Thursday, December 15, 2011

Twelve Days of Business Coaching

On the first day of coaching, Coach David gave to me:
A dream and a way to live free.

On the second day of coaching, Coach David gave to me:
Two bold call scripts
A dream and a way to live free.

On the third day of coaching, Coach David gave to me:
Three sales tips
Two bold call scripts
A dream and a way to live free.

On the fourth day of coaching, Coach David gave to me:
Four profit goals
Three sales tips
Two bold call scripts
A dream and a way to live free.

On the fifth day of coaching, Coach David gave to me:
Five Ways to Grow
Four profit goals
Three sales tips
Two bold call scripts
A dream and a way to live free.

On the sixth day of coaching, Coach David gave to me:
Six steps to progress
Five Ways to Grow
Four profit goals
Three sales tips
Two bold call scripts
A dream and a way to live free.

On the seventh day of coaching, Coach David gave to me:
Seven finance ratios
Six steps to progress
Five Ways to Grow
Four profit goals
Three sales tips
Two bold call scripts
A dream and a way to live free.

On the eighth day of coaching, Coach David gave to me:
Eight teamwork builders
Seven finance ratios
Six steps to progress
Five Ways to Grow
Four profit goals
Three sales tips
Two bold call scripts
A dream and a way to live free.

On the ninth day of coaching, Coach David gave to me:
Nine network growers
Eight teamwork builders
Seven finance ratios
Six steps to progress
Five Ways to Grow
Four profit goals
Three sales tips
Two bold call scripts
A dream and a way to live free.

On the tenth day of coaching, Coach David gave to me:
Ten lead creators
Nine network growers
Eight teamwork builders
Seven finance ratios
Six steps to progress
Five Ways to Grow
Four profit goals
Three sales tips
Two bold call scripts
A dream and a way to live free.

On the eleventh day of coaching, Coach David gave to me:
Eleven target markets
Ten lead creators
Nine network growers
Eight teamwork builders
Seven finance ratios
Six steps to progress
Five Ways to Grow
Four profit goals
Three sales tips
Two bold call scripts
A dream and a way to live free.

On the twelfth day of coaching, Coach David gave to me:
Twelve production boosters
Eleven target markets
Ten lead creators
Nine network growers
Eight teamwork builders
Seven finance ratios
Six steps to progress
Five Ways to Grow
Four profit goals
Three sales tips
Two bold call scripts
A dream and a way to live free.

Monday, December 5, 2011

Follow-through

Broken links, missed appointments, phone calls not returned - how was your follow-through this week? Clients may not need an astounding price, impressive quality of service, or up-to-the-minute availability. They may simply want to get what you say you're going to give.

When you tweet about a new promotion, do you include a viable link that will assist your customers in getting what you're offering? When you set up a meeting, are you five minutes early and ready with thoughts on the topic at hand? Or when you promise a follow-up phone call are your customers receiving an email three days later? This may sound simple - that's because it is. When you say you're going to do something, do it.

Follow-through - it's the key to client retention, good referrals, and repeat business.

Monday, November 21, 2011

Be Militant With Your Time

We all have twenty-four hours in a day and seven days a week. Given that we are all equal on that level, how is it that some people seem to accomplish so much more than others? One important key is realizing our ability to pick and choose how and where we spend our time. Get over the "I don't have time" mentality - you DO have time. Lots of it. Embrace your freedom to allot your time wherever you choose to place it. Learning this simple concept will change the way you live your life ... and how you do business.

Wednesday, November 16, 2011

What Have You Done?

What have you done this week to improve yourself? If you haven't done anything to improve yourself, then don't expect your business to improve.

Have you researched effective networking techniques? Have you Googled social media strategies? Did you sign up for any seminars? Have you read any good books lately? Check out the book recommendations on my sidebar - they are a great place to start.

The greater your knowledge base becomes, the sounder your business practices will become. If you personally get on the road to excellence, your business will follow. It may seem counter-productive to take time out of your busy day to study up on business strategies and techniques, but the return on investment will be evident in a long-term way.

Remember this quote from Jim Rohn:

"Formal education will make you a living; self-education will make you a fortune."

Monday, June 20, 2011

Summer Strategies

I've spent a lot of time in the past couple of weeks with various people, companies, and organizations that have dusted off the barbecue and welcomed everyone to share the good food, good company and good times. Events like these, especially with a sponsored charity to which the proceeds of the feast will go, are a great way to make an impact on the community and open your doors to the public. The weather in our fair city hasn't been ideal over the last little while, but let's face it: rain or shine, a good burger (or sausage) will bring out a smile. Especially one made from good old Alberta beef.

Have you considered ways that your business can have more impact on the community, and thereby up your profile in the public eye? Why not sponsor a streetside event that will draw crowds to the smell of great-tasting food? Have you updated your window display to cater to the fresh feel of a hot summer day, and followed it up with a little something that every person who walks through your door can take back out with them? Will your business be featured in the downtown events that will celebrate the upcoming national holiday and Whoop-Up Days? Will your float have something to offer spectators as it tours the streets during the parade? How many billboards have your unique name, brand and effective marketing message on them; and, are these strategically located to focus on your target market?

Summer is a time of rest and relaxation for a lot of people. Will your business be the one handing them a drink as they lounge in a poolside chair? Help make this summer the best summer yet for your community - offer them the best your business has to offer, and show it to them in value and rewards that they don't always have to pay for.

Wednesday, June 8, 2011

Innovate or Suffocate

We hear about it over and over in the business world - innovate or suffocate! Competition for clients is fierce out there - your business needs an edge to keep them in front. Let's take a quick look at a recent example of an amazing, on-the-edge company that experienced firsthand the effects of not keeping up.

RIM is currently spiralling into the depths of non-competing status in their corner of the technology realm. Jeff Matthews wrote in July 2010 of a too-oft repeated incident that parallels Blackberry's decline in market share. His blog post illustrates exactly the feeling too many customers have when shopping, comparing, and finally purchasing a smart-phone - that Blackberry is behind the times, and not successfully running to catch up. The picture was no more optimistic almost one year later, as guardian.co.uk released a grim outlook for RIM in the Android operating system onslaught. They predicted that the Android was going to crush its competitors, including RIM. CMSWire offered some speculation in March that even the advent of the Playbook (RIM's long-awaited answer to these dismal predictions) might not be able to catch the speeding trains of Apple and Android innovations. The Playbook was seen as RIM's attempt to regain a foothold in their niche. However, April of this year saw PCWorld condemning the Playbook's glaring shortfalls when it made its appearance, and shelving RIM as a major player in the smart-phone game. RIM to RIP.

It's the same story for businesses everywhere. Customers expect innovation. There is nothing more certain in our world than change, and the business world is no exception. Keep up, step up, or get blown away by companies with more vision, drive, and efficiency than you. If you can't see your company's next step, it's time to get on the ball before you fall off the track altogether. RIM has been hanging on by their fingernails, but without something drastic to renew their competitive edge in the smart-phone niche, the sound of their tree falling in the forest will resonate to the tune of thousands of lost jobs. And another great technological company will fall into obsolescence. Don't let it happen to you - take your business by the horns and guide it to the front of the pack. ActionCOACH can take you where you need to go - start today before the Grim Reaper's shadow is over your business's shoulder.

Friday, May 13, 2011

Giving Back

A recent announcement by ActionCOACH outlines a new initiative that will reward veterans for the service they have rendered with the opportunity to join our community and reintegrate into society. This move reinforces one of the 14 Points of Culture that ActionCOACH proudly upholds:

Abundance
I am an abundant person, I deserve my abundance and I am easily able to both give and receive it. I allow abundance in all areas of my life by respecting my own self worth and that of all others. I am rewarded to the level that I create abundance for others and I accept that abundance only shows up in my life to the level at which I show up.

In a recent conversation with an old friend, we discussed the importance and desirability of "giving back." This particular friend had a series of great opportunities that rewarded him with substantial material wealth and prosperity. Up until this point he had led a good life and was able to achieve many worthwhile goals. But the realization had hit him that it was time to give back. I was impressed as we discussed ways and means to invest in the people and world around us to better the legacy that we would leave one day for others to carry on.

The emphasis that ActionCOACH places on "World Abundance" is one of the many reasons I am proud to be a part of this community. Don't spend all your days picking the roses this world has to offer - plant some of your own. You can experience the joy of giving in no other way.

Tuesday, May 3, 2011

A World Without Facebook

I had my first dose of social media education when I undertook training to become an ActionCOACH, and have since learned a lot about the power of Facebook, Twitter, LinkedIn, and other giant social media engines. For those of you that still wonder if a Facebook page is a good investment, take a look at the infographic that Soshable posted. Suddenly it becomes painfully clear that social media is a huge part of our everyday lives.

The impact of social media hit home to me the day I connected with an old friend. We hadn't seen or spoken to each other in several years, but connected on Facebook and began exchanging messages. The result was an opportunity to meet in person and catch up. It was a real pleasure - life has taken us down different roads, but the values and knowledge that brought us together initially are still the same. We enjoyed great conversation and discussed our varying experiences in the business world and in our personal lives. One end result was two people that are better people for having known and interacted with each other. That is what social media is all about.

Today, more than ever, we have the opportunity to seek these rewarding relationships on a global basis. Whether you are simply looking for conversation, seeking advice, or wanting friendship; whether you are campaigning for a cause, broadening your customer base, or expanding the reach of your advertising; whether you are researching new ideas, products or methods: whatever demographic you belong to, social media has something to offer. Take the opportunity to expand your opportunities, and log on.

Friday, April 22, 2011

The Week and the Weekend

It's a big time for Canadians - the NHL playoffs are in full swing, a federal election is looming, and Easter weekend is imminent. For those of us living in Alberta, the snow finally stopped coming (we never thought it would end) and we might actually see the sun if the weatherman's promises prove true. The economy is still stumbling its way along, the effects of the devastation in Japan are rippling through, and technology continues to make us feel like if we blink we'll miss the next big thing (how's that iPad 2 treating you?). This is the world we live in, and it's closer to home than its ever been.

The result of living in a global economy is that anything you want to see, experience, purchase, try out, or deliver is only a few clicks away. No longer do many businesses cater only to the clientele within a geographical location - in fact, your clientele can come from anywhere in the world. The explosion of social media and the resulting marketing campaigns have closed the gaps that once kept businesses from expanding too far from their local neighbourhoods. The catch to this is that business has also become remarkably susceptible to global forces. I've heard several people joke about it "raining in China" or inquiring what the "price of rice was in China" as a means of indicating that something meant nothing to their immediate situation. Unfortunately, the price of rice in China, and whether or not those rice fields are well-wetted, is becoming a determining factor on supply and demand in many, many nations. Problems in Libya drive the cost of fuel up in North America. Mad cow disease in Canada affects beef markets in the USA and Europe. And tsunami devastation in Japan affects electronics and automobile suppliers far across the Pacific Ocean.

How does this affect local businesses? It means rising to meet the competing forces on a grander scale. It means offering your clientele every advantage you possibly can to make your product the best product. It means delving into your own ammunition of social media presence and market share. It means grabbing the reins of your business and figuring out how to navigate your enterprise through new challenges and issues. It means drawing your team into a close-knit group of overperformers that rely on one another and yet can still lead individually (and take your company up with them). And it means tracking every minute and every penny to make sure nothing is falling through the cracks. Now is not the time to waste anything - to get your head above the rest, your business needs to outperform on every level.

Advertisers are jumping at playoff coverage slots, businesses are anxious to increase awareness of political decisions that could topple their profit margins in a single day, and many are wondering if they can afford to observe another statutory holiday. At this point, I would say there's a lot of cards on the rickety economic table - it's time to bolster your business with proven analytical efforts and ensure your profit base is as secure as you can make it. It's time to redouble your efforts and put your company first. Business is still booming, but your business needs to take that pace of growth in its stride. Start today to make your business the best its ever been. Call or email me to find out what ActionCOACH can do for you.

www.actioncoach.com/davidgreen
davidgreen@actioncoach.com
403.929.1380

Thursday, March 31, 2011

Celebrate!

Ladies and gentlemen - when you achieve a goal, celebrate! Setting a reward really ought to be part of the process of setting a goal in the first place. When you set out to achieve something, make sure you decide on a reward that is commensurate with what you're shooting for. And when you feel that milestone under your feet, take a minute to reward yourself! You did it! You got it! You made it!

Congratulations!

Wednesday, March 9, 2011

Above or Below the Line?

What does the header on this blog mean? And how do you rate yourself in relation to "the line?"

Google the term "below the line" and you will find a couple of popular definitions for this phrase. Wikipedia, always one of the first to jump in, gives us these two ideas in relation to the business world:

  1. Above the line (ATL), below the line (BTL), and through the Line (TTL), in organizational business and marketing communications, are advertising techniques.  In a nutshell, while ATL promotions are tailored for a mass audience, BTL promotions are targeted at individuals according to their needs or preferences. While ATL promotions can establish brand identity, BTL can actually lead to a sale. ATL promotions are also difficult to measure well, while BTL promotions are highly measurable, giving marketers valuable insights into their return-on-investment.
  2. In feature-length narrative filmmaking, an imaginary line delineates those who have influence in the creative direction of a film's narrative from others who perform duties related to the film's physical production. Below-the-line is a term that refers to the list of individuals who perform the physical production of a given film, the post-production work and all of the related expenditures.
While interesting, as an ActionCOACH, neither of these definitions listed above are what I am referring to. I'm talking about behavior. I'm talking about what we say, how we say it, how we interact, when we step back, what we address, how we address it, and what we don't address. I'm talking about an invisible line that delineates behavior that is acceptable and behavior that is not. Above the line we take Ownership, we hold ourselves Accountable, and we accept Responsibility for all that we say and do. Individuals and organizations that fall below the line pass Blame, give Excuses (or fancy excuses called reasons), or have a general sense of Denial when things don't work out.

 When it comes to business, this line is more tangible than it might seem. The minute you fall below that line, you are losing customers, credibility, productivity, team unity, and profit. You are destroying yourself, your relationships, and your business. Your business will never master its niche until you master the man or woman within.

To this end, ActionCOACH developed 14 Points of Culture that outline exactly what it is to be above or below the line. We hold our coaches, clients, and businesses to the highest standards of integrity, positivity, and energy. While maintaining a balance between consistent, relevant business systems and effective people practices, we cultivate a culture of abundance, gratitude, and success. Join the ActionCOACH community and lift yourself, your business, and everyone around you above the line. Watch the "I Am An ActionCOACH" video to get a taste of the community we are building as we seek the vision we uphold: "World Abundance Through Business Re-Education."

Get a coach - get your head above the rest - and get above the line.
I look forward to hearing from you very soon.

Tuesday, February 15, 2011

Turning Prospects Into Customers

At ActionCOACH we believe in people. We believe in interacting with people, understanding where they are at, and offering them the best possible solutions to the problems they are trying to solve. We recognize that not everyone is the same, but everyone does have needs. For this reason, when we are handling prospects, we do our best to understand what those needs are and how ActionCOACH can help. To give you some idea of what I'm talking about, let me quote and paraphrase a few ideas from an excellent book on this topic:

"I suppose if we made an effort we could list a hundred different kinds of prospects: slow thinkers, fast thinkers, wrong thinkers and nonthinkers; big spenders, conservative penny pinchers, criticals, bargain hunters, timid, assertive, impulsive, needler, argumentative; non-listener, stone face, harassed executive, etc.

Then there are the old, the young, and the middle-aged; the male and female; the black and white and everything between. Regardless of the prospect, everyone wants to be right, to be understood, to be appreciated. All have physical, spiritual, and emotional needs. our objective is to meet those needs so these prospects will be our customers ..."


Making a sale is not a process of convincing someone that you are right. It's an opportunity to meet, interact with, listen, and understand effectively another human being's position and what you can do to solve a problem they are faced with. The key things to remember, as Zig Ziglar points out, is that everyone wants to be right and everyone wants to be understood. Getting the prospect involved in the problem-solving process is essential; as you interact, remember that objections are excellent questions and you are always delighted that they have brought them up. The quicker you can establish the needs and personality of your prospect, the quicker you can effectively interact with them. Let's elaborate a little on Ziglar's ideas by briefly looking at personality scenarios from his book and his recommendations of how we can help them realize that we have something valuable to offer them:

Gary Gullible - Just be confident. Gentle, but confident. Be open and straightforward, and he will like you.
Sidney Skeptical - Let them raise their objections, ask them to repeat them for clarification, and address these questions with honest interest and concern.
Hostile Helen - Get this prospect talking and let them express their feelings or past experiences that have shaped their current position. Honestly appreciate who they are and where they are coming from.
Indecisive Ivan - Be empathetic, reassuring, and absolutely convinced that your product is the best thing for him. Be firm.
Betty Bargain Hunter - Be certain they understand that everyone is treated the same by your company, and then seal the deal by doing something to assure them that they got the best possible offer. They need to feel like a winner, so help them realize that they are one.
Oliver Obnoxious - In a firm but positive way, give them attention; also challenge them with facts that uphold your product's effectiveness. Don't forget to appeal to their pride - it's important to them to feel that they belong to an elite crowd.
Heloise Hurry-up - Be brief and businesslike. Close the sale, handle details, and be sure you follow up so they get exactly what they want. Their time is the first thing on their priority list.
Jolly Jimmy - Be casual and be a friend. Offer encouragement and advice for action, as a friend.
Nora Know-it-all - Let them impress you, but be aware of how long it might take.
Bobby Big Shot - Make him feel important, and that you are an overachiever yourself.
Impulsive Irene - Conviction and firmness at the peak of the impulse will close this sale. It won't take long, one way or the other.
Agreeable Al - When someone agrees with everything and nods continuously, it's time to stop and find out why they've already made a decision not to buy. Either they'll give you an objection that you can work with, or they'll realize you have more to offer than they thought.

Ziglar has offered us a few glimpses into the complicated world of effectively understanding and relating to people around us. What it boils down to is the ability to understand someone in their own language and speak it back to them. There's no doubt that you have a solution to their problem - turn the mirror to appropriately reflect that and let them see for themselves. We could all use a little more understanding.