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Part 5 seperating the URGENT from the IMPORTANT July 13, 2010

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5)      Divide the URGENT from the IMPORTANT. Here’s how we break down the differences between the two:

Items that are URGENT and IMPORTANT must be done NOW.  Typically these are things that come up “suddenly” often they may be emergencies, but regardless they have a very strict time limit attached to them, meaning that they must be done NOW! For example, you get laid off and there are two bills due, the cable bill and the power due. You only have enough cash to pay one. Common sense would dictate that the Power bill is the one to pay, not only is it URGENT and IMPORTANT, but if you don’t have power you can’t watch cable ANYWAY! Unfortunately not everyone sees it that way. A more daily occurrence however may be that the computer system that does your payroll for your employer has just crashed, its Wednesday, the payroll is due to be paid Friday. This is URGENT and IMPORTANT. If you can’t cut the checks on Friday you will have a LOT of angry employees and may NOT be able to get any more work done if folks are worrying about their paychecks. This is definitely an unplanned event that has a very short time frame on it.

Items that fall into this category are things that can NOT be delayed without GRAVE consequences. If you own a restaurant and your Poultry supplier gets shut down because of ‘Mad Hen Disease’ that might fall into this category. Oh you can put off selling chicken for a  day or two, but come the weekend, your customers will want a full menu or they may go elsewhere!

Items that are IMPORTANT but not URGENT have long term impact on your goals. These are those things that appear on your radar with someone else’s calendar being stressed. An example of this could be that very first time your brakes start squealing as you drive. You know that they have to be repaired, they are a life saving part of driving in traffic, but really, how many people turn into the first car repair they see when the brakes start making noise? None is the correct answer; almost everyone sets a date in their mind (future tense) when they will start thinking about working on a date when they might want to get them fixed. In your life somewhere is someone who cares about you telling “get the brakes fixed”, but that’s their time line, not yours. You will get them fixed, you know that, but it will probably be after some other unforeseen item comes to pass.

Another example would be that report that you have to submit on your new work project, you know that the drop dead due date is 9 weeks away; you also know that your boss wants to review the report BEFORE it gets submitted. You COULD start on it immediately, but you know that you won’t so instead you set yourself an appointment on your Calendar to begin writing it so that it is finished by the 2nd, that way there is a week for the boss to read it and suggest any changes. You KNOW that you will do it, you even have an idea of WHEN you will do it, but its NOT important enough to do right now.

Need IMMEDIATE assistance with BOTH?

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June 21st Part 2 – okay I get a little distracted July 12, 2010

Posted by truenorthtrainingsolutions in Uncategorized.
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I do apologize, for those of you who have been waiting for the rest of that series. To  say I got a little distracted, would of course be an understatement, but here we go, back on time and on track, to help YOU get what you want!

4)      Now you want to prioritize these items – Finally you have the top 30 things that take up your day, and they have been successfully divided into one of 5 categories A, B, C, D, E.

Look at each and every one and make sure that THEY are where they are, because that’s exactly where you feel they should be. If after a thorough examination you have determined that they all belong on the list and they are in their proper priorities, now look at each item under your FIRST 3 letters and determine how much WEIGHT they carry on their own! Then use the numbers 1 through 5 to label them even DEEPER within the subspecialty. For example If out of 30 items you have 4 that all fall within the A category, now you have to examine each of these 4 very closely and you will begin to see what is the absolute, have to get done NOW, item that’s #1, then from the 3 that remain choose the one that actually carries the least amount of weight, but still has heavy consequences if not executed quickly! Then the last 2 will ‘fight’ over #’s 2 and 3.

Work your way through sections A, B and C that way. With D, you will want to delegate them to others according to deadlines and their due dates. Item E is exactly that, place all of the ITEM E’s in a folder on your desktop and if you have run out of EVERYTHING else you can delegate them. If not, give yourself a time limit for these items to be physically tossed to the trash! If they haven’t been tossed aside, than someone, maybe not you, needs to re-prioritize them, they may not even belong on your list.

Once you have all your items grouped and then separated within each grouping, you can now look at EACH item as a “do-able” task and work your way through, until they have ALL been completed, forgotten or tossed!

For more and more, please cruise on over to:

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Are you working ON your business or IN your business July 9, 2010

Posted by truenorthtrainingsolutions in business, Professional, success.
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Or is there even a Difference

It’s a well known business corollary that any plumber who owns his own plumbing business and continues to be a plumber all day, will in fact continue to be a plumber for the rest of his life! Sounds reasonable right? No? Well let me explain.

If I ask you what you do for a living and you tell me you’re a plumber than guess what, you will never grow you plumbing business large enough that you can one day hang up your wrench. Ok so if I don’t want you to be a plumber what DO I want you to do?

Be a BUSINESS owner that’s what! See a business owner, who knows HOW to be a plumber will always have the ability to go out in the field in a pitch and help “catch up” on work. But a Plumber who owns a plumbing business and spends all his time out in the field practicing as a plumber, will never have enough business to allow him to move inside and start to generate MORE business. Because he’s the one who is always on the job site acting the part of the plumber, he won’t ever create the opportunity to spend time to drum up MORE business.

Someone who knows HOW to be a plumber, well enough to DO the job, is the PERFECT person to be in the office, mining referrals and calling clients back, scoping out jobs and doing all the things needed to develop his business. Now I will be the first one to admit that everything that I know about plumbing came from a Time-Life book, but when it comes to promoting a business and working customer service and handling customer contacts and call backs, THAT I know how to do and how to do well! However, in the Training Business if I’m the ONLY one who knows how to train folks, then I am at a severe disadvantage. After all how often can I be in the classroom teaching AND be in the office promoting, at the same time? Obviously never, but that’s what NEEDS to be happening, or one will suffer and eventually there wont be any more classes to teach!

So once you decide that you’re going to work ON your business, what is it that you’re going to do? Well we’ve already talked about promotion and marketing. But let’s look at the business itself and see if we can wrap this up ion the 3 P’s of business.

P (1) – PLAN – You need a business plan. I don’t necessarily mean one of those 200 page documents that MBA’s and Bankers love so much, although its never a bad idea, but more of a where are you, where are you going and how do you expect to get there. For example, let’s take our plumber. Let’s say that he wants to have 10 more trucks on the road, with an annual income (gross) of $1M a year. Well 10 trucks into one million means that each truck should be generating $100,000 a year, break that down by month, taking into account holidays and downtime, and you need each truck to earn $10,000 a month or $2500 a week, So there you have it, THAT is your PLAN. Of course NOW you need to GET 10 trucks. You have 1 that you work out of, now you hire an assistant, if it takes HIM 90 days to reach the point where you feel you could trust him with his own truck you now know that during your FIRST year, you could end up with 5 trucks and you could MAX out at $500,000 during your 1st year, assuming a stead rate of hiring and training with no attrition. This of course assumes an IDEAL world, which of course we know were not in, so the plan won’t follow EXACTLY, but at least you have a PLAN!

P(2) – PROCEDURE – if you have EVER worked for a large corporation you will probably have come to HATE procedures (and yes the US military counts!), but you also have to admit that in MANY cases procedures are the ONLY way to get anything done.  For example in today’s litigious society I can not tell you how many managers I run into who all have one or two folks on their teams that have been there “forever” yet are just not performing up to par. Why do you keep them? I ask, typically the response is something akin to “: terminating them is too hard.” There are too many folks in mid level management who feel that you must catch a cold blooded murder (or sex act) on video tape, in front of a minor in order to have sufficient reason to terminate someone. POPPYCOCK! What you NEED is one good procedure on HOW to fore someone! For example, in one company I worked for you had to be late 3 times in one week in order to be given a verbal, 3 verbal’s in one quarter and you got a written 3 writ tens in one year and you COULD be terminated. Are we following the math here? That means that not only are you ALLOWED being late no MORE than 26 times a YEAR with no issues, BUT those tardies have to fall within the same week! Late twice 1 week and twice the next? Nope you’re good. But at LEAST they had a procedure that the managers could follow! Now the MOST interesting thing about this whole thing was that once you passed a certain pay grade, you could and often WERE terminated for almost ANY reason (apparently it was in the contract), but I saw Senior Managers ($125k + folks) get turned over 3 or 4 times a YEAR! At that rate they actually ran out of qualified internal candidates and were FORCED to develop an internal breeding ground for management trainees. Which of course brought its OWN issues when they found that some folks wanted the money, but NOT the responsibility? That’s a whole nether problem. So while you’re inside planning make some tome for procedures, you will NOT regret it.

P(3) – Policies – These tend to go hand in hand with procedures, to the point that many people fee; they are interchangeable, but they are not. Policies and Procedures should be very distinct and critical components which should act as the glue that holds everything together! The Procedures will step you through HOW to do something, the Policies will give you the WHY of what you’re going to do! Let’s go back to our plumber from our previous example. While he is inside drawing up the plans for his expansion he had BETTER also be developing both his Procedures and his Policies. For example in his initial plan he talked about hiring and training new plumbers and having them up to speed where they could take over their own truck once they had been there for 90 days. Well I can tell you from years of practical experience that no matter how GOOD your training plan is, you’re going to have some guys that are ready to take over a truck in 6 weeks and some won’t be ready to take over their own truck no matter how much time you give them! So what are you going to do with then? Well your policies will dictate exactly what it is that you will do. For example, will the plumber have some type of a ‘testing’ scenario with a non subjective grade that he can base his decisions on, or will he go strictly off his own feelings? Well if he has a policy developed for HOW he selects when his folks are ready to represent his business on his time then it will be simple. But even if he goes “with his gut” a policy for termination can save him MANY headaches down the road. For example, let’s say that the plumber you just put out on the truck is a GREAT plumber, just a LOUSY people person. Well you know what; maybe that’s why he became a plumber so he wouldn’t have to deal with people. That’s fine by you, but if your policy states that 3 complaints in any 1 30 day period is enough to put him on suspension, well now your customers’ are the ones doing all the dirty work. You’re just enforcing it! I won’t try and convince you that writing policies is a simple task, but THAT’S why you need to be able to have time free to work ON your business!

Work ON the Business not just IN the business.

So many business owner get so involved in just doing what they need to do to be the best “Plumber/Carpenter/ etc” that they never spend the time they need to develop the business itself.

Now you’re ONLY challenge is ENFORCING your policies and procedures. Remember if you identify dead weight in your organization and you have developed the policies and procedures needed to deal with such things the ONLY reason that you should still have dead weight, is because there is something about them that is worth MORE to you than the business to you! That’s a decision that only YOU can make, but it is one that you will have to make. No one can enforce these ideas but YOU!

You have just seen the 4 steps that YOU need to take in order to guarantee that you may NEVER have to make another ‘cold’ call ever again! Are these the only things? Not by a long shot, but I can tell you from personal experience, you can make a HIGH 5 figure income with EVER touching any of these ideas. But if you want to cross that chasm, make that leap take that step into the 6 and 7 figure business developments you find yourself working on one or all of these processes throughout your career. I have been rich and I have bee poor, trust me Rich is better!

Cold Calls NEVERMORE quoteth the salesman- part 3 July 1, 2010

Posted by truenorthtrainingsolutions in business, internet marketing, Professional, success.
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Step 3: Modeling

So you have found your customers who can afford what you’re selling, you have used education based marketing to START the ball rolling, now you have an appointment, or better yet your standing in front of your client! Now What?

Well obviously you will want to IMMEDIATELY launch into your big loud sales pitch about how you’re going to do GREAT things once he signs with your company. His customers are going to LOVE everything extra that you do and charge and. then of course there is the big purple inflatable guerrilla that you’re going to park out front! – WRONG.

I could give an entire history lesson on this next idea, but I won’t instead let’s just jump into it and talk about the concept of modeling. Again this idea has been taught ½ dozen ways by 6 dozen folks and called everything from Modeling to NLP Physical Adaptation. As a matter of fact there is one particularly successful internationally known trainer (real tall, good tan BIG smile) who has actually changed what HE calls it 3 different times just in the periods that I have been learning from him.

Right or wrong, good or bad I can tell you one thing point blank, every single time that I have REMEMBERED to put this technique in place I have increased my closing rations and brought them up to OVER 50% for that time period. For those of you not good at math let me say it this way. When I remember to model my clients I have been able to approach EVERY single appointment knowing for a fact that would SELL every OTHER appointment I went to! How would THAT change your outlook on Monday mornings?

So on to the meat of it, what is this mysterious modeling and how can YOU acquire the skill? Well for all intents and purposes you probably used to do this when you were little, in a game kids call “Mirror Mirror”. You and a friend would sit facing each other and try and mimic each others movements as though you were looking in a mirror. This time however, as an adult you are going to model, not mimic, your prospective customer. For example, if your client invites you to sit down and they lean WAY back in their chair, arms folded across their chests, most folks would correctly assume that this is a NON buying signal. But for a minute here lets also take it as a challenge, instead of seeing a customer with his defenses up, lets see them as saying “Go ahead I dare you, convince me!”

So while most folks will LEAN into the client’s space and do their best to draw them into the conversation, instead let’s lean back and cross OUR arms, and see if we can match their tone. Now I will admit there are some folks out there who will advise you to get SO involved in the modeling as to raise YOUR voice if the client raises theirs! Although you can do that somewhat, MANY people, especially men, find that anyone in THEIR office raising a voice had BETTER BE them! So if you’re going to go that far, do so with care. But very simply match their tone and perhaps, if you can do so without mocking them, their speech style. Use this for a few sentences; most busy clients will only give you a few in order to make your point. What you will find is that as you start to model his tone, inflection and mannerisms, he will begin to relax, as he begins to relax he will start to listen more closely (now here comes the important part). As your client begins to relax and listen you need to start drawing them IN to your way of thinking, start asking those questions that they HAVE to answer with a YES. As they start agreeing with you THEY will naturally start to model YOU! Meaning that as you lean in slightly, so will they as you start to show more interest, so will they. What you will find is that within a few short minutes you will have successfully drawn your client IN to your way of thinking and feeling. Once they are on YOUR side, you can start to close.

I am not going to tell you that this works EVERY time, after all its YOUR job to get in front of your client long enough to apply a technique such as this, and some clients wont give you 20 seconds, much less 2 minutes, but when you can GET 2 minutes, use modeling and you should notice a HUGE increase in your closing percentages. As I stated earlier, EVERYTIME I used this technique I closed more than ½ of all the clients I saw. That makes for a REALLY great day!

Need more? check back tomorrow  for our conclusion or better yet, head on over to:

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and ask about our Remote Control Management Kit!

The WARM referral part 2 July 1, 2010

Posted by truenorthtrainingsolutions in business, internet marketing, Professional, relationships, success.
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Step 2: Education Based Marketing.

So what IS education based marketing? Essentially it’s the idea behind offering something of value that will teach your prospect something that they didn’t know they needed to know, for the opportunity of meeting you?

Let’s go back to our bankers. Most reps call up and say “President Gomez of Banco de Popular, I’d like 15 minutes of your time so I can show you how much money you’ll save by letting us….hello? El Presidente? In all reality you usually won’t get THAT many words out before your call gets disconnected.

Let’s try this instead. Presidente Gomez this is Mike Davis with XYZ bank, I have an appointment with Dr. Johnson at Planters Union across the street next Monday, and I would like to make sure that you have access to the same report. Recently Bank XYZ produced the report entitled “The top 10 errors most bankers make when choosing an EFT Provider. If you’ll be in your office at 11 I would be able to drop this off for you and provide you with the report. Even if he tells you just to drop it in the mail you now have a valid reason to follow up with him, a WARM follow up.

Now you’re only challenge is producing the report.

But WAIT you’re thinking, what if he just tells me to “stick it in the mail?” Well that my dear reader is entirely up to you. If this is a customer worth pursuing, and I would hope that you haven’t gotten THIS far without making that determination yet, then there are TWO ways to proceed.

First, you can do EXACTLY what he asked and just “stick it in the mail” however f I were you, and this were going to be MY customer that I was ‘banking on’ (pun intended) then I would make SURE that this report that he’s about to get is interesting enough to get his full and undivided attention! There are a few ways that you can do that; just off the top of my head here are 3:

1)      Make it EXTREME. There is a marketing promoter out there (who will remain nameless at this point) who suggests that everything that YOU do should be done in a VERY extreme and eye catching format. Make the envelope bright BLUE, use a font that looks like your 3 year old wrote it with a crayon, use post it notes etc.

Now I will be the FIRST to admit that thus does NOTHING to lend an air of professionalism to your document, however, on the HOME front, it WILL help it get read! However, in the example were using here (Bankers with multi million dollar accounts) maybe your should go with one of the most RECENT ideas, that of 3-D mail. This idea says that if your mail gets put “on the stack” there is less of a chance of it getting read; the closer to the bottom of the stack it is placed. This means that a nice 8×10 report in an envelope of the same size is a PERFECT piece of material to act as the FOUNDATION for a stack of mail.

HOWEVER if you were to include a “phony” band of MILLION DOLLAR BILLS (almost any printer can make them for you), and band them up in a “money band” with your companies logo. That would make your envelope lumpy enough that it wouldn’t fit anymore on the BOTTOM. Or maybe you include a small plastic “commode” that when you hit the bottom “jingles” like coins instead of ‘flushes’ you could print “Don’t flush your budget away making these kinds of mistakes.” There are dozens and dozens of 3D ideas that you can use, most of which you can buy at the local party store, and there are certain promotion companies that have ideas s well!

2)      Place the Report in an envelope and instead of mailing it, do as your phone call suggests and drop it off while you’re at your next appointment. Then you can honestly walk into his office (well outer office) and tell his secretary that you’re there to drop of the information he requested. If she doesn’t let you in, that’s ok, you personally placed it in someone’s hand, giving it a far better than average chance of being read. However on the OFF chance that you DO get in to his office, start the conversation with “President Gomez, as I suggested on my call I can’t really stay because I have to meet with President Johnson across the street, I just wanted to make SURE you had this important information’s.” That way he knows you’re not going to say, as a matter of fact I suggest you not EVEN sit down unless he specifically asks you to!

3)       Finally, however you got your report delivered, it HAS been delivered (maybe FED EX with signature required?) so you NOW have a reason to call him next week! Make sure that in the envelope with your report you included a cover letter that said “and I’ll be calling next week to see if you have any questions” Then do the obvious thing, CALL HIM THE NEXT WEEK!

Remember you offered him the report, he agreed that he wanted to see it;     you’re still on completely good ground! You have a VERY valid reason to call him back, and discuss it with him, hopefully if you gave him a Time and Date on which you would return to call, he will at least have taken a minute to look over the report and has developed some questions!

Part 3 will come tomorrow, and you’re going to LOVE that one!

How NOT to make a cold call – Part 1 July 1, 2010

Posted by truenorthtrainingsolutions in business, Professional, relationships, success, time management.
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The Warm Referral

I know that many of you will find this hard to believe, but I have actually worked in sales a time or two in my life.  Personally I HATE cold calls, I have found that it is MUCH easier and MUCH more profitable if instead of COLD calls you do you best to develop a series of LUKE WARM calls.

You might want to take some notes, as my dad always told me, nothing in life STARTS until someone sells something, and as MY lovely wife will tell you, and these ideas can just as easily help you grow your business as turn a profit.

The idea behind the dreaded cold call is that you are going to sell something, in this case something very expensive to someone who doesn’t KNOW you from the next guy on the street. I’ll be the first one to tell you that the percentages of that actually happening make Direct Mail order seem like a DREAM business, and they are lucky to get a 2% response. So what can we do to increase our odds?

I’m going to walk you through 4 things that will absolutely work every single time YOU remember to apply them.  Mention that last part because even AFTER I learned this, it was several months before I REMEMBERED to integrate them into my DAILY schedule. However the FIRST day that I did, my closing ratio increased 50%

So let’s jump into it.

Step 1 find Buyers who can afford what you have to sell!

As many of you know Michele and me run a training company and we train on a variety of subjects, mostly communications oriented both in business and relationships. Now I can have the ABSOLUTE BEST way for men to patch up ANY argument that they start with their wives and not ONLY have their wives FORGIVE them, but feel lucky to be married to such a stud. But if my class tuition is $200 a head, and I’m talking to a group of public school teachers, in JULY, how well do you think I’m going to do? My classroom is going to be as EMPTY as theirs!

But if I have done my due diligence and I decide that I want to market my class on conflict resolution to young married folks, how much BETTER will I do if I can find a way to bundle MY tuition in with the CATERING package from the Wyndham on I-drive? Now think for a minute, the hotel is expensive, the bride and groom know that, they ALREADY have their checkbooks out, AND their wedding planner has ALREADY explained that before the ceremony if complete they will have fought with their photographer, their caterer and their in laws. So for an extra few hundred dollars I can give them the tools they need to not only survive the process, but arrive at the alter relaxed, happy and NOT on the next episode of BRIDEZILLAS?

Now what if instead of working with the Hotel manager I want to be Greedy and I don’t WANT to split my tuitions, instead I want to develop my OWN line of introductions that will give these folks the feeling that not only do they want my class, not only will it help them, but they in fact would be seriously missing out if they DIDN’T sign up?

That leads us to our next step: which ill be covered next time!

However if you JUST cant wait hop on over to:

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