It’s simple. It works like this: When the supply is low, the demand is high.
There’s always a very limited supply of people who will.
Embrace the tricky stuff. Because that’s where the demand is. It’s where the best clients are, too.
It’s easier to have a rigid customer service policy. Easier than looking after your customers, based on their unique circumstances.
It’s easier to do what’s expected. Easier than exceeding expectations and giving people a great experience to share with their friends.
It’s easier to automate your social networking accounts. Easier than using your social networks to connect with people.
It’s easier to lower your prices. Easier than professionally marketing your business, so you attract the right enquiries and make highly profitable sales.
Yes it’s easier… but is making things easy for yourself the goal of your business?
When you’re enthusiastic about your business, everything improves.
Inwardly and outwardly, how enthusiastic are you?
This may help you decide: If you have lots of energy. If people get excited when you tell them about your plans. If you attract the people and situations your business needs, you’re working from an enthusiastic mindset.
If not, you’re probably like the majority of business owners, who lack energy, but have an abundance of stress.
Here’s the thing: As a business owner you have 2 choices.
The moment you consciously decide to live and work with enthusiasm, everything improves. Your decision making will be based on what you want, so you and your business will move in the direction of what you want. Your energy, drive and determination will soar. You will become a magnet for the very things you need the most.
And it all begins with the commitment to live and work with enthusiasm.
So, what exactly are you waiting for?
In this post, I’m going to share the answer to one of the biggest and most important problems facing business owners.
When we encounter outstanding value, we take action. We make a purchase. We tell our friends, so they don’t miss out.
The outstanding value captures our attention and then motivates us to take positive action.
If your prospective clients encounter outstanding value, it will capture their attention. It will motivate them to hire you, buy from you and / or spread the word about you. If you offer outstanding value, once a handful of people know what you do and how you do it, the word will spread like a virus. [That’s why we call effective marketing Viral Marketing].
There should be no need whatsoever to keep pestering the same people again and again with your marketing.
You need to listen to the silence. It’s telling you something. It’s telling you that your service isn’t interesting enough to capture people’s attention and not valuable enough to motivate them to take action.
Confronted with this feedback, the typical small business owner does the exact opposite of what they need to do. Instead of pumping massively more value into their service or product, they look for magical ways to market an unattractive service, which no one is talking about.
When I work with a new client, we start by making their service irresistible. I show them, often simple ways, to make their service vastly more attractive to their prospective clients. It’s only after this, that we dazzle their marketplace with the powerful mix of their newly-irresistible service and highly effective marketing.
Get those 2 elements right and the sky is the limit!
They email me daily and are the single biggest waste of my time.
They want me to offer them tricks, hacks… anything that gives them massive success, without them needing to improve. They expect me to tell them that their business can carry on down it’s dull, uninspiring path — yet somehow, magically succeed.
Fearful business owners refuse to change. However, without change, there can be no improvement. Clearly, there’s nothing I [or anyone else] can do for them.
If you’re willing to take your business to a whole new level, then by all means contact me. We can achieve amazing things together. I can work alongside you and help you enjoy the breakthrough results you need. I can share my most powerful ideas, insights and strategies with you, and show you exactly what to do and how to do it.
You and me working together… your competitors don’t stand a chance!
Jon asked me for the best way to convert time wasters into clients. Here’s what I told him.
They’ll ask you for a quote. They’ll email you for more information about your services. And so long as you give them what they want they will take action. However, it’s very seldom possible to give them what they want. That’s unless you can 100% eliminate the fear that controls their lives.
They live in constant fear. Especially fear of loss. [Read this] What makes time wasters such a drain on your business, is that they will take every free sample, every bit of free advice and subscribe to every free service. They will ask you for a free quote, ask you to email them a proposal… they’ll happily waste hours of your time, as you try to silence their fears.
However, as soon as they encounter risk, they disappear. As soon as they are asked to make a commitment, they panic and vanish.
I suggested that Jon shouldn’t try to convert time wasters. A far more profitable approach, is to learn how to identify time wasters and then avoid them. It takes time, but you can learn to spot time wasters with a very high degree of accuracy. It will never be 100% perfect. However, you can get it pretty darn close with experience. And this will give you massively more time to spend on high value client enquiries.
In short, focus your time and energy on genuine enquiries. You will get a far better return on your time investment, than you will chasing time wasters.