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The Business Coach: The Hobbyist's Level of Commitment

By: Santi Chacon
Business Coach

Introduction

I understand that for some reason you don't think of yourself as a business person, but you are. You made money at this thing right? There are a couple of things you can do to get this thing up and going, but you will have to begin thinking like a business owner rather than a hobbyist.

Everybody has insecurities and uncertainties when dealing with this sort of thing, just take it one step at a time. Focus on improving each area before moving onto the next.

What you are going to need at this stage of your business falls into one of six areas:

• Level of Commitment
• Your Offering
• Your Marketing Message
• Lead Generation
• Sales
• Partnerships

In order to get a business moving in the right direction you need to look at the six areas with me. It really is going back and fixing how you think about business fundamentals.

What is You Level of Commitment?

You need to make up your mind regarding your standard. You must decide that you are going to be a workaholic for the next three to five years. This is an undertaking of 12 to 15 hour days for six days a week. If you are not sure than figure it out. One thing to keep in mind is that your life should be different after you make the decision. Your time should be consumed with your business. It's not like you can choose to start a business and continue spending your time hanging out with your buddies or spend time watching TV. Your commitment should be a 'magnificent obsession'. If you can't embrace this type of commitment you are not ready to start a business.

Having your FREE evaluation with a business coach is a $500 value.

The Business Coach: The Cost Of Doing Business

 

By: Santi Chacon
Business Coach

Alright so you are attempting to have that conversation again with Bob regarding his changing needs. No matter how much you have tried to make that personal connection and add value to Robert, he has been indifferent and seems to be on the fence about a few things. In your opinion he has a different agenda then he leads on. Reading in between the lines you are convinced he sees your solution as ubiquitous and something that can only be differentiated on price. You know the moment you are not able to meet his needs at commodity prices he will shop elsewhere.

• What are the costs associated with doing business with Bob long-term? 
• How much is your time worth? and how much time does Robert require?
• If you want to make your company profitable (long-term implication) can you afford  to continue to pay Bob's monthly costs (both in time and discounts) with enough profit to justify him as a customer?
• What is Bob paying you to add value?
• Is he paying you less than you pay for him?

 Have you ever heard of firing a customer? 

If a customer is not interested in how you differentiate yourself, your company, and your solution; you are in a losing battle. I would caution you to consider his costs.  Don’t get caught by the Wal-mart effect especially if Bob has the pocket book of a fortune 1000 company. Perhaps it is time to consider an exit strategy.

 

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The Executive Coach: From Traditional to Social Leadership

You always wanted to lead.

Why not now?

The landscape for effective leadership is transforming before your very eyes. Those with the most ideas win; throw enough crap against the wall and eventually something will stick.

Social Media has put a new twist on leadership and it is as follows:

Our measure of influence determines the progression and impact of our leadership. The impact of our leadership is determined by our methods of syndication. Syndication is measured by our voice, content, or message and route of distribution. The methods of distribution determine who hears the message and influences others to listen to it.

A leader must engage in the development of her voice and should work to provide thought leadership for her constituents and then work to self-promote to build upon her following.

In the beginning, social success is determined by quantity of content; in a beginner's world quantity beats quality every time. Don't be such a perfectionist throw crap against the wall.

Having your FREE evaluation with a business coach is a $500 value.

The OCD ADHD CEO: Hey Michelangelo, CALM DOWN! (7)

Business Coaching | Client Fulfillment

By: Santi Chacon
Business Coach

Take a deep breath we are almost finished! 

Let's talk commitment...

Client Fulfillment

An exchange of value for its monetary equivalent is the least you should be prepared to offer. There are five precepts, in which your brand integrity can shine.  Integrity as it relates to the 'brand experience' you create is a very simple concept of congruence and commitment.

Precept #1: The Process Addiction

As a consumer my expectation with every company I do business with is to have a consistent experience.  As most consumers I have no preference towards spontaneity.  I prefer not to have my coffee served cold if I didn't order it that way or to watch half of a movie at my local theater.  I desire to have the same brand experience that I had grown accustom to. For each brand that I have grown accustomed to business processes exist with the aim of delivering that value. Likewise when a company forsakes to provide an  experience market share is thwarted.

For your intent and purpose consider the consistency of a successful franchise. Well established franchises  exemplify value add processes.  You will have the same brand experience in your home town as you will in China. Value in this context is not something you purchase rather it's an experience that will cause positive emotions to emerge. So, how about it Boss-what emotions are your processes conjuring up?

Precept #2: Integrity In Your Service

Let's get you on the right page. Regardless of how you perceive your offering you will always be in a service industry by delivering a brand experience. The sooner you realize this the better. You have the capacity to map out and script the type of brand experience that would be most profitable to the organization. So by your own ingenuity dictate what prospects and customers feel about your brand (97% of the time) at every touch point.

Precept #3: Integrity In How You Deliver Your Offering

Alright lets talk delivery. The fashion, in which you deliver your solution should be differentiated from your product or service. How do you deliver value in your approach before you ever get to your solution? by design of course. So, what is your plan to engage your audience while you deliver your solution? This becomes a great opportunity for branding.  If delivering an experience is the goal then figure it out. Your success or failure begins and ends with you and it's always a matter of creativity and drive.

Precept #4: Integrity In Your Solution

The challenge for you may not be in solving problems or driving to a cost effective solution but it might be in the instance your solution doesn't work or your pricing fails to be cost effective because of complications or negligence. Allow me to assume that since you are in business that you are learning the valuable lesson of under promising and over delivering on your commitments. You know as an executive (perhaps as the only one in your company) that the words 'contingency plan' should be part of your vocabulary and business practice regardless of how promising things look. What happens to your brand experience when (not 'if') you can't solve what you committed to solving?  Can you still deliver value to a disappointed customer? The value is found in the question: 'How?' Ya think it would help your brand?

Precept #5: Integrity In All Customer Touch Points

Now we are talking about doing things intentionally aren't we?  This is too much commitment for spontaneity but just enough for process management. It may be more difficult when you began relying on others to provide a brand experience; however, it is possible to deliver consistent value at every customer touch point if you map it out. Consider a few touch points that are found in every business: sales, customer service, customer support, account management, and human resources. So, where does the action happen for you and your business? and what is the best way to respond to that kind of action consistently?

Would You Like To Have A FREE BUSINESS COACHING SESSION?
Having your FREE evaluation with a business coach is a value of $500.

Just Fill Out The Form Below:

The OCD ADHD CEO: Hey Michelangelo, CALM DOWN! (6)

Business Coaching and Lead Conversion

By: Santi Chacon
Business Coach

The Gift of Perspective

Please remember being a perfectionist is always a matter of correct perspective. Just as the golden rule would take a different perspective if you were a masochist, so with being a perfectionist both should be a matter of correct perspective. You could be a perfectionist about all the wrong things and lose your shirt in the process.

We are almost finished with this series so either you are elated or frustrated, I hope the latter.

If you are skilled in generating interest but you are terrible at converting that interest into a sale than we have a problem. Learn to get the sale. While you are in the trenches fighting for and fighting with prospects keep in mind there are three universal concepts that will assist you in making progress with your lead conversion: think process, understand the selling concept, and ask for the sale.

Think 'Process'

Where Would You Like Them?

Think strategically about what path is most effective for your prospect, what are the steps along that path, and tools you will need to lead them from point 'A' to point 'Z'. Please note that any path should began with brand awareness and should end with perfect customer engagement. If people don't know you exist they will not know that you can fulfill their needs. How do you propose to do this? Once individuals are aware of your brand how do you plan on delivering value up front? What small sales do you need to get them to a larger monetary sale? and how do you plan to keep your customers engaged in the aftermarket?

Concepts To Consider:

This process of getting a prospect to trail along until they decide to purchase needs to happen one focused step at a time. You shouldn't focus on  getting to stage 'Z' (making a large monetary sales) when a professional is only on stage 'A' (visiting your blog/website for the first time). Decide to complete each step for the prospect. When I cold call a prospect my first goal is not to get the sale or to even get the appointment, rather my goal is to ask the right person a very simple question. If the prospect engages me in a conversation regarding my question then my second goal is to speak to her on her terms. My third goal is to set an appointment. My over all goal is to stay with my prospect and to read into her needs so that I can add value, not to manipulate her into a decision she isn't quite ready to make.

Remember In Business: 'Slow Is Fast'

If you rush a prospect in making a decision that she is not ready for she may bail at the last moment or she may commit then be the worst customer you have ever had. Whatever position she falls in understand she will consume your time and steal your time from sales ready prospects  who will be great customers. What costs more: A customer who you have to babysit or a customer who is low maintenance? Customers cost money! Consider customer acquisition costs and how you can be smart about your process.  A goal in business is to purchase customers at low costs. If you are busy rushing through your process you will miss all the signs and end up spending more money on that customer then you have to spend. Take your time! Do it right the first time.

Ask For The Sale

Although asking for the sale seems daunting at times it may be less daunting than you think. Asking for the sale in this context is getting to the close of any step in your process. A 'Yes' decision from a prospect can be a decision to download a free e-book, a commitment to a phone conversation, a decision to opt in your emailing list, as well as a decision to make a purchase of some sort. In other words a 'Yes' decision is a person deciding they will move forward in a process you have created. As experts say: everything is sales. Began with your goal in mind. Be bold and creative and ask for the close.

Selling Concept

It is important that you understand what your potential consumers are seeking. What are your competitors offering? The value add that a competitor is offering prospects may be a telltale sign regarding something you are missing. When you converse with prospects; whether it's through your web presence or through a sales presentation, what are you telling them? What you think you provide and what prospects think they need may be misaligned.  Study semantics and concepts of each prospect; as with a romance she will tell you when she is ready to take the next step. The key is to keep her talking. 

Would You Like To Have A FREE BUSINESS COACHING SESSION?
Having your FREE evaluation with a business coach is a value of $500.

Just Fill Out The Form Below: