Photo: Shutterstock.

It now seems increasingly likely the coronavirus crisis will be a medium to longer-term challenge. This means it could be some time, until we revert back to ‘business as usual’.

When circumstances change as radically as they have, we need to adjust accordingly. As I said very recently, we must adapt our services so they are relevant to the NEW needs of our clients and prospective clients. We also need to significantly improve our marketing, so it speaks to the concerns they have right now.

One question people often asked me during the 2007/8 financial crisis, was a version of, “how do I know if my business is improving things enough, to get us successfully through this crisis”?

In general, I have found the following to be a useful gauge:

If the ideas you’re thinking of implementing feel safe, they’re probably not going to have the impact you need.

Why?

Because meaningful change, the kind that has the required impact during a global crisis, doesn’t feel safe.

Incremental change is what feels safe.

And incremental change is the exact opposite of what you need, in order to attract new clients.

Remember, your prospective clients are worried. They’re unsure what the future holds. So they’re thinking a lot harder about what they invest in.

This means they’ll need radically better (different) motivation from you, if you want to earn their trust and inspire them to hire you, than they did when things were ‘normal’.

Compelling marketing ideas, the kind that allow you to thrive when your competitors struggle to survive, will require you to stretch.

To stretch from the danger zone (doing the kind of things you’re used to doing), to the safety zone (doing what’s absolutely essential for this economy).

This is a little different from my usual stuff.

A local business association asked me to join their conference call yesterday, to advise them on how to improve their member’s cash flow.

Here are the bullet points I used for the call. I only had 15 minutes to put them together, but people on the call found them extremely useful. I hope you find them equally so.

Restaurants, cafés, bars and hotels, etc., can offer gift vouchers to their regular / loyal customers, which will be purchased today, for use when things return to normal.

Bookshops, specialist interest shops (board games, music, art / craft shops etc.), can also do the above. Additionally, depending on their situation, they can offer to home deliver items that are traditionally picked-up in the store.

Lawyers, advisers, accountants, coaches, tutors, consultants, planners, designers, etc., who are unable to currently visit clients, may want to work via video conference. Skype, Xoom, FaceTime, etc. This is how I have chosen to work every day for well over a decade, and it’s extremely effective.

Salons, tattoo studios, nail bars, beauty parlours, etc., could find themselves in high demand when they open again, if forced to close for a period of weeks or more. They might consider offering customers the option to book now, via a paid voucher, so they don’t have a super-long wait when the business reopens its doors.

You and your business

You need to get working on ideas today.

Your business will have specific needs, based on your industry, the restrictions on movement in your area, logistics and lots more. However, by widening out these ideas, there will be something here that most people reading this can adapt into their business.

The key points I focused on were:

• Sell gift vouchers today, for services you’ll be able to provide when things settle down again.
• Provide delivery of items, which customers would usually pick up or collect from you.
• Switch your service from face to face, to video / phone calls. This is huge, as it also allows you to attract clients from a massively wider area. My clients this week, for example, are based in the USA, France, Ireland and South Africa.
• Start offering vouchers if your work has to be face-to-face. This lets people pay now, so that they’ll be first when you’re able to start taking bookings again.

I hope you find this useful. If you do, please share it with your contacts.

We’re all in this together, my friend.

Photo: Shutterstock.

There are small business owners reading this, who will absolutely thrive in 2020.

Yes. Really.

They will survey the current crisis and identify improved ways to operate. They will look for opportunities to radically increase their value to the marketplace, based on the landscape ahead. They will adapt to the new needs of the people they serve.

And they’ll not only grow exponentially, they will become more useful, more valued and more cherished by their marketplace than ever before.

The reason this opportunity exists, is that most small business owners won’t do any of that.

They’ll wait. They’ll sit tight. They’ll keep doing what they always do and hope things get better, before they run out of time, money or credit. Just like others did in the 2007/8 financial crisis.

It’s interesting to see how differently small business owners act, when faced with the same situation. They tend to fit into one of two broad groups. Some will thrive. Some will freeze.

• Thriving: Those who thrive will do so by adapting their approach and helping others with the crisis we face. The thrive strategy is a core focus of my work with clients right now. It should be your focus too.
• Freezing: Those who freeze don’t have a strategy. Things are moving fast. So failing to adapt isn’t even an option… let alone a viable business strategy.

Thriving: Where to begin?

Look at the services you provide and the people you serve, not based on their usual needs, but their needs moving forward.

As I learned from working on thrive strategies with small business owners recently, there’s no one-size-fits-all approach. Strategies that are spectacularly effective for some will be ineffective for others. I’ve needed to piece together individual strategies with my clients.

A useful place to start, is to check your range of services, opening hours, payment methods and client acquisition strategies. Also, check your marketing messages and advertising, etc. What worked fine until now may need to be replaced with more suitable alternatives.

Listen intently to your clients and the marketplace you serve. And keep listening. Things are moving fast and their needs will change and so will the opportunities around you. Be prepared to adapt because it isn’t going to be ‘business as usual’ for a while.

However, it’s your business.

You’re in control.

The winds will certainly change, but you set your own sail.

So don’t freeze.

Because you can thrive if you choose to.

Photo: Shutterstock.

Today, I have something different for you. It’s a simple, yet powerful technique I often share with business owners. By the way, this leads on nicely from my previous post. You can read it here.

I want you to imagine for a moment that you’re sitting with a potential client or customer. Between you is a table. And on that table, you place a box.

1. You explain that the box contains something of truly great value.
2. You tell them that other people are using it, and they love it so much that they recommend it to their friends.
3. You then tell them that once they have it, they’ll wonder how they managed without it.
4. And then you explain that the price for what’s in the box, is way below what it’s worth.

Finally, you ask them, “Would you like to see what’s inside the box?”

Their eyes widen as they lean forward and say, “Yes please!”

This begs the question: What’s inside the box?

As a business owner, your task is to develop a product or service for your clients, which fits inside that box. The only rule is that in order for it to fit, your product or service needs to be able to deliver on the 4 points above.

Why bother?

It changes everything. If you take the time to get it right, you’ll find yourself speaking with highly motivated potential clients. People will need very little encouragement to hire you or buy from you. Plus, your existing clients will be eagerly telling their friends and contacts about your services and your business.

Make no mistake, this process requires creative thinking. And it takes guts, too. Why? Because whatever you decide to place in the box, will by default, be different from what your competitors are doing. And it takes courage to stand out, to zig when everyone else zags.

Is it worth it?

In my experience, (both with my client’s businesses and my own) the answer is a resounding ‘yes’. It’s easier, more profitable and far less stressful to have products or services that pretty-much sell themselves.

Photo: Shutterstock.

Is logic ruining your marketing results?

Yes. Probably.

And here’s why.

Your prospective customers make purchasing decisions based on feelings. Not on logic. Understanding this principle is essential if you’re serious about growing your business in 2020.

Here’s a very quick example of what I mean.

• People don’t visit coffee shops for the coffee.
• They already have coffee at home.
• They pay between 300% and 500% more for coffee at the coffee shop, because of how the experience makes them feel.

Logically, they’d save a ton of money by drinking their coffee at home, sitting in their own super-comfortable chair. But people, including your prospective customers, don’t make purchasing decisions based on logic. They make them based on feelings. (I explain how emotions drive decisions, here).

If your marketing message is based around a list of benefits, that’s way too logical. And it’s losing you a ton of money. Your service or product may be less expensive, more premium, faster or whatever. But are you explaining how it will make your prospective customers feel?

If not. Than start.

Because logic tells. But feeling sells.