May 2007 Issue:

Gotta Minute?  Less Work & More Profit 

The fact will not have escaped you that a fair amount of my articles deal with Time management.  In fact more than one reader has said, “I’m obviously not the only one struggling to find time to get things done!”

If you’re one of those then “No you’re definitely not alone!”

3 Big Challenges

When we peel the lid off most businesses and look inside, we see the following three big challenges again and again:

1.       Managing Time

2.       Managing Staff

3.       Managing Resources

The irony is, if you manage your own time well enough to allocate time to Staff, they generally increase their productivity and your "Resources" (money, stock, equipment) challenges disappear - and profits soar!

If you could drill the very best Time, Task and Personal Management techniques - drill them over two days so that they go in, and stick, for good - what sort of value would you put on that?

The Cost of Stress and Overload

Before we think about "quality of life" or "lower stress" or "improved relationships" or any of the other soft measures, let's look at it in pure money terms: If you gained back just one hour a day - every day - what would that be worth to you?

We can claim savings based on your salary (around 12.5%) or can estimate "value added to the business", but that can range from 25% of your salary to the-sky's-the-limit, when you take into account the impact of your improved management of people and resources, or the implementation of just one good idea previously stifled by your overloaded state.

The Solution

Two options:

1.       Do nothing - wait for things to improve by themselves. (That will work about as well as it does for cancer, but at least the solution will be permanent.)

2.       Buy a solution! Change everything with the ProfiTunity "Gotta Minute? Managing Time for Success!" Workshop, 13 & 14 July 2007.

Investment Guarantee

With an entry fee that's probably a lot less than your week's salary, we'll guarantee you'll gain at least an hour a day - or pay nothing for the workshop!

This is the one workshop where you cannot say, "I don't have time for this" or "I don't have the money for this".

Stop crowding. Stop overloading. Stop beating yourself up. Start setting yourself up for success. Book right now - or find out more!

6 Business Coaching Tips

1.       Clarify Your Goals. If your business is a small sailing boat, and your goal is to use it to reach the distant shore of a large bay, it would be helpful if there were a lighthouse right where you wanted to make landfall. If there were, you could look up at any time during your journey and check to ensure that what you are doing right now is taking you towards your distant goal.

A glance at your written goal for your business will ensure your "lighthouse" (your Vision) remains fast against the wind, current and tides of day-to-day business, and provides you and your team with guidance every day.

2.       Measure Your Progress. As you sail, make it a matter of routine to plot your position regularly, so that you can gauge your progress towards your goal.

In business, profits are easily measured, and so they form the primary measure for us of progress made towards goals.

3.       Prioritise Your Tasks. You can't do everything at once, and if you attempt to, you achieve very little and usually wear yourself out in the process, so a Time Management system is a must for every client. In truth, no one can manage "Time", we can only manage our use of it, and that usually boils down to how we prioritise.

I use a simple, three-level priority system (High - Must do today; Medium - Should do today; Low - Nice to do today) and then coach my clients until they are consistently getting their Highs done first.

("Acquiring better time management skills" is, world wide, the Number One reason given for going to coaching. If you'd like to know more on this critical skill, email me about Time Management.)

4.       Work Out What Matters. This step differs from the last in that it's about your "Values" - the things that you say in response to the question "What is most important to you in the context of your business?"

One way to think about Values is that they represent the boundaries of the path you are prepared to follow to achieve your Goals. (In the process of clarifying Goals, I've had some clients break down in tears as they realise that the business to which they have shackled themselves almost without thinking, is not delivering them the things that they most value in life. Once realised, it's just a matter of realigning the business to then give them what they value. Feel free to email me for more about how to work out your own Values.)

5.       Tap the Team. Most businesses with a few staff and a few years of experience under their belt develop a certain amount of "resident wisdom". The problem is that wisdom is seldom noticed by the owner or manager, and is too rarely recognised and acknowledged. This tends to breed a relationship in which the team are waiting to be told what to do and/or how to do it, and in which the leader feels overloaded and stressed.

Sitting down with your team to clarify your goals, share your values, explain your timetable and priorities to them, then ask for suggestions on how things could be done better, quicker or cheaper can be a mind-expanding experience for all parties - and it's an essential step for the growth of any business.

6.       Delegate to Develop. You can't do everything yourself, so anyone wanting to grow their business has to adopt a simple and fail-safe delegation process, one that offers them the peace of mind that the job will be done satisfactorily, and offers their staff the space and safety in which to grow.

Delegation is such a key management Skill (I say "Skill" because it is learned) that we have spent years refining "The ProfiTune Delegation Paradigm" that we now install with each client.

Hint: The First Rule Of Delegation is, "If someone can be trained to do it 80% as well as you can do it, delegate it!". The fact is, after a little time on the new task they are likely to do it better than you! (Feel free to ask me for more on Delegation.

If you have read thus far, and you're thinking, "Hey, I need the lot!" then you should email me with a time at which we can talk.

She Marketing™

A couple of years ago I had the pleasure of working with one of the most interesting Marketing people I’ve ever met.  Amanda Steven’s business, ‘Splash Marketing’ is at the cutting edge of helping businesses market their services differently to women than they traditionally do.  I recently caught up with Amanda to discuss not just how, but why business should market differently to women.

Rick:  Amanda what exactly is “She Marketing™”?

Amanda:  “SheMarketing™ is a methodology based on the proven neurological differences between how men and women receive, interpret and act on, marketing messages. We supply in-depth consumer insights in a practical way with a unique range of tailored services including research, creative, PR and promotions.

It’s a well known fact that women make or influence over 80% of all consumer purchase decisions. But the opportunity to market to the female segment runs deeper than the supermarket checkout.

Rick:  So why should businesses pay more attention to the female buyer?

Amanda:  “Women’s wealth and spending power are growing exponentially (the gap between male and female salaries is closing at a faster rate in Australia than in any other country). Women are choosing to remain single and childless longer and are investing wisely (between 1990 and 2000, there was a 50% increase in single female home owners).  Women are outperforming men in education and currently account for over 60% of start-up businesses.

In essence, women are three consumers in one: they are buying for themselves, they are buying for their families and in more and more cases, they are buying for business.

If you have been to one of our introductory breakfast seminars, you would know that a critical part of acquiring female customers is appealing to them emotionally (Emotive Rapport Building).

Women, in general, make purchase decisions on a more emotive level than men. This is due to the fact that the emotive centre in the brain, the amygdala, is proportionally larger in a female brain and is more active during decision making.

So how do you appeal to women emotionally and in a way that is relevant, powerful and engaging?

There are six key techniques to achieve Emotive Rapport Building. Let me mention the first three:

Emotive Rapport Builder # 1:
The Visual Appeal of Human Images, Relationships and Storytelling

Most people agree that men and women see things differently. But in a literal sense, their visual outlook in the world is chalk and cheese.

Scientists have done studies on babies as young as three days of age to examine what engages humans from a visual perspective. What they have discovered is that males and females are stimulated by very different visual pictures.

In general, men are more engaged with shapes, structures and objects where as women are more engaged with human faces, human interaction and emotive images that tell a story.

The most common mistake marketers make when advertising a product to women is focusing too much on the product and not enough on the story and the human emotive benefit the product provides.

Take the automotive industry for example and think about the last few ads you’ve seen for cars. If you’re lucky you might have seen an actual human in the ads but nine times out of ten the imagery will be focused on the car only. In fact, my sister just picked up a 24 page brochure for a four wheel drive she is looking to buy and the entire catalogue was devoid of humans (a few of the images actually showed the car on the road seemingly driving itself!)

When a woman is purchasing a car, she isn’t actually buying a car. She is buying an image of herself and her friends in that car or the feeling of safety she will experience when she is carrying her children in that car.

Unless the visual imagery represents that, creating an emotive connection with your consumer will be an uphill battle.

Emotive Rapport Builder # 2:
The Power of the Inner Circle

Today’s 30 year old woman has a life very different to that of her mother. She is likely to be earning good money, independent, career focused, single (and happy about it).

She doesn’t have a husband to consult in making big-ticket purchase decisions. In any one year, she is likely to be spending over $50,000 on a new car and over $5,000 on home electrics and furnishings.

So who does she turn to for advice and recommendations when she is purchasing these items?  Her inner circle – usually two or three other girls that play a significant role in her purchase decisions.  They even veto her subsequent brand choices.

By focusing less on your product and more on the inner circle, you will provide a powerful platform for connecting with women emotively.

Emotive Rapport Builder # 3:
Positive Reinforcement.

Your hormones are in disarray. You’re always tired and grouchy. You don’t want sex anymore. When you look in the mirror, you no longer see the person you once were …

...and so continues the copy for an ad promoting a menopause product in a misguided attempt to build rapport with female readers. Depressing reading even if you’re not menopausal!

Women experiencing menopause are going through a stage that for many of them, is emotional, tiring and distressing. They are looking for some positivity throughout the experience. Reminding them of the overwhelmingly negative aspects of their life stage is alienating to say the least.

Use positivity, optimism and a healthy dose of humour in your advertising and you’ll find that you will create a stronger connection with women than the most accurate descriptions of being a woman ever could.”

By this time, my head was spinning at the possibilities for my clients…and I was running late for my next appointment.   However, Amanda offered six two-for-the-price-of-one tickets to her She Marketing™ Breakfast seminars, to Jump Report readers (That’s $99 for two, a saving of $80 off the normal 2-seat ticket).  You will learn a step-by-step approach to attracting, retaining and maximizing a loyal female customer base.  The next breakfasts are 31 July in Sydney, and 7 August in Melbourne.

For more details and to book into this event and receive the 2-for-1 ticket offer, please contact Melissa Jahns, Marketing & Events Manager on 1800 SPLASH (1800 775274) and mention this offer at the time of booking (and no later!).

Rules in a Disaster

Rule 1
When faced with a disaster, work out how to get motion in any direction in your circumstances, then: Do something! The Universe favours action over theory nine times out of ten!

If your boat's dismasted in heavy seas, the first thing to do is to get sailing - in any direction - so that you first gain steerage, and second, manoeuvre the ship into the on-coming seas.

If your business is stalled, the first thing to do is to get selling - in any direction - so that you can first get cashflow, and second turn into the onslaught of accounts payable and the expenses necessary to moving your business forward.

Rule 2
If you haven't followed the first rule, take a deep breath, hold your nose and let go. That's the easy way out.

Rule 3
Clear the decks and lighten the ship! (I don't think that needs a lot of commentary, in any context!)

Rule 4
Imagine you're standing on the poop deck of a galley. Lean out and look at the oars projecting from both sides of the ship. See the straight (unmoving) oars? Invite the people holding them to leave the ship.

Rule 5
Time to pick a lighthouse (see the first item in the article titled "6 Business Coaching Tips").

An Alternative to Microsoft?

"Microsoft is a competitor of ours and I think what we're doing with Google Apps certainly can be perceived correctly as being somewhat of a threat to Microsoft."

Those were the words of Google executive Dave Girouard as he discussed his company's release of Google Apps Premier Edition, combining an online word processor, spreadsheet, calendar, email, webpage creator (and soon-to-be PowerPoint-like presentation program) at a time when many businesses are feeling pressured to move to Microsoft's new Vista operating system, and upgrade to Office 2007.

An Alternative to Resident Software

The operative word in Mr Girouard's release was "online", for while the applications run on your desktop or laptop, they reside on the web. Theoretically, that means that any bugs can be fixed as they are detected, rather than having users putting up with them until there are enough of them collected to issue a 40Mb "Service Pack" as happens with MS at present.

It probably also means that you will be "encouraged" to subscribe to gain access to the latest updates (that gentle "hand-in-your-pocket approach that yields the nice, steady streams of income that build huge profits - and Google is not exactly slow when it comes to doing that!)

Still, if you think it through, none of us wants to "own" software; we just want the end result we are seeking: a good document or presentation that will make the sale, solve the problem or communicate the offer; financial projections or analysis that will tell how we went, and how we are likely to go if we do this or that; access to information and knowledge to build, make, sell something; and communications to buy, sell or tell.

Online Applications

One of our own fastest-growing clients (try 1100% in 3 years) has just converted their point of sale (POS) system to an online application through which every transaction at their multiple stores instantly updates a single, central web-based database, providing instantaneous information on and analysis of activity, profit and performance at each store - accessible from an airport lounge, laptop or hand-PC/mobile phone at any time.

Could it be that regularly pulling our heads out of our businesses and looking around the wider world may show up some ideas that could offer a competitive edge, an easier solution or a new opportunity in our own business?

How would it be if you were to allocate an hour a week to loosening up your thinking about your current and future technology requirements? You could start with a look at Google Apps then move on to a general search of "emerging business technology" with the question of each idea or product that you encounter being, "How could I use this to improve my business?".

You might then follow that question with, "How might my competitors be thinking about using this to improve their business?".

Small businesses have not generally been the earliest adopters of information technology, though some early adopters have become big businesses.

Might you open your next venture in cyberspace? You might, after you read the next article!

Why? Why? Why?   -  Overcoming Sales Frustrations – Part 3

I recently held a coaching session for a client selling a technical consumer service.  During the session it struck me just how common many of her sales frustrations are, even to those who’ve been in sales for sometime.  Later, I coached a sales manager to help him grow his team; again it struck me how common his frustrations are.  This month I look at one common to many sales managers as well as sales people.

The solution:

Build belief in your self and your team.  Know why your sales approach works.  Answering why something works is rarely easy, but knowing the cause of the things that happen in a sale, is the first step to building the belief that you can sell effectively.  This belief is the foundation that allows the right selling behaviours to become habit; you do them without having to think about it.

Your Challenge:

Learn the WHY test.  Ask Why three or four times to get to the heart of just about any issue.  Each Why should question the previous answer.  When you get the right answers in a sales context, the belief in what you do grows.  The what you do and how you do it, settles into your subconscious.  You start to sell from within your comfort zone; you’re relaxed, confident and working with the customers’ interest at heart. 

For example, at the start of a sale many sales people rightly attempt to build rapport and affinity with the customer. 

Why do this? 

To get the customer to like them because customers buy from people they like and trust. 

Ok, why will the customer like and trust the salesperson? 

It shows the sales person is genuinely interested in the customer and in finding out what’s important to her.

Why does that work? 

Well many reasons, one is the law of reciprocity:  If you give something to me I want to give something to you.  Or, in this context, if the salesperson shows interest in the customer and her needs, the customer will show genuine interest in what the salesperson has to say.    

Why is that? 

Because, the salesperson has earned the customers trust by showing respect for her time, and by showing he understands what she’s looking for, and why it’s important to her.  Only when salespeople show they understand the “what’s important and why”, will the customer feel safe enough to drop their guard and engage in open dialog with someone who will genuinely help them to get what they want.

Imagine what results your sales team could get by using the right sales technique all the time, naturally and with confident ease.  Think how your customers would feel getting exactly what they want at a price that they perceive as good value.

…. Click here for more on how our Rapport Based Sales Program can show you exactly to rejuvenate your approach to sales and have your people do it right every time.

Inspiring Women and a Hidden Labour Market

At a time when many businesses complain of a shortage of good people, I am reminded of the success of Denise Hall, whom I met for the first time at a Christopher Howard seminar last year. 

At the age of 36 Denise found herself unemployed, homeless and pregnant. Within a few short months she was back on track having taken stock of her life. Today her life is ticking over nicely and her company aCE talentNET, is run entirely by entrepreneurial mothers, just like herself.

The key to the success of her business is 'workplace flexibility'.  Both clients’ and the human resources, learning & development or change management consultants she places, are flexible in role structure. Whilst salary is always important, of equal interest is flexibility towards working hours (i.e. school hours, or limited number of days per week etc) and work venue (agreement to work from home office).

They seek the challenges, stimulation and remuneration offered by work, but only if it is accompanied by a level of flexibility that allows them to raise a family or pursue other life goals.  

I suggest that you consider whether there are any lessons to be gleaned from Denise’s success and ask yourself: What talent might you be missing out on by sticking to the traditional employment thinking? Could Denise’s success be evidence of an under recognised market of high-quality candidates?

Denise, was recently invited to be part of a book to share her personal story.  Titled Secrets of Inspiring Women Exposed, the book takes readers up-close and personal with thirteen women who have each reached extraordinary heights of success in their chosen path.

Others featured in the book are such names as Lauren Burns (Olympic Gold Medalist), Jo Cowling (Biggest Loser Contestant), Mia Freedman (Former Editor of Cosmo) and Cydney O’Sullivan (Multimillionaire Investor).  In a candid and heart-warming way they each share their inspiring stories and secrets to achieving great personal success and happiness.

Secrets of Inspiring Women Exposed, by Dale Beaumont, now available in all good bookstores or can be purchased at a reduced price directly from Denise’s website http://acetalentnet.com.au/secrets_exposed.php

Alternatively, if you’d like more on Denise’s’ services you can email her here.

What One Reader Said

Please send me your feedback on this newsletter or suggest topics you’d like to see in future issues.   

Make Sure They Don't Find an Alternative to You!

I coached with a retail jeweller as a client some time ago as he wrestled with the challenges of diminishing sales. When we first met, he took the approach that he was in the middle of a retail "drought" and that all he had to do was batten down until it was over, and then go back to doing what he had always done.

An initial Business Analysis included a survey of his marketplace and showed that we were looking not at a "drought" but at a major climate change - something that was not going to reverse itself in his marketplace anytime soon.

The Discretionary Dollar

It appeared that the "discretionary dollar" that his younger clients had once lavished on expensive body adornments had been progressively diverted to meet the expenses associated with a shift in their social habits: galloping mobile phone bills; increasing consumption of cigarettes and alcohol; saving for overseas travel; and computer games.

It is estimated that more than two-thirds of our homes now have a PC games console, some costing up to $1000 before you add $100 or so for the games to play on them and, while it's hard to pin down a world-wide figure for the games entertainment phenomenon, sales across that sector grew 55% in 2007 according to the New York Times, with Nintendo's sales alone worth US$2.7 billion in 2007 - and both Sony's and Microsoft's were more.

If that climate shift in consumer spending - or any of the others - has any relevance for your business, now would probably be a good time to start thinking about what it all means to you and your future.

Some Questions You Can Ask Yourself

·             What obstacles or threats are emerging in and around your market that could have a similar impact on you?

·             What opportunities do you see in those emerging trends and how could you turn them to your advantage?

·             Is there a chance that younger team members might be aware of trends that you are not? How could you take advantage of that?

·             How can I use existing or emerging technology to improve and/or save on the product I now offer to my marketplace?

·