Tag: Mindset

One Fish two, Fish, I can’t stop thinking about the Big Fish.

One Fish two, Fish, I can’t stop thinking about the Big Fish.

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In the last post, we started our series on catching big clients, or “fish,” that will sustain your business over the long run. Today we’re going to take that a step further by talking about understanding and thinking like a big fish company and how that can help you plan your approach and find success.

Before you can start landing big clients, you have to make sure your entire team is on board with your approach and vision. There are six keys to finding big client success. They are:

Six Key’s: Big Fish Mindset

  1. First Impression: Never give them a reason to doubt your abilities. Plan your interaction and be prepared to listen, learn, and act to solve their problems. Make it about them and not you; be patient. 
  2. First Priority: Your fish must always feel like they are your priority. Return calls and emails promptly and find solutions to their problems or questions as quickly as possible. Over-communicate on the process; let them know your thinking of them.
  3. Flexible: You need to be flexible in your negotiations. If they need a particular service or for you to customize a product, say yes for the benefit of the long term. A little hassle now will be a big payoff later.
  4. Long-term: This goes along with the last one a bit. As you are approaching and negotiating with big fish, you need to think about the long-term benefits for your business. If you go for a one-time big score, you will lose their interest.
  5. Have Fun: Work should be fun, even when trying to land big clients. Going after the big fish should be the most fun. You are sharing your vision with new people and including them in your future success and likewise. People work better in a fun, happy environment. Your passion will also be contagious and pull the fish into your vision even more.
  6. Put them first: If you take just a little bit of time and offer your clients ways to save money or time by introducing them to potential business partners, this will show you are invested and interested in their business. Strive to find the balance between your business needs and your client’s needs.

Now that you understand the basis of the Big Fish Mindset. You might be asking, great, how do I develop a vision for my entire company? There several tactics to employ, but here are a few of my favorites. 

  • Engage your team in defining who is an ideal “Big Fish Nothing gets a team to share a vision like having them be a part of the process design.”

 

  • Write the vision and goals everywhere. Create signage that reinforced the company vision and goals. Everyone loves suitable bathroom reading materials. A fun poster in the stalls can go a long way. Plus, this is a great way to reinforce company values.

 

  • Training, Training, Training: Constitnantly reinforces the goals and objectives while teaching your staff the skills to achieve them. Get help and provide resources for your team to be successful. May I suggest starting with a lesson on the “Big Fish Mindset.”

 

  • Score Board: create a way to share the progress with your entire company. It is a great way to show each person’s contribution to the whole. Plus, it can be a great way to track and evaluate your process. 

 

  • Strategy eats tactics for breakfast, holds frequent meetings to make sure your strategy is working, and adjust the tactics to achieve your goals.

 

  • Create a communication policy, be very clear with your team about how quickly you expect your staff to get back to customers. In addition, create shared language and terms around communicating to clients and other team members. Defining these parameters will solve a lot of problems down the road. 

 

  • Reward in public, coach in private. As often as you can, praise your team. Find a reason to thank your team and appreciate their work. If they’re not performing, pull them aside and ask a straightforward question. What do you need to be more successful?

Including a big fish mindset in your overall company vision and experience will allow you to achieve more as a business owner and organization than you could ever imagine. It will enable you to start thinking long-term and give you the ability to invest in your people, process, and profits. Include the tactics in your strategy, and your company will begin landing big fish in no time.

If you need help creating the system, process, and developing the strategy big-company mindset, contact us today to work with one of our coaches or check out our resources and tools. 

The best time to start was yesterday, but today will do just fine. 

Let’s Go Fishing with Dynamite

Let’s Go Fishing with Dynamite

There are several factors to consider when prepping yourself and your company to approach the largest clients you’ll ever work with.

Today we’re going to start with a brief look at the three paths every business faces and show you which one is the path to success. Then we’ll talk about the mindset it takes to attract the big fish.

There are three major paths a business can take:

  • Path of least resistance
  • False Success
  • Catch the Big Fish

Path of least resistance

This is the path most business owners chose. They chose it because it allows them to do what they like to do and avoid the discomfort of the things they don’t want to do.

Business owners who chose this path ended up working themselves into the ground without much reward or success. This is what happens when you fool yourself into thinking you will find quick success. This path is filled with highly skilled people but who fail to embrace the other parts of running their business.

You may also find yourself following this path when you are afraid of change. If you find yourself avoiding discomfort and not getting anywhere, t is time to choose a new direction.

False Success

This describes a business that shoots to the top so fast you are overwhelmed and don’t have the right resources in place to adapt. This can also happen from being overwhelmed by small clients and not finding large clients, which will sustain your business after the small client sales slow.

The business in this category tends to lack the systems and processes required to sustain the energy level to operate. They tend to have high revenue and low profits. They feel great because they have a ton of activity, but the reality is they are living month to month.

Catch the Big Fish

This is the path that allows you to build at a steady pace that you can manage by not allowing your customers to outpace you. You can do this by putting these tips to work:

  1. Attract, keep and lock in big clients.
  2. Integrate “big business” culture into your company and employees.
  3. Acquire the expertise you need to grow.
  4. Have the courage to make changes as you grow.

Now we are going to transition a bit and talk about the “big fish” mindset. It may sound easy to find and catch that big fish, but if you are stuck in the small business mindset, you may find it harder than you think. 

Think of all the benefits of aiming at more prominent clients:

  • Inexpensive
  • Highly Profitable
  • Longevity
  • Security

To catch the big fish, you need to believe your company can make a difference with theirs. It’s easy to get into the thought that a large company doesn’t need anything from a small business like yours, but this is entirely wrong!

Once you look at how big companies operate, it’s essential to know which ones are the best fit for your company. So how do you know if a company is right for you?

Ask yourself, is this a company that has problems you can solve? Does it scare you to solve their problems? If you answered yes to both of these questions, then I hope you know what to do.

It is essential to note the big companies are relative to your industry and your business. If your current average client is $500 per month, then jumping $2500 per month would be a big fish. The goal with the big fish mindset is to get the best return on the time for money exchange. 

Now once you have determined your big fish, then it is time to create your dynamite strategy for getting them. Here are a few tips that people tend to forget to include in your plan.

  • Whom can I network with to get an introduction to a leader at the company?
  • How are you going to turn perceived weaknesses into strengths?

If you need help catching a big fish, get a free copy of my book, the 8 Steps that Change Your Business Forever, to l help you fine-tune your strategy to create instant results.

Business 2.0 Replace Yourself

Business 2.0 Replace Yourself

Prototyping is not just for building robots. It should be an integral part of every entrepreneur’s plans. It should be every business owner’s goal to have their business run without them needing to make a decision. 

This is why it is imperative to think of your business as a franchise prototype. This business development method allows you to remove your emotional attachment from your business’s tasks and focus on your desired outcome.

The seven specific areas you need to consider in your business development prototype process:

  • Primary Aim
  • Strategic Objectives
  • Organizational Strategy
  • Management Strategy
  • People Strategy
  • Marketing Strategy
  • Systems Strategy

These seven areas are the step-by-step process through which you convert your existing business into a perfectly organized model for thousands more, just like. In this lesson, we are going to cover the first three steps. Get your pen and paper ready to start creating your prototype.

Primary Aim

Your primary aim is the answers to all the questions. It is not just the target but the arrow, the bow, the water bottle on your hip, and the reason you got out of bed. Simply put, it is the purpose that is bigger than your business.

It’s essential in business development to set goals and see a vision for the future. This needs to go beyond the business, and you need to think about what you want out of life. How would you answer the following questions: 

  • What do you dream about?
  •  How do you see your success unfolding? 
  • Who do you wish to be?
  • What is your ideal lifestyle?

Knowing and understanding your aim will give you the momentum to get started and the stamina to see it through. Take a minute to write them down and tape them to your desk for a constant reminder of what you’re aiming for.

Ask yourself every day, how am I meeting my primary aim?

Strategic Objectives

Once you have the picture of how you want your life to be and realize it is more than fancy cars, big houses, and that it is a state of feeling. Then it is time to set strategic objectives. These are essential in taking your business from surviving to thriving. All of these objectives should offer solutions for how to get to your primary aim. There are many things you can use to set strategic goals, but here is a couple of the most popular:

  1. Money: Setting monetary goals is a great, simple way to see how you are doing at any point in the game. It’s easy to measure and easy to find adjustments to help meet this goal.
  2. Worthy Opportunities: These are emotionally driven goals. This is how you measure lives impacted; client served, positive reviews, in essence, you speak to your customer’s psychographics needs and, to a further extent yourself.
  3. Through or Throughput: This is your automation goal of removing yourself from the day-to-day equation. We will measure this by hours worked, emails answered, or any way you wish. The critical piece is that these goals get you to business Nirvanaha when your business work for you and you don’t have to work for your business.

The key to setting standards and goals is not to limit yourself or stress yourself out. You need to find some quantifiable things you can use to measure your progress toward your primary aim. These are just three suggestions, but make sure no matter what standards you set, you are paying attention to the details, as these are one of the biggest keys to your success.

Organizational Strategy

The strength of your organizational structure can make or break your business, so it’s essential to take the time to put together a solid framework for your business to grow from. Generally, a company is organized around the roles and responsibilities that need to be taken care of daily. And the personalities that need to fulfill those roles. 

No matter what roles and responsibilities you’ve defined for your employees, you must always keep your primary aim separate from your company’s primary aim or mission statement. Once you’ve identified the primary aim for your company, it will be easy to set up a position structure that will work.

Don’t forget to put together position contracts. Your employees should sign a statement of their roles and responsibilities. This helps keep them clear for you, the employee, and other employees/vendors or other individuals.

Question & Actions 

You’re probably going, wow, I have a lot to do. Well, you do but let’s create some action steps to get you started.

  1. Answer the big question: What is my primary aim? This is more complex than just answer the question, but what you need to do is create your first draft. Take a stab at it, write it down, and test it for the next few weeks.
  2. What are my strategic objectives? Create one goal in each category and start tracking it. Set aside time each week to review and see how you’re meeting that goal.
  3. How can I automate or replace one job I do? Set a goal to automate, delete, or replace one task that you currently do. Then give yourself a timeframe to do it. Then repeat until your business is running itself. 

You can see how these areas all work together to build a solid structure to build your business. If you need help defining any of these areas, don’t hesitate to contact us. Look out for the next four steps in a later blog.