buy from you again?
Lots of entrepreneurs can get people to buy from them once. It takes real skill to get them to buy from you again and again and again. Yet that is the difference between having a mildly profitable company and one making you a fortune. For most companies, the real wealth is in repeat purchases.
Okay, so how did you perform in these 3 areas in 2020? Take a moment now to give yourself a mark for each, out of 10.
If you’re not happy with your score, it’s important to take action now to fix it. If you don’t, next year could easily be a repeat of this year. Or much worse.
If you’d like help getting all these 3 of these areas going well, I may be able to assist. I coach business owners of all sizes and types to systematically and dramatically increase their revenue. Put another way, I make entrepreneurs richer.
If you own a business and would like to make a lot more money in 2021, you can book a call with me here. Jump on the call and tell me what your main business issues are and I’ll show you how to solve them. Fast. I have helped so many company owners like you make large amounts of money, I am highly confident I can do the same for you. You can book a coaching inquiry call with me here.
Cruise until December 31- basically, run your business on autopilot and wait for the party season.
Go super hard, get some real wins, make a lot more money and consequently feel fantastic about your business and your life on at the end of the year.
You know which one you should do, so let’s do it.
As a high-performance coach for entrepreneurs and CEO’s, below are some of the things I’ll be working with my clients on in the next few weeks. I think you should work on them as well.
Step One. Re-contact old leads. Who did you have good conversations with this year, but they just dropped off the hook or said that the time was not yet right to work with you?
Maybe now it is. Give them all a call or an email. There’s a good chance at least some of them will buy from you.
Step Two. Create an easy new offer. What could you offer to potential clients that would be easy to deliver and easy for them to say Yes to? It could be a new service, a low-cost trial of your product, or a discount on what you currently offer.
Spend no more than 20 minutes brainstorming and immediately reach out to your lead base with the offer. You’ll be pleasantly surprised by what will happen.
Step Three. Reach out to every client you have. First, say hi and schmooze them a bit. Then ask if they need more of what you’ve already been doing for them. Then let them know about other stuff your company does that they may not know about – it’s amazing how many clients are unaware of a company’s full range of services.
Remember, your best source of quick revenue is people you’ve already worked with, so make sure that you ask every one of them to buy something.
Step Four. Find a company that can sell your service to their customers. There are numerous companies in different industries to yours that already work with your ideal clients. And have strong relationships with them.
Ring the CEO’s of these companies and cut a deal with them. For every client they refer to you, they get X percent of what you make.
I know companies that make almost all of their revenue through such partnerships. If you aren’t at least exploring this as a growth strategy you’re leaving money on the table.
Okay, that’s enough. You don’t need more than these four to start with.
Take action now, I mean right now, and start bringing some real money in.
These next 5 weeks will go super quickly, so don’t miss this beautiful opportunity to end the year on a high.
Far too many business owners have been running at half speed during the Covid 19 lockdown.
It’s very understandable of course.
The whole event was so left field, so unexpected, that so many entrepreneurs felt quite powerless during it.
But now that most countries are slowly moving out of full lockdown mode, it is absolutely vital that you play the next few months at full speed.
If you act fast and play hard, you should be able to grow your company during this next recovery period.
Here are my suggested immediate steps:
1. Psych up your team and your suppliers.
Let them know that now is the time to raise their standards and start working with intense velocity. Companies that perform well in the next 90 days can take major business from competitors that are slow to gear up. The fast will eat the slow in the next 3 months.
Push the people around you, cajole them, inspire them, wake them up and let them know that you are back and intend to play with full velocity.
2. Unleash a communication tornado on your current clients and old leads.
Tell them often what you’ve got planned for the rest of this year, how you can help them and why they need to act now if they want to get back to Excellent.
The companies that communicate most with their email list, community, customers and prospects are much more likely to get on the shortlist for any imminent business opportunities.
3. Create a series of 30 day task sprints.
Think of 3 things you can do that will really advance your company, but don’t give yourself more than 30 days to get them done. Right now in this chaotic environment there’s no time to do everything perfectly- just try stuff, get stuff out, then observe if it’s working and only then finesse it. ‘Lightning Action’ should be your mantra right now.
4. Expect things to be messy and be fine with that.
Don’t moan about what’s still wrong about the post lock down world. Look for what’s great about it and take advantage of it. We have many more months of uncertainty, reduced lockdown and tension in the community. So be it. Your mission is not to complain about your current circumstance, it is to perform superbly in spite of them.
See yourself as like a great General or warrior- able to stay cool and highly effective in environments that would overwhelm many others.
Finally, remember that there is a very fine line between stress and excitement. Make the choice to see this time as exciting, and act with positive energy. The wildest winds are often the most fun.
I’m sure you’re sick of hearing all the bad news about the Coronavirus.
So let’s reverse things.
What about the advantages of this pandemic?
Well if you play this right, you can totally transform your business during the quarantine period.
By making sure you use the extra time working at home to get better at what you do.
Study new business development. Study sales technique.
Improve your time management skills.
Learn how to read a balance sheet better.
Learn leadership, or how to be an awesome manager.
Get better at pricing your services.
Get up to date on new digital channels and how best to utilize them.
In short, use this priceless time at home, when you have more freedom and often more time, to become a better You.
If you’re a company owner, the very best use of your time is to develop a better new business development system, as that will improve your future more than anything else.
Imagine this. By the time we all go back to normal life, you have built a highly effective, efficient and lucrative client attraction system. One that you can roll out powerfully and immediately.
If you did that, then later when you talked with others about the impact Coronavirus had on the world, you could honestly say, “Coronavirus was the best thing that ever happened to my business. I used the time to take myself and the company to a totally different level.”