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Added for You - Do You Waffle Your Way Out of Business?
Just how serious is employment law to the small businessperson? Very serious and let me tell you a true story; a horror story, which will make you think about just how serious these issues can be. In San Antonio TX one of our wash trucks was driving down the road and a border Patrol Officer passed them. We run a company which does onsite washing; www.CarwashGuys.com. Down the road they pulled over two trucks and were handcuffing Mexican illegal aliens from those company’s work trucks. Our cr
3. prospects find it harder to choose
4. prospects have too many messages to cope with
5. you get less business
If you try and offer too many services or say you can to too many things, there is a danger that you do nothing well and spread yourself and your resources thinly as you try to cope with every demand as you become desperate for business. Desperation shows.
Whilst it may be hard to turn down business it shows you know what you are about and your prospects will recognise that. To complement your specialism you need to collaborate with other specialists that can support what you do or take business that you are not a
One wrong move can seriously damage your career beyond repair. A flawed plan based upon misinformation, a sudden outburst and petty office politics can all sabotage your career. All the years of hard work and your education and successful planning can be rendered insignificant by any one of the career killers. Young workers especially need to pay particular attention to their behavior, punctuality, attitude and even appearance; although, these less obvious blunders are not left unnoticed. The
* Do you drone on about how great you are; how great your services are?
* Do you focus so much on trying to get your message across that you don’t listen?
If you even think this might be you on occasion – read on!
Your clients and your potential clients are bombarded with information. Your clients and potential clients are surrounded by products, services, knowledge and people all trying to persuade them to part with their time, money and soul!
So how can you be different and what will enable you to get the business on your client's terms?
Here are 3 factors to consider - Clarity, Connection and Specialism
Clarity
“…the most persuasive evidence of people's expertise is the clarity with which they communicate” Harry Beckwith
When you are speaking with a client/prospect, be clear about what you are about. Be clear about what differentiates you and be very clear about the results you can deliver in line with the problems they need solving.
Speak in language that is non-jargon, non-clich?d and is clear and to the point.
Speak in stories and pictures sometimes as you describe successes you have had in the past. Speak in linear terms as you describe a process you will carry out. Speak in terms of the emotional needs that you can address.
In whatever manner or medium you communicate be clear. To do this effectively, all the time you need to clear yourself about purpose, message and outcome from the meeting/phone call/marketing collateral. If you don’t have clarity it’s certain your prospects and clients won’t.
Connection
Create a connection with your clients. If you woo them then ignore them you may have short term business but not a long term relationship. Simple things to stay in touch are not expensive or time consuming but they are effective and help your clients feel valued.
* A short “how’s it going” phone call – when you don’t have anything to sell!
* A quick “thought you may find this article interesting” email
* An invitation, introduction or complementary gift goes a long way to keeping you in touch with your clients, maintaining the relationships and if and when new opportunities come up who do you think they will most likely talk to?
Specialism
As more and more consultants set up their business the competition gets bigger. For independent or small consultancies the ability to win great business consistently means getting known. How do you get known? – by being a specialist. By being great at one or two things. By being THE consultancy that does X. Specialism is the way forward. If you try and be all things to all people a number of things happen.
1. prospects get confused about what you do
2. prospects are not sure what you are REALLY good at
3. prospects find it harder to choose
4. prospects have too many messages to cope with
5. you get less business
If you try and offer too many services or say you can to too many things, there is a danger that you do nothing well and spread yourself and your resources thinly as you try to cope with every demand as you become desperate for business. Desperation shows.
Whilst it may be hard to turn down business it shows you know what you are about and your prospects will recognise that. To complement your specialism you need to collaborate with other specialists that can support what you do or take business that you are not a
What do governments do with their surplus and/or impounded merchandise? Surplus merchandise is government owned goods that are no longer needed. They may be office furnishings, guns, ships, buildings, office equipment. Also included in surplus merchandise is military equipment, Coast Guard equipment, and fire equipment. If there is a default on a government guaranteed mortgage that results in foreclosure, there are houses that are auctioned. The government also sells at auction goods that
“…the most persuasive evidence of people's expertise is the clarity with which they communicate” Harry Beckwith
When you are speaking with a client/prospect, be clear about what you are about. Be clear about what differentiates you and be very clear about the results you can deliver in line with the problems they need solving.
Speak in language that is non-jargon, non-clich?d and is clear and to the point.
Speak in stories and pictures sometimes as you describe successes you have had in the past. Speak in linear terms as you describe a process you will carry out. Speak in terms of the emotional needs that you can address.
In whatever manner or medium you communicate be clear. To do this effectively, all the time you need to clear yourself about purpose, message and outcome from the meeting/phone call/marketing collateral. If you don’t have clarity it’s certain your prospects and clients won’t.
Connection
Create a connection with your clients. If you woo them then ignore them you may have short term business but not a long term relationship. Simple things to stay in touch are not expensive or time consuming but they are effective and help your clients feel valued.
* A short “how’s it going” phone call – when you don’t have anything to sell!
* A quick “thought you may find this article interesting” email
* An invitation, introduction or complementary gift goes a long way to keeping you in touch with your clients, maintaining the relationships and if and when new opportunities come up who do you think they will most likely talk to?
Specialism
As more and more consultants set up their business the competition gets bigger. For independent or small consultancies the ability to win great business consistently means getting known. How do you get known? – by being a specialist. By being great at one or two things. By being THE consultancy that does X. Specialism is the way forward. If you try and be all things to all people a number of things happen.
1. prospects get confused about what you do
2. prospects are not sure what you are REALLY good at
3. prospects find it harder to choose
4. prospects have too many messages to cope with
5. you get less business
If you try and offer too many services or say you can to too many things, there is a danger that you do nothing well and spread yourself and your resources thinly as you try to cope with every demand as you become desperate for business. Desperation shows.
Whilst it may be hard to turn down business it shows you know what you are about and your prospects will recognise that. To complement your specialism you need to collaborate with other specialists that can support what you do or take business that you are not a
It?s great to have a home based business, you can work when you feel like it, no need to dress up for the office and you can be there for your family and children at any time.It sure is a great lifestyle that many people envy when they are sitting at the office every single day.But, the key to a successful home business is quality traffic to your website.You need to advertise your website, so people will be able to find you. One of the best cheap marketing techniques that bring results, is ezi
Connection
Create a connection with your clients. If you woo them then ignore them you may have short term business but not a long term relationship. Simple things to stay in touch are not expensive or time consuming but they are effective and help your clients feel valued.
* A short “how’s it going” phone call – when you don’t have anything to sell!
* A quick “thought you may find this article interesting” email
* An invitation, introduction or complementary gift goes a long way to keeping you in touch with your clients, maintaining the relationships and if and when new opportunities come up who do you think they will most likely talk to?
Specialism
As more and more consultants set up their business the competition gets bigger. For independent or small consultancies the ability to win great business consistently means getting known. How do you get known? – by being a specialist. By being great at one or two things. By being THE consultancy that does X. Specialism is the way forward. If you try and be all things to all people a number of things happen.
1. prospects get confused about what you do
2. prospects are not sure what you are REALLY good at
3. prospects find it harder to choose
4. prospects have too many messages to cope with
5. you get less business
If you try and offer too many services or say you can to too many things, there is a danger that you do nothing well and spread yourself and your resources thinly as you try to cope with every demand as you become desperate for business. Desperation shows.
Whilst it may be hard to turn down business it shows you know what you are about and your prospects will recognise that. To complement your specialism you need to collaborate with other specialists that can support what you do or take business that you are not a
Many of the stereotypes of companies are true. Companies often hire inexperienced workers for low pay, don’t train them and then wonder why they get poor performance.Companies don’t sufficiently include their employees in the creative idea process or give attention to individual input. They continue to enforce higher production requirements with tighter deadlines – in effect, expecting a “worker bee style” from its employees to keep up with competitive needs. Staff has little promise
Specialism
As more and more consultants set up their business the competition gets bigger. For independent or small consultancies the ability to win great business consistently means getting known. How do you get known? – by being a specialist. By being great at one or two things. By being THE consultancy that does X. Specialism is the way forward. If you try and be all things to all people a number of things happen.
1. prospects get confused about what you do
2. prospects are not sure what you are REALLY good at
3. prospects find it harder to choose
4. prospects have too many messages to cope with
5. you get less business
If you try and offer too many services or say you can to too many things, there is a danger that you do nothing well and spread yourself and your resources thinly as you try to cope with every demand as you become desperate for business. Desperation shows.
Whilst it may be hard to turn down business it shows you know what you are about and your prospects will recognise that. To complement your specialism you need to collaborate with other specialists that can support what you do or take business that you are not a
There's no doubt the Swiss Army Knife is no ordinary kitchen knife. It's been to battlefields and homesteads. It has seen campfires and bloodshed. It has lain in the hands of settlers, generals, and boy scouts. In fact, it has roots so firmly entrenched in human history you can't hack it off. More importantly, it remains as popular today as it had been more than a hundred years ago.Birth of a BladeTwo companies produce the Swiss Army Knife: Victorinox and Wenger. These two
3. prospects find it harder to choose
4. prospects have too many messages to cope with
5. you get less business
If you try and offer too many services or say you can to too many things, there is a danger that you do nothing well and spread yourself and your resources thinly as you try to cope with every demand as you become desperate for business. Desperation shows.
Whilst it may be hard to turn down business it shows you know what you are about and your prospects will recognise that. To complement your specialism you need to collaborate with other specialists that can support what you do or take business that you are not a specialist in. Forming strategic alliances is a good way to manage this.
“Consultants must first recognize that they are selling a relationship rather than competence and advice. You must win the person to win the business, and you must keep winning the person to keep the business.” Harry Beckwith
So put some focus on how you can win new relationships through clarity, connection and specialism.
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