Eden Sunshine's BLOG

The Customer Doesn't Always Know What's Best

Whoever came up with the statement "the customer is always right" was wrong. The reality is that this statement was designed for people who couldn't be trusted to effectively connect with a customer in order to create a win win environment.

 

But the customer is not always right. The customer doesn't always know what they NEED. They might know what they WANT. But the two are entirely different.

 

Henry Ford once said, regarding the first car he ever built, "If I'd asked my customers what they wanted, they'd have said a faster horse."

 

Effective leadership listens and observes trends. They do talk with customers and look to the future. They might not base their decisions on what the customer says they want however. They look for trends that reveal what the customer really needs or at least will want in the future.

 

I recommend that we do this intentionally. Take some time and simply ask the question, 'what trends and opportunities seem to be emerging that our clients and industry will be interested  in the future?'

 

Here are a couple trends I have observed.

 

I see an ultimate decrease in the demand for commercial office space. Why? Technology is going to enable us to be able to telecommute more effectively. It's already happening.

 

There will be an increased demand in resources, training, materials and equipment designed for people to successfully work independently at home.

 

More outlets will emerge for socialization. It is already happening. Look at on-line social media. People will need to connect to others. If that isn't happening at work its going to happen somewhere. Starbucks like places will continue to grow as long as they can cater to the home-based work crowd. Wifi and Internet access, a quiet place to sit for long stretches of time will become common place in our neighborhoods.

 

I believe the next major break in technology since the desktop computer will be high functioning voice recognition programs. Think Star Trek and how the crew would interact with the computer. Key pads, mouses, touchscreens would become obsolete.

 

I would love to hear your feedback on trends in the world you see emerging too. 

 

Please post your comments below.

Stress is for Quitters!

"Never quit something with great long-term potential just because you can’t deal with the stress of the moment." 

    Seth Godin

 

Recently I celebrated my 10 year anniversary helping business owners create better organizations that will serve their lives. I have had a blast doing it and have witnessed hundreds of success stories. And sadly, many failures too.

 

I believe that the quote above captures the essence of why some people "make it" and others don't. The fact is that when transforming a business, when implementing professional and personal change people are going to deal with some stress in the moment.

 

How people deal with the stress is going to be the primary determiner of whether they keep going or they quit.

 

But those that quit often won't admit that it was because of stress or even that they were quitting. It's too personal doing that. Rather, they will blame outside circumstances, make some excuse or simply look for an apparent easier way out.

 

Stress makes things grow. Consider exercise. You can't grow a muscle without putting some pressure on it. You can't improve your capacity to run a longer distance unless you push your body to run further today than you did yesterday.

 

And you can't improve your business and life unless you are willing to deal with the discomfort that comes with change.

 

By the way, when it comes to stress, as it relates to developing your business, the underlying cause of the stress comes entirely from your mindset or thoughts.

 

In other words, your stress is coming from what is happening between your ears.

 

If you believe a course of action will have long term potential worth pursuing you will likely encounter some internal challenges. When that happens simply acknowledge that you are approaching or in your 'uncomfort zone', don't make excuses or look for ways out.

 

Stay the course and deal with the internal conflict. That's when you and your business will grow.

 

Ask yourself...

 

Why do I feel this way?

What am I afraid of?

How can I reframe or rethink the situation so I don't feel so stressed.

 

Once you deal with the internal conflict and resolve to keep going that's when you have really won!

 

I would love to hear your comments. Simply enter them below.

 

The Lost Art of Wooing

I received a phone solicitation today from an individual hoping I would do business with them. I didn't know this person but was familiar with the company. After our brief conversation I resolved that I probably won't hear from that person again. I wasn't in the market for their services today. They were simply casting their line and hoping a fish would bite. I have a feeling that in this particular case, this individual is going to be fishing for a long time.

 

Now I am not against cold calling. Which is exactly what this was. In fact, I think that I could, at some point, be a prospect for their services. Sadly, they will never get the opportunity because, like I said, I probably won't hear from them against.

 

Why don't businesses woo their prospects anymore is my question? Why won't they take the time to find an ideal prospect and basically say in so many words, "I believe I can help you and am willing to invest in building your trust and confidence in me and when you are ready, I will be there for you?"

 

Which approach do YOU believe will produce better results? 

 

Find nine people who you think are good prospects and promote to them once.

 

Find one ideal prospect and promote to them nine times building trust and confidence in your products or services.

 

I would love to hear your comments. 

You Look Ridiculous!

"Only those who attempt the absurd will achieve the impossible."

    Albert Einstein 

 

I have discovered that when called to a mission of high importance or meaningful purpose it might seem absurd to pursue it. "You want me to do what?" I often find myself saying.

 

The grandest of callings often seem impossible or ridiculous. Which means that if we choose to pursue them we run the risk of looking silly. People might criticize us. They might challenge us. They might even chuckle at us behind our backs.

 

I suspect Walt Disney, Mother Teresa, Martin Luther King, Moses, Jesus Christ, Bill Gates, Jack Welch, Thomas Edison, Albert Einstein and many others like them have felt the same way at some point during their lives.

 

Let's put it this way, when faced with an opportunity to do something that seems impossible, do it anyway. You will be in good company.

This Guy is a Genius!

"Kyle, you're a genius," My three year old daughter said to my 12 your old son after he had finished adding up his allowance from last week.

 

My wife and I just laughed. "Where does she get this stuff?" I asked her.

 

"She hears us," She replied.

 

Employees in business hear the words of the leadership too. Then they repeat them. Unfortunately, most of the time, businesses are not intentional about the words or language of their business. As a result, there is no clear messages being conveyed throughout the organization. The language is different. There is no unity.

 

The Level 7 Principles of Defining Results and Conveying Information specifically address those issues.

 

When there clarity in the messaging...

• People are speaking to your clients and prospects in a manner that is compelling and relevant.
• People in the organization are focused, enthusiastic and intentional about the goals and direction of the organization.
• A culture is established that unifies and binds people and makes their work more meaningful and more productive.

It takes real genius, using the words of my daughter, to focus on the language and communication within an organization.

Are You Keeping the Unspoken Promise?

 

"Losers make promises they often break.  Winners make commitments they always keep."

    Denis Waitley 

 

When a prospect decides to do business with you they do so anticipating that your business will fulfill an often unspoken promise.

 

Do you realize that when people make a purchase from your company or agree to utilize your services they do so because they anticipate that the product or service they are buying is going to meet some need or want of theirs.

 

Unbeknown to most of us this is analogous to making a promise. Your business suggests through it's marketing, advertising, positioning and sales message an offer to satisfy that need for your customers. Through our communication we suggest something like, "If you do business with us we will meet your need." That's a promise. Sadly most businesses don't do a good job of meeting the promise. Some resist the idea of making a promise. "We can't promise anything," they say. "There are no guarantees," they often continue.

 

Those that say that straddle the fence when it comes to committing to provide stellar service, quality, excellence and fulfillment. They play it safe. And those that play it safe have a hard time differentiating themselves.

 

Nordstrom's promises...

McDonald's promises...

Southwest Airlines promises...

Domino's promises...

Apple promises...

Geiko promises...

 

I suspect you have heard the saying, "under promise and over deliver?" I believe we must bring alignment to what the customer wants or needed and what we WILL deliver. If we want to WOW the customer with a value added service like making them feel valued and important or creating exceeding confidence and certainty in your products or services, that's great.

 

We must know exactly what the client is expecting. Then make sure we are sending a message that communicates that we intend to meet those expectations. Then we must deliver on it.

 

Imagine how powerful your message and company could be if you promised your clients you would...

 

Save them 20% on their logistic services.

Increase their ROI on their Internet marketing activities by double digit numbers.

Eliminate all their worry when it comes to HR related issues in their business.

Provide a dining experience that is like a new adventure every time.

 

What promises is your business making that really matter to your prospects and clients? I welcome your feedback on this question.

Getting Down? Establish Intentional Motivation

Staying on top of your game, keeping your people and business moving forward and creating the energy, momentum and enthusiasm to achieve the goals and vision of the business are core responsibilities of a business owner or leader.

 

If you own a business...this is one of your primary responsibilities. Certainly you expect your people to be effective in executing their primary responsibilities. Shouldn't you as well?

 

Here are a couple simple (simple doesn't always mean easy) steps to being more effective and consistent with your responsibilities as a leader.

 

1- Be clear with your goals and vision. Get them in writing. Schedule time to review and update them on a regular basis. I recommend weekly, but no less than once per month. The more frequent you review them, the more focused you will be.

 

2- Make sure your goals pass the goose bump test. Do they get you going? If not, go back to Step 1 and rewrite or define them until they do.

 

3- Create a system for communicating your goals to your people. Be consistent and intentional about it. Having a one-time conversation won't cut it.

 

4- Assess regularly if your people "are getting it." In other words, are they buying in. The simplest way of knowing is when you hear your people having independent conversations using the same language you've articulated when sharing your goals.

 

Example: One of my clients uses the acronym WIGS to describe there goals. WIGS stands for Wildly Important Goals. When they hear people saying something like, "Well this is one of our WIGS", they know they are getting it.

 

Implementing these steps will help you stay focused and motivated as you are developing and building your business.

Alas! I've Built The Perfect Business

When I ask people to describe their perfect business or specifically how they would like their business to serve their lives, I often get a deer in the headlights look. As if they have never been asked the question before.

 

I consider this a very relevant question. Don't you? I find that having a business that DOESN'T serve your life can be a huge point of frustration and contention for a business owner. The remedy begins with defining how you want the business to serve you. From there you can begin to create a business that will do just that; serve your life.

 

For me personally I believe that a business that serves my life must do four things.

 

1- Provide me an income that helps me achieve my personal financial goals and lifestyle.

2- Allow me to take the time off that I want and truly be free from my business when I am away.

3- Allow me to do the work I enjoy most in my business.

4- To give me the satisfaction that I have been instrumental in creating something meaningful, worthwhile and is consistent with my vision of a great business.

 

Obviously, when I consider these things I am going to be very specific about each. Because with that clarity comes focus and with focus comes passion and with passion come commitment. When I am committed I will do what's necessary to get it done.

 

What do you believe it means to have a business that serves your life? I really want to hear your comments or feedback on this. Simply post your comments below.

 

Want to actually build a business that really serves your life? Join me for the next Level 7 Experience. Click here for details =>>. If you haven't done the Level 7 Experience before I promise it will change your thinking about your business and life forever.

Leaders are Born. No. They're Made. Which is it?

We just completed our 4th Annual Level 7 Community Roundtable last Thursday and Friday. What an amazing group of businesses owners if I do say so myself. (Perhaps you will join us for this exclusive, by invitation only event next year. The first step is to participate in our upcoming Level 7 Experience however. Check it out!)

One of the questions that came up centered on the topic of leadership development within our businesses. Here are a couple of key points that the groups resolved.

1- Some people have natural leadership abilities. Others are not naturally gifted.

2- Whether gifted or not, everyone can improve upon their leadership abilities.

3- Leadership is indeed a skill or an action. And since it is a skill or action it can be learned or taught.

4- Regardless of personality and style, all leaders have 3 things in common. The have a very clear vision. They passionately and enthusiastically own it. The communicate it in a way that gets others bought into the vision; who in turn own it.

5- To the degree that a leader is able to successfully do all three, will have a direct impact on the effectiveness of their leadership.

6- The first step is to get very clear on their vision and goals. Getting clear and specific on a vision is a skill that ANYONE can develop.

7- The second step is for the leader to be honest with themselves in terms of their own commitment and passion for the vision. If they are not sold out, then don't expect others to get excited. Go back to crafting the vision before moving on. When the leader has an emotional connection to the vision, that can be very powerful.

8- The third step is to develop a strategy that will effectively, creatively and consistently communicate the vision until others get excited about it too.

I would love your comments and feedback specifically on point 8. What are some of the creative things you have done to communicate your vision and goals to others in your organizations that has resulted in enthusiastic buy in?

9- When developing leaders in our organizations, we need to guide and mentor them in the execution of steps 6-8 until they become effective leaders too.

10- There is an underlying system or process behind how to do steps 6-10 successfully. Discover that and you can begin to successfully replicate leadership development in your business over and over.

'The How' is the Dream Killer

Great companies have big goals, high standards, aspire to be the best, won't settle for mediocrity.

 

However, when establishing these goals and standards we must learn to suspend our need to know 'the how' we are going to accomplish them before setting the goal.

 

Walt Disney and his imagineers (not a misspelling) didn't know 'how' the Matterhorn was going to be built before the goal to build it was set.

 

Fred Smith of Federal Express didn't know how he was going to get a package across country overnight and affordably before he conceived of the idea and set the goal.

 

And you might not know how you are going to get your business from point a to point b but you are committed to getting there.

 

The problem is that if we have to have the answer to 'the how' before we set the goal, we may never establish it. Why? Because 'the how' is often a journey of discovery. It's the work of the strategist, not necessarily the leader.

 

The leader sets the goals.

 

The manager or strategist figures out 'the how'.

 

Want to take you business to the next level? Of course you do. Who doesn't?

 

Then begin by putting on your leader hat, suspend your need to know 'the how' and just dream and establish your vision.

 

Once you've done that then rally your troops and put on your strategy hat and go to work on discovering 'the how'. And enjoy the journey.

 

If you want to better understand the Level 7 Core Business Principles - Read The Level 7 Manifesto: A Simple, Common Sense and Proven Approach to Businesses Most Complex Problems and Frustrations. Get it now >>

All the Time Motivation

Being motivated, excited, driven, on top of your game all the time is challenging. But it's necessary. Motivation and drive moves things. It makes things happen. Consider the alternative. Complacency, hopelessness, boredom.

 

Do you ever feel like your motivation levels and drive are random? Like one day you've got it and the next day you don't. Come on admit it. We all have our ups and downs. 

 

But being motivated and excited might not be as random as you think. I have discovered there is a direct relationship between what is going on between your ears and your levels of motivation.

 

Most of the time, people leave it up to chance whether they will be on top of their game or not. In other words, circumstances dictate their motivation rather then dictating their attitude.

 

When you have a positive hope for the future, you will be motivated.

 

Here are some action steps you can take, intentionally, to stay motivated and on top of your game.

 

1- Clarify and review your vision regularly, even daily if necessary. It's OK to revise and update as you become more and more clear what you really want for your business and life.

 

2- Take time on a regular basis to feed yourself with new ideas. Read books, magazines, trade journals to fuel yourself with ideas that will lead to new possibilities. Remember don't be random about the innovation in your business. If you come up with something actionable, consider the system or area of the business your idea impacts and be systematic as you make the improvement.

 

3- Surround yourself with other like minded, creative people who can stimulate your thinking and inspire your hope. Meet with them on a regular basis.

 

4- Bring your own thoughts into captivity. The world wants to distract you and often reminds us of the bad news. Be aware of what you are feeding your mind. Personally, I don't watch the daily news. You've heard the saying, "Garbage in, Garbage Out." Simply be conscious of what you are listening or watching. At the same time be conscious of what your own thoughts are saying. Enough said about that.

 

5- Take action DAILY towards your goals. When we have a hope or dream but don't do anything about it that can lead to frustration and depression. Schedule time everyday to work on something that will help you achieve your long term vision.

 

 

If you want to better understand the Level 7 Core Business Principles - Read The Level 7 Manifesto: A Simple, Common Sense and Proven Approach to Businesses Most Complex Problems and Frustrations. Get it now >>

 

Don't Stop Believin'

Some people have had a really tough year or two with the economy thing going on. Many have not survived and some are still trying to figure out how they are going to make it the next few months.

 

When we are in survival mode it is very difficult to focus on the future and place any attention on our vision.

 

Victor Frankl, author of the book Man's Search for Meaning, wrote vividly of his accounts as a prisoner in a Nazi concentration camp during WWII. He, and this is a very liberal paraphrase, suggested that he was able to survive, even as others around him were dropping like flies, because he continually thought about what life WILL be like when he was free again.

 

Most of the other prisoners who didn't make it only focused on their present condition. They were in survival mode.

 

The point being, we need to focus on a positive hope for a future. We need to keep our minds fixed upon our vision and future goals. Otherwise we could fall victim to the same fate of the businesses that aren't going to make it.

 

What are you believing in today for a positive future tomorrow? What will your business look like in 3, 5 or even 10 years from now?

 

I believe these are important things to be think about.

Running business on a wing and a prayer...

There are still a few spots left for tomorrow's Level 7 Experience Teleconference. Click here >>.

 

Taking the risk to start and get into business takes courage, guts and confidence. I admire that about business people. I admire their aspirations to make things better. That's what business owners do. They take an idea, a situation, a condition and look and find a way to improve upon it.

 

To me, that's admirable.

 

However, that same confidence could also lead to their demise. Over confidence could result in an unwillingness to admit or recognize our short comings.

 

Over confidence could lead us to believe we have it all together. The reality is that most businesses are just "wingin it". What does that mean?

 

When it comes right down to it most are just trying to figure out how to make their business work. Some will spend a life time, granted with some or even above average success, to ultimately reach a level of accomplishment only to get stuck. Not knowing how to get to the next level.

 

In other words, they don't really have a formula. A system. A method. A philosophy that could be replicated time and time again. In any business, at any size. It looks more like survival rather than certainty.

 

Perhaps its the thrill of the unknown that we enjoy. Maybe we really like the idea, deep down, that we don't know how our efforts are going to play out. Although, I don't buy it. Most the people I know that own businesses want some certainty of success beyond their confidence in themselves or a prayer (Prayer can be powerful however).

 

If you want to stop relying on a wing and a prayer then...

 

...here are seven things every business must do to ensure continued and replicable success.

 

1- Set goals like crazy. Be intentional about everything the business does.

 

2- Measure your goals objectively. That which gets measured gets done.

 

3- Create systems so that every goal you have has a consistent, predictable way of accomplishing it no matter who is operating it.

 

4- Thread your culture on purpose. Most problems in business stem from people not knowing and understanding the key beliefs and values of the business. Businesses must be intentional about building a self sustaining culture. Otherwise the culture is dependent on the owner.

 

5- Ensure accountability. The business must be absolutely certain that people will do what they say they are going to do. EVERY TIME Period.

 

6- Make sure your business communicates effectively. This included communication from leadership through the organization, communication from employees to management, communication from employee to employee and even communication from the business to it's clients. Quality communication demystifies expectations.

 

7- Be intentional about innovation and improving performance. Don't over innovate or under innovate. Great businesses innovate and improve in areas when its relevant to do so.

 

If you want to better understand these 7 Core Business Principles - Read The Level 7 Manifesto: A Simple, Common Sense and Proven Approach to Businesses Most Complex Problems and Frustrations. Get it now >>

Working Harder is NOT the Answer!

Joe Cerino, President of HAR Adhesive Technologies, and a role model for how to implement and get results through the Level 7 System shared a conversation he had with another business owner recently.

 

He told me that this other business owner when asked what it takes to do well in a tough economy suggested, "We just work harder than everyone else."

 

Joe and I both agree that doesn't necessarily ensure success in a good or bad economy. Indeed it could be a factor. But it could also hurt you.

 

Joe, upon hearing this comment from the other owner, piped in and said, "I don't entirely agree. Before we apply hard work we have to be intentional about what we are try to achieve and be sure we are actually doing the right things."

 

That's genius Joe. And so true.

 

Working hard but without intention and doing the right things is like speeding down the highway to a destination but going the wrong way. We have to know and be exceedingly clear on the direction or results we want to produce and make sure we are doing the right work or effort to get there.

 

All the hard work in the world won't get you to where you want to be if your goals are fuzzy or you are doing things the wrong way.

 

The Level 7 System is suggests that by applying the Principle of Defining Result, which ensures the goals and direction of the business are crystal clear to everyone, and the Principle of Creating Replication, which makes sure we have the best possible method for getting the results we want, we will have the tools in place to ensure our hard work will pay off.

 

Want to find out more about The Level 7 Systems, check out The Level 7 Experience >>.

The Key to Winning is the Hand-Off

Wilson Kipketer of Denmark holds the men's world record for running 800 meters in 1:41.11. That's darn fast I say.

 

Yet the Santa Monica Track Club Men's Relay Team holds the world record for the same distance in 1:18:6. Granted each man ran 200 meters of the 800 meter race. It goes to show that a group of people working together towards a common goal can often produce a better result than one person can do on their own.

 

No one would ever deny that both Wilson and the track team are world class.

 

Both Wilson and the Track Team have the same goal; cover the distance of 800 meters as fast as possible.

 

There approaches were different. The team was able to leverage and combine talents. Walter was on his own.

 

One of the things Walter doesn't have to worry about in his race was dropping the baton. The team has to think about that. In fact, it is one of the keys to their success. If anyone drops the baton, they lose.

 

The baton pass is critical. Yes, having the right talent is important too. But all things being equal, that doesn't play into the equation. All the parties are talented. Or should I say, fast.

 

I propose that even though most businesses, unless you are a solopreneur, have team members working with them, they are dropping the baton often.

 

In business, your success as a leader and effective manager comes down to the baton hand-off. Let me put it in business terms. How well you convey information or communicate to people on your team is critical. Specifically, communicating the results you expect and how to perform their job or responsibilities the best they can is the key.

 

I have found that the simplest, most effective, reliable and proven way to improve or maximize employee performance is through quality systems.

 

I have seen businesses try to win the race without them and they NEVER perform as well as companies that use systems to ensure quality performance.

 

Handing someone a system will enable them to be the best they can be in their role in the business. And if your people perform well, then your business will win!

 

Want to be World Class? Then your job is to build a systems-driven business, made up of great systems, and make sure you get them in the hands of your people.

What are You Great at Doing?

Great businesses have high standards. It's a key differentiators in business. Setting big goals, big vision is what they do. Now don't miss understand, bigger is not necessarily better. Better is better. Great businesses, it seems, know what they are good or great at doing?

 

McDonald's is great at selecting promising new locations and ensuring return of investment for every franchise owner.

 

Starbucks is great at mass customization and creating an environment for people to hang out.

 

Zappos Shoes is great at creating an employee driven culture.

 

Wikipedia is great at ensuring quality content through collaboration and self governing accountability.

 

What is your business good at doing? What is it great at doing? What is your business potentially the best in the world (as you define your world, either industry, location, market) at doing?

 

Can you describe it? If not, then how can you do it? If you can't do it then you won't be it.

 

Tomorrow I will describe what I believe every business must resolve to be great at doing that will simplify and guarantee certain success in their organization.

 

If you would like to receive this Daily Message on a regular basis click here.

A Great Idea Gone Bad

According to  Ed Catmull, President of Pixar Pictures, it is better to have quality, talented people over a great idea any day. If you have a great idea and the wrong people, they will screw it up. Nurture your talent, he says.

I agree. But what does it mean to have the right people in a systems driven environment? The right people doesn't necessarily require that you hire super expensive people with years of experience and background. Although that could be useful during the start up and innovation phase in a business. (More on that tomorrow). You are really looking for, first and foremost, people that fit the culture and personality of the business.

Obviously the personality and culture of businesses vary from organization to organization. Every business has its own personality or character. Pixar, I suspect, looks for people with a certain creative and collaborative bend in their personalities.

Nordstrom's looks for people who have a personality oriented toward exceedingly high levels of customer service.

GE looks for people who can get results independently.

Southwest looks for people who like to have fun.

Inflection HR looks for people who know how to think.

Lavidge and Internet Marketing Agency (IMA) look for people who work smart and are creative.

Aquatic Environmental Systems finds people with low egos and will work at a team.

The point is that attempting to execute good ideas without people that really get the culture and values of your business might not get executed and implemented properly.

Great business then begins with getting the right people.

Are You Going to POOP out?

The world is screaming at you for your attention. Just look around you. Shiny objects and apparent opportunities abound. We are inundated with a gazillion adverting messages, tweets, postings, applications, 300 + cable channels, get rich quick schemes, infomercials, promises of overnight results...

 

Oh yes, the world is a buzz.

 

As a kid I used to play tag. Did you ever play? The game would start out with the tagger surrounded by a bunch of people. The goal was to chase down and tag on of the other people. Once you tag someone they are it. And they become the tagger. Pretty simple.

 

Imagine have 10 possible subjects around you. The whistle blows and you go. You have a question. Who do I go after?

 

In my experience, if I begin chasing one person and then, while in pursuit, change directions and go after another, and again, while in pursuit, I change directions again, I ultimately won't catch anyone. I poop out without ever reaching my goal.

 

But when I select a subject and pursue them with focus and commitment. Never giving up, I will eventually catch them.

 

The point is I couldn't allow myself to be distracted by other opportunities once the game was afoot.

 

The same is true about business or any goal you set for yourself. If you allow the DISTRACTIONS OF THE WORLD to continually captivate your attention, you will eventually poop out and never achieve your goals and objectives.

 

Now, more than ever, we need an almost superhuman ability to stay focused and pursue our goals with a laser like commitment in order to achieve our objectives.

System to Hit Your Goals Every Time!

Yesterday I wrote about the need to make course corrections in order to ensure that we don't end up in an undesirable place in our business.

 

Often we set out to achieve a goal, only to discover later that we haven't hit them. Then we wonder why. But at that points it's too late.

 

The question is then, "How do I ensure that I hit my goals every time?"

 

The process is actually rather simply, but not necessarily easy. If it were easy everyone would do it. That's why so few people are actually moving forward in their businesses and lives.

 

Step 1 - Set the goal. Obvious, but necessary. Your goal must be clear, concise, in writing and have a date.

 

Example: We will double our revenue and profit by December 2010.

 

Step 2 - Ensure that you have a methodology for measuring and tracking the goal.

 

Example: We have our financial statements that are up to date and current at all times.

 

Step 3 - Identify the systems that impact or ensure the goals. Identify the systems that are going to require innovation or improvement to achieve the goal.

 

Example: Our lead generation system is the primary driver of doubling revenue and profit. We need more leads. We also have in place a good lead conversion process that currently converts 75% of our leads. Our fulfillment systems are solid and we are managing the inflow and outflow of our money effectively.

 

Step 4 - Establish a goal for the system.

 

Example: Currently our lead generation systems provide us with 60 new, qualified leads per week. In order to hit our objectives, the system needs to produce 120 new qualified leads per week.

 

Step 5 - Innovate your system(s) to make the improvements necessarily to achieve goal.

 

Example: We have identified our primary lead generation sources and will increased our market penetration into those markets.

 

Step 6 - Set up regular checkpoints to evaluate the performance of your innovated system.

 

Example: We will review the results of our new lead generation efforts every 2 weeks.

 

Step 7 - This maybe the most important step. Take immediate action, as needed, to revise the system to ensure you are getting the results, or in this case, the number of leads your need each week to hit your sales and revenue objectives.

 

The bottom line is if you want to hit your goals, you need to take new action in order to get new results.

Time for a Course Correction

It's been a year of ups and downs for sure. In my conversations with business owners all over North America, some have thrived, and well, let's say that other's have not done so well.

In most cases, the businesses that struggled continued doing the same things they always do without really making any changes to their approach. Yes, they worked harder. They struggled more. They cut some expenses. They had more sleepless nights, but they really didn't change their approach. Ironically, most of them actually think they were doing things differently. They weren't.

I believe that is a definition for insanity.

They still responded to problems and frustrations the same way. They still did the same work they always did. In fact, in some cases, they actually spent less time doing some of the work most critical to the success of a business. Specifically, leading and providing effective management and direction.

You have heard me use this analogy before. In scary times we feel like we just have to be moving, doing, going. It's like hopping in a car and just driving. "At least we are moving", you might be thinking. But where are you going.

As a friend said to me several years ago, "Are you just driving along aimlessly?"

Isn't it better to determine where you are going first before you drive?

Now that 2010 is quickly approaching, set aside a few minutes and answer this question. "Putting aside what is happening in your business today, good or bad, what would make 2010 your best year ever? What are your 2010 goals and objectives?"

Don't even think about what's possible. Just write down the goal.

Tomorrow I will talk about several specific steps to ensure you hit your goals in 2010.

Are We There Yet?

Got kids?

If you do, and they can talk, then no doubt you've been driving in your car and heard the infamous question, "Are we there yet?"

My response to them is always, "20 minutes."

They hate that.

Consider your business for a moment. Do you realize that if you have people working with you they have either asked one of several questions.

#1 - Where are we going? My kids always ask that question when they get in the car. I suppose they need to have an idea of the destination. Once they know where we are going they seem to be more cooperative on the way. Especially if they can see a personal benefit in where we are going. I believe employees in a business need to know where the business is going and how it is going to benefit them too.

#2- Are we there yet? Once your people know the intended destination, I believe they want to know how the business is progressing at getting there. In other words, we have to show them the road map.

Highly effective leaders are very intentional and focused at communicating the direction of the business and providing regular "Are we there yet" status reports.

What the Great Ones Do - Part 1

Great businesses and their people do what average people and businesses won't do.

 

Great businesses are clear about goals and expectations throughout the ENTIRE business. They don't just post a mission statement on the wall and leave it at that. They don't establish a revenue goal at the beginning of the year and forget about it.

 

Great businesses are specific and intentional about the direction and goals for the business as a whole, each department and every position and person in the organization. They are also very clear about the purpose and goal of EVERY system, process and procedures in the business.

 

They simply know that if they are going to apply energy toward an action they better know what they are working to accomplish.

 

What most business won't do is to take the time and effort to define results continually and purposefully.

You Better Get Your People Together or Your Business is Toast!

"United we stand; divided we fall.” 
    Aesop

Here is a modern day spin on an old saying, "United you grow, divided you fail". In business particularly, and perhaps more than ever, we need collaborative, focused and purposeful efforts from all our people to grow and thrive.

Did you know that it is the responsibility of the leader to set the stage for unity and cooperation in a business? Or course you did.

What happens if you don't get your people on the same page? Very simply, you're toast. A business that desires to be scalable, replicatable and capable of breaking through growth ceilings while serving the lives of people within it must have people working together for a common goal.

The leader must make it known that the standard for the business is working together. They must then be a walking and acting role model for the standard.

The leader then must intentionally foster a culture that will support the standard so it will sustain and replicate itself even if the leader is not present.

So what are you going to do about it? Begin by doing the Implementation Step of the Day.

Implementation Step of the Day -

1- Come up with a definition for unity as it relates to your business.

2- Cite at least three examples where you have seen people demonstrate unity in your company.

3- Develop a strategy to integrate and regularly communicate that definition into your business.

5 Minutes to the Perfect Business

"Live out of your imagination instead of out of your memory."  
    Les Brown

 

I have made it my life's works to understand what makes businesses and people tick. The people thing is a little more tricky. Business is not so difficult.

 

In fact, I have come to discover that if your do the right things, business is rather simply. It's not necessarily easy. Why? Because doing business well requires that we do things that most people won't do.

 

Statistic suggests that less than 4% of businesses actually really succeed. I am not talking about surviving or hanging on by a thread. I am talking about businesses that really stand out and work.

 

I am going to challenge you to do a little assignment. Because you are the best of the best, or at least endeavor to be the best, I trust you WILL take this challenge on. Most ordinary people won't do this. They will make an excuse or something... That's what ordinary people do. But you are not ordinary. Right?

 

I challenge you to do this task for 5 minutes. Only 5 minutes. That's it. 5 minutes only represents 3.4% if your entire day.

 

Get out a piece of paper and a pen. Imagine for a moment that you were going to recreate your business today. You have an opportunity for a clean slate. Forget about the past. Forget about limitations. Forget about what you think is possible based on your past experience. Rely solely on your imagination.

 

Then write out the answer to this question. "If you could create your business all over again, how would your business be different than it is today?"

 

Why is this question important? Simply this. You have a choice if you want your business to stay the way it is, or really become something great. Most people, at least the people I work with, want great businesses. In order to create something great, you have to know what great is.

Who Are You? What Are You Gunna Do?

Building a powerful brand requires three critical elements.

 

1- You must have identified your competitive advantage. A well established competitive advantage requires that you really know something about what your customer or prospect wants or needs and few are able to replicate your response to that need.

 

Starbucks competitive advantage: Mass customization, a cool place to hang out.

Southwest Airlines: Low fares, fun to fly.

Nordstrom's: Over the top customer service worth talking about.

 

2- Once you have established your competitive advantage it must be translated into a statement of promise you intend to fulfill that your customers and prospects will understand. In other words, you must get the message out that you will fulfill their need or want.

 

3- You must deliver on the promise. A lot of companies make claims or imply to fulfill a promise but they fall short.

 

Implementation Step: Consider today what your customers or prospects REALLY need or want in regards to the products or services you offer. Write them down. Be specific.

 

By the way, if your answer is customer service, that's fine as long as it is truly something worth talking about.