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If you’ve ever called the 800-number for a telecommunications company, you know the process. You sit through minute after excruciating minute of easy-listening music, interrupted periodically by a recorded message reaffirming the importance of your call. You enter your account number when prompted, but know it is a pointless exercise because the customer service agent will always ask you to repeat it. If you’re lucky, the second or third person with whom you speak can actually respond to your request. After waiting for over 30 minutes, the person finally says, “I am sorry I can’t help you!” Ugh, how frustrating!

A major business enterprise spends a fortune on advertising and outbound marketing. How much of that budget would they have to allocate or invest in order to turn their customer service into one worthy of discussion or to be one of the best in the the […]

How to turn frustrations into systems that work

John’s business was eroding and not growing. Areas of his business that were previously growing and profitable were now barely breaking ground.

He was so frustrated and he needed to increase his sales, fast.

If you follow the dictates of systemization, you might quickly arrive at the conclusion that his lead generation and lead conversion systems needed to be fertilized and rejuvenated.

But that is not necessarily the correct answer to the issue. In fact, leaping straight to a solution can do more harm than good.

The System of Thinking

Creating effective systems require systemic thinking.

Now, that statement is not as obvious as it may first seem. Too often, the first response to addressing a frustration is to simply rush to install a system that will eliminate the frustration.

But, that is like taking a pill to stop the pain without identifying its source or origin.

A business is a reflection of the owner. Therefore, it is imperative to look at […]

Hire Right, Fire Less

“I am convinced that nothing we do is more important than hiring and developing people. At the end of the day you bet on people, not on strategies.” – Lawrence Bossidy

“Do not hire a man (or woman) who does your work for money, but him (or her) who does it for the love of it.” – Henry David Thoreau

How do you know that the person you just hired will be a great employee?

It’s not all about the person that you hire as much as it is whether they resonate with the mission, vision and values of your business. Do you have a clear mission? Is your vision precise? Are your values understandable? During the interviews you conduct, if you are clear with your explanation about each of these, then your statements cannot be misinterpreted by a prospective employee.

Having the right employees in the right positions can move your business beyond where you imagine. Having […]

What Is True Professional Business Coaching?

Why is professional business coaching important for your business and leaders?

Many business owners and leaders from large and small businesses utilize the services of a coach. Some coaches have specific areas they focus on like sales, leadership, marketing and financial. A certified professional business coach listens more than speaks. He or she wants to help the client discover and address what is working, not working, is confusing, and needs to change in the business or with employees.

Unlike most of our counterparts in the coaching profession, we don’t limit coaching to simply facilitating “self-directed action.” Instead, we recognize that that is just one arrow in the quiver of what business coaches need to master. We work to provide results that meet the needs of each specific client. Since businesses are made up of people, there are many different scenarios for business owners and leaders.

In addition to helping our clients make their own best decisions and […]

Do You Have People Problems?

A “business” is not just a bricks and mortar company.  It’s not just a name.  It’s not just a product or service.  The biggest determinate in a business’ personality (and ultimately, its success or failure) is the people.

Why do business owners allow “people-problems” to go unaddressed?

Before we address the issue, let’s explore some typical people-problems that surround us in our businesses.  Here is a shortlist:

A salesperson that doesn’t bring in new business.
The staff member that likes to bring personal drama to work every day.
Someone with a poor work ethic.
A person who lies, cheats, or deceives.
The employee that makes a lot of mistakes; incompetence.
A selfish person that serves him or herself first; the team second (or worse).
Someone that resists positive change.
The happy employee that is always extremely “busy,” but doesn’t accomplish much that is worthwhile.
The once fabulous team member that has slipped into mediocrity.

Now ask yourself […]

How to Handle Underperforming Employees

“I am convinced that nothing we do is more important than hiring and developing people. At the end of the day you bet on people, not on strategies.” – Lawrence Bossidy.

People are a company’s most important resource. People bring ideas, skills, and knowledge to your business. Your employees are an invaluable resource. Every business has a CEO or someone who moves the business forward, similar to an engine. If you think of your business like a train, the CEO is the conductor and each part of the business has its own car. If one car falls off the whole train stops moving forward. What do you do with the under-performing employees who are dragging the team and business down?

First, set up a meeting and see if there is an underlying cause. Ask how their home life is, do they like their job, what would they change. The goal of these questions should be to […]

How to Write Articles that Generate Attention – Part 2

Why would you write an article, blog post, or social media post that is vague or doesn’t connect with your readers?

In the last post (part 1) we provides ideas for how to write an article that generates attention. Now we will focus on create an attention getting title and types of articles.
How to come up the titles for your articles
Don’t worry about the category first, focus on coming up with a long list of ideas. For businesses, often the best place to start is with issues or questions your clients or customers have. Try to think of every question you were ever asked and every issue you have solved. And write a very long list of 50 or more topics. Don’t edit, don’t think, just write it down.

Then later you can go back and prioritize the most important questions and issues. Now turn topics into titles. “Unable to get attention of prospects” turns into […]

How to Write Articles that Generate Attention

When you think about writing an article that will generate attention for your business you may be like most businesses and think that you could never come up with something that others will want to read.

One of the best marketing tools for a business is to provide valuable information to your prospects.

You can share this information through conversations, speaking, writing all kinds of content, including articles, reports, newsletters, and blog posts.

In many ways, writing is the most potent as you can get written information out to your prospects quickly and inexpensively if you know what you are doing.

You can break articles into several categories

Step-by-step. These are detailed, how-to articles that explain step-by-step how to do something. They can often be focused on solving a problem or issue.

Specific number of tips. This gives an overview of a certain area of knowledge and gives specific tips that you can use to be […]

How to Get and Use Testimonials, Referrals, and Reviews

One of the most overlooked yet critically important benefits of building a successful business that really serves its’ customers is that people like what you are doing. Maybe some of them send you referrals or give you a testimonial. They might endorse something you are doing or give feedback on new products or services you are thinking about providing. Or, they might not.

If you are doing a good job but aren’t getting the kind of support you need from your customers or clients, there can only be one reason: You aren’t asking for it.

The hair stylist business that doesn’t capture the name, email address, phone number, birth date, wedding anniversary, and children’s names and ages (and remembers to commemorate these dates) for every single client does itself no favors and will always be “accepting people off the street.”

The business advisor who assures himself that someday a CEO will be golfing with another CEO and his […]

The Excuses that We Tell Ourselves

When I had a personal trainer, I exercised weekly (lifting weights, walking on the treadmill, rowing, or shooting baskets), felt better, lost weight, and seemed to somehow find time for it. I made time for it. I made it a priority.

I spent a focused amount of time creating online products or programs using the tools available on Coaches Console. The difference comes in executing and informing. I have told people about them once, maybe twice. People tend to forget about you unless you keep in front of them.

When I am connecting regularly and consistently, it becomes much easier. I know longer make excuses for not following up. I may not always hit my goal, however, the chances improve significantly, and I get much closer, when I create a plan and keep at it regularly.

It just works when you are consistent.

Of course, this is where the creativity comes in.  This is how we convince ourselves that […]