Simply Business Coaching

Remember Me?

Years ago, I recall receiving Christmas cards from my local Indian restaurant.  I always thought it was because my (then) husband and I spent so much money with them!  In a way it was, but the main motive was to get us to spend even more after the holidays!  Now, most pub chains and restaurants that you visit will take care to collect your mailing details and send a festive card.

My local hairdresser has a good idea to reward loyal customers and encourage business during their quiet time immediately after Christmas.  They send out discount vouchers very early in the new year, which are valid for appointments booked and held in January. 

Some supermarkets also realise the value of keeping in contact with regular shoppers.  Sainsbury send out birthday greetings in the post, enclosing a voucher for a free treat available from their store (a small box of chocolates or biscuits – yum!).  Not only does this make the shopper feel special, they also have to visit the store to get their gift, no doubt buying other goods at the same time.

Finding ways to stay in touch with your past and present clients does require a little planning and forethought.  If you do it right, you will keep them feeling special and thinking kindly of you and your business.  Not only will you benefit from their continued custom, they’re more likely to recommend you to others so you’ll get referred business too!

So, what are you putting on your ‘Remember Me’ list?

© Louise Barnes-Johnston, 2008

Social media, podcasting & essential steps

I had intended only to ask my guest for her advice on podcasting, but we covered so much more!  In this show Krishna De, a personal branding expert and social media strategist based in Dublin, takes us through how it’s possible to have a web presence – even without a website; the importance of being involved in social networking online for all small businesses; and great tips for quick and low-cost ways to get started with your personal brand. 

We also touched on the more serious subject of some essential steps to take in this economy for established businesses. 

(for more resources, visit the Radio Show Blog)

Let's stay in touch!

Sometimes we can get so engrossed looking for new clients that we forget to stay in touch with those we already have!  If that sounds ridiculous, when was the last time you spoke to your past and present clients?

Just as you put in a place a follow up system to market to prospective clients (you do have one of those don’t you?), so you need to ensure you don’t neglect people who have already bought from you!  Otherwise, it can give the impression that, once you’ve had their money, you’re no longer interested in them.  It doesn’t exactly encourage them to return, does it?

When I first worked in ‘corporate land’, vast sums of money were spent each year on (usually alcoholic) gifts at Christmas, as well as wining and dining those special clients.  With all the budget cuts and change in attitude towards such large quantities of food & drink, I don’t think this sort of thing goes on so much these days – but it was good fun while it lasted! 

A lot of businesses categorise this type of activity under the ‘Customer Service’ umbrella, which it strictly speaking is.  What I like to do is incorporate it into my regular marketing strategy as well, because that way I know I will take regular action.  Perhaps it’s just the way my brain is wired!

Whichever way you look at it, keeping in touch with and marketing to your existing client base can be both less expensive and less difficult than looking for new business all the time.  If you hate the ‘cold calling’ aspect of marketing, then building on lovely ‘warm’ relationships will be much more your style.

Do your clients make the grade?

I was at a seminar recently with a very good speaker.  One of the topics touched on was ‘grading’ your customers.  It reminded me that, while this is an area I teach my clients, I haven’t written about it before. 

Here’s how it might work:

• Grade A – is an absolute joy to work with, refers lots of business to you and always pays on time.  You’re very happy to spend time with them over a coffee, lunch or dinner.
• Grade B – is pleasant enough, doesn’t give any cause for concern, and you have a good working relationship.  You might meet up for the occasional coffee.
• Grade C – is a bit demanding, keeps changing appointments or orders and finds reasons to quibble over invoices.  You don’t see them much outside their office.
• Grade D – is quite frankly a nightmare! Nothing is ever right for them and they go AWOL every time payment is due.  Your heart sinks when they phone you.

I suggest you make a list of your own clients and grade each one according to the above criteria, and feel free to add to them!

Now, you may have been working very hard to accommodate your Grade C & D clients because of their extra demands.  But the time & effort you’re spending on them means that your ‘better’ grade of client isn’t getting so much attention – yet they’re the ones you want to keep!  So, there’s a sort of twisted logic at work. 

I’m going to suggest something a bit radical here.  How would it be if you ‘fired’ your Grade D clients?  Let’s face it, you don’t like working with them and they probably cost more effort than their orders are worth.

Just think, with the time you save trying to meet their demands, you can be enjoying the work with your Grade A & B clients and looking for more like them! 

Even in these challenging times, you don’t have to work with clients you don’t like, only with those that make the grade!

© Louise Barnes-Johnston, 2008

Louise Barnes-Johnston is “The Business Accelerator”.  She provides business coaching and mentoring for entrepreneurs and owners of small businesses.  Get a copy of her FREE report “10 Ways to Boost Your Business V.2” at http://www.frontline-results.com

Welcoming the sunshine!

Here in the UK, days are getting longer again thank goodness!  In the US clocks have already ‘sprung’ forward and we’ll be following suit in a couple of weeks.  The weather is beginning to improve and there’s some welcome warmth when the sun shines.

Sunshine is important to our wellbeing, providing vital Vitamin D and lifting our spirits too.  Getting out for a walk during the day will benefit your health and that can only be good for your business!

How do you organise your time?

Do you like variety in your day, or do you group similar tasks together?  Generally speaking, grouping is more time efficient.  I like to arrange meetings for the same day, because I can never concentrate on other tasks properly if I know I have to go out later. 

Grouping together client work, marketing and even your admin, means you can get ‘in the flow’ and avoid breaking your concentration! 

Is your small business being squeezed on price?

If you are a buyer today, and have money to spare, this is a great time to shop for bargains!  However, if you are a supplier, you’ve probably already found that you’re being squeezed on price or beaten by the ‘cash-in-hand’ cowboys.  Indeed, from an email I got the other day, some of you are being expected to provide your goods and services completely free of charge!

While I’m a great believer in providing good value samples and content free of charge (I have a newsletter, this blog, my radio show and a few special reports), your main services shouldn’t be discounted in response to pressure from competitors or prospects.

• Keep your nerve, even though the order books may not be as full as you’d like.
• Revisit your existing and former clients.  Ask them for referrals (people like to help if they can)
• Make sure your testimonial file is up to date.  Use photos and audios on your website.
• Think of different ways to package your products or services
• Offer a paid sample, but say you’ll deduct the cost of it when they place a full order
• Product a special report on the dangers of hiring the cash-in-hand cowboys!

What's been your experience?  Have you had to discount?  Please share in the comments section.

Follow-up Friday

  This week I’ve been experimenting with ‘themed’ blog posts: Mentor Monday, Time Tip Tuesday, Wellbeing Wednesday, and Thought for Thursday.  If you’ve read them, I hope you enjoyed them.  My problem, which has been niggling at me all through this week is that I didn’t know what to do about Friday!  It wasn’t through lack of names, alliteration examples abounded (Friday Focus, Frivolous Friday, etc), but what to actually write about?

While I often prepare and write my blog posts in advance, I’ve been undecided and dithering about today.  So until I can find the right theme for future Fridays, here’s a quick round-up of what’s been going on recently at FrontLine Results HQ.

Last week on Debbie Mahler’s radio show, I shared some business coaching tips for people thinking of starting (and already established) an online business, especially in these difficult times.  I thought it was rather good; feel free to let me know what you think!

On Monday this week, my radio show guest was Rod Sloane of No-Bull Marketing fame.  We covered quite a lot in just under half an hour, and Rod gave away some great marketing nuggets.  I managed to arrange guests for the next 4 weeks’ shows as well.

I also had quite a few phone calls this week, with enquiries for my newly launched ‘Online Business Roadmap’ service; I took a booking for a 60 Minute Strategy Session, was asked to run a workshop in May, and booked for a talk later in the year.

The rest of the time has been spent writing and publishing 2 newsletters, 6 blog posts, which has involved doing battle with templates and temperamental internet providers!  Oh, and I almost forgot, I’ve also been preparing for a brand new workshop taking place next Friday!

Better get on and do some more on next week’s workshop.  Looking forward to a large glass of chilled Sauvignon Blanc this evening – I think I’ve earned it!

Thought for Thursday

“If you are going through hell, keep going.”
—Winston Churchill

Wednesday Wellbeing

Cut down on the cola, coffee and sugar.  They will only give you an artificial and short-lived boost of energy.  When your blood sugar dips again, you will feel even more drained - and begin the cycle again! 

Plain water (mineral or tap!) or fruit/herbal tea (with a bit of honey if needed) will re-hydrate you without the high and low!

teapigs | fine green white black and organic herbal teas
Herbal Teas Reference Guide