You Know You’re In Business When You Write in Pencil! 

 

By Michelle Cubas,

 

When a business is born, it has a personality. The founder breathes life into the idea and builds a structure to make it real. Whether large or small, the entity has MDR’s (Minimum Daily Requirements) just like a child. In order to build a strong foundation and frame, these must be in place at the start. It is harder to correct the lack down the road.

 

Another way to see this is like building a universe. You apply the laws of physics and “science” to your world. You make the rules of how things are done by and for you. Then decide how you will invite people into that world.

 

Here is where pencils come in handy. The idea is to capture an idea, yet, permit it to be modified to improve it. The eraser is handy too. Use it to continue to simplify your idea. As you move through your plan, be creative, make notes and change things.

 

Here is a starting point for you. Identify your Healthy Business Minimum Daily Requirements:

Adapt—the energy to ”BE“ rather than “Do.”

o   Be the force for change—Write your values and principles in stone, but choose a leadership style that allows your participants a voice.

o   Is your business a noun or a verb? Is it passive, active or re active?

§  Pencils are useful here.

§  List the current top three issues you face today in your business even if it isn’t open yet.

§  Position pencils and use different colors. Make it interesting and easily identifiable.

§  Write out a scaffold plan™. Use it as a map with alternate routes.

§  Erase obstacles by creating shifts in your plan. Implement, monitor, and adjust what you activate.

Invest up front—“Hug” your business at least once a day.

§  Hover above and see your vision from 30,000 feet!

§  Unwrap your potential and energy—do you have the people in place?

§  Go for a risk. This method manages fear because it becomes an expectation to deal with.

See what presents itself.

What have you thought about but not quite ready to reveal?

        

“Ah, easy for you to say,” you think.

Investments—cause us to step back and see what we want to focus on, production, marketing, not because we’re playing catch up against a perceived competitor, but because there is a gap in our plan that requires attention.

 

Investment is more than dollars. It is your time energy and support given to others. It is an assurance policy for your reputation. Consider the places you like to shop or engage. What draws you back? Use your pencil to jot that down. Add these to your business model at every touch point with employees, prospects and customers.

 

This principle goes passed so many businesses that continue to talk about customer service. If they are still talking, that tells me they do not understand the process.

 

Invest in people

Hiring right is the key. Consider that often the lowest paid employee is a frontline, direct contact with the customer or prospect.

 

Teach the 3-Point Principle to your team:

o   How do people feel in your presence (phone or person)

o   How they feel when they hang up the phone

o   How do they feel when they leave your presence (business location)?

 

Invest in after-sale processes

This is a marketing move, too. Design what and how you want your connection to feel like, yes, feel like, to the listener on the phone or the face-to-face experience.

Use your pencil to make a customer adjustment. This judgment is not about the customer getting away with something. It is about your authentic generosity and eagerness to serve and please.

 

This method goes viral. Why?

Believe me, they will go and tell everyone they know how they were treated well or not. They will return feeling comfortable in their purchase. You’ve removed the fear.

 

You are assisting the customer to make a prudent buying decision. That is your primary job of being in business.

 

Invest in training

o   Well-informed associates are your best marketing tools.

o   They put the prospect and customer at ease with knowledge. No prospect wants to feel silly. To make them your customer, create comfort and safety. Train them to the expectation of how they will be treated in your universe.

 

Invest in yourself—You are the expert. Act like one.

o   Attend skill center courses, acquaint with technology, read industry publications, attend association seminars/events. I know about, “NO TIME!” Substitute for a marketing event and schedule it in. Make it happen. It is too important to put to the side. People will notice your new confidence.

 

o   How can you manage people when you do not know what they are doing?

o   Your expertise reads well in the executive summary of a business plan.

o   Create jobs six months ahead of when you would launch them.

A Close-the-Gap™ Analysis will reveal where talent is needed. It may be temporary, contract and payroll combined. It could be a virtual assistant or business coach.

 

Manipulate the Marketplace

o   Make it fun. Use in a team meeting—Visualize stalls, bazaar, street sale)

o   Decide in what three places you need to be.

o   Who is in these places? Link to your target audience.

 

Negotiate

This skill set requires knowledge of terms for leasing, pricing products, o determine realistic credit terms, and to inform your customers network for best pricing on anything! Also, it builds confidence and is a mechanism to retain your personal power when engaging in potential conflict or exchange to achieve your goal.

 

Start here: http://www.positivepotentials.com/PortablePowerTeleseminar.htm

 

Multiply

Clone yourself, expansion, branches, satellites, and franchises. In your plan, identify where is best to have someone like you. Then, identify the benefit and placement of different styles and skills from yours.

 

Move from Competition to Collaboration and Alliance Building

o   Use the Halo Effect

o   This is particularly useful in co-branding situations. Think Chicita Banana and Got Milk campaign. These are items that could be used with cereal and other food combinations.

o   The benefit is that each part benefits from the “halo” or glow of the other company. That is why you want to closely scrutinize when you are selecting business partners and doing joint projects or events.

o   Practice the Pareto Effect— 80/20 Rule as a guide

o   http://en.wikipedia.org/wiki/Pareto_principle

o   See from where 80% of your core business emanates and focus attention there. The 20% can create drag on your resources.

o   On the flip side, 20% of your clients produce 80% of your revenues. Check it out and let me know what you find. mcubas@positivepotentials.com

 

Reap Your ROI (Return On Investment)—Payback time

·         Enjoy loyalty from your constituents— employees, customers and prospects

·         Be held in high esteem by your constituents. This can influence how you

·         can price your services

·         Receive instant verbal referrals from your happy constituents

·         Be known as the place that —————————————.

·         Please complete this sentence.

 

Now, sharpen your pencils. Business changes on a moment’s notice. Pencils are terrific tools to capture ideas and notes that can be added to something bigger and can be modified to better serve your vision and goals.