Following Up Increases Your Profits
By Lorraine | June 15, 2008
When do you usually hear from your insurance agent? Usually when the premium is due or when your direct debit bounces…and that’s the phone call I received this week.
Do you think he could make a note in his diary to ring me (or get one of his assistants to call) to see how my business is going and let me know about other insurance, which could interest me? That would blow me away. Chances are there is some insurance I may need but don’t even know I need it!
Do I have any loyalty to this agent? No way (and it doesn’t matter to me how nice a person he is). If someone else in his industry contacts me and can offer a better service (which isn’t hard to do), I wouldn’t think twice about changing.
The Sale After The Sale
It really is easy to increase business just by following up with the people you have already sold to.
Many people focus on that one-off sale, keep themselves busy, busy, busy and never look at the long-term value of a client. They have no follow-up systems in place to make it easy to do that.
All you need to do is make a note in your diary or scheduler on a particular date to make contact and then just do it!
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Topics: Productivity Club, Success Strategies | No Comments »
Simple Checklists Can Make You More Money
By Lorraine | June 8, 2008
A friend of mine recently sold her house through a local agent.
She was happy with them right up until the time she paid their $10,000 fee.
After that the service deteriorated. She left numerous calls wanting information about moving house and all the associated traumas associated with it. For $10,000 do you think it would have been difficult for them to supply her with a checklist of what she needs to do? How hard can it be?
When she finally spoke to the agent, he said, “No, we haven’t got anything like that!” For $10,000 do you think it would have been worthwhile for him to prepare a simple checklist and supply it to all their clients?
Instead of her being happy and recommending this agent to others, she is infuriated by their “couldn’t care, downright lazy” attitude and will certainly tell many others about it.
Such a simple thing can bring a good experience undone and lose potentially thousands of dollars of future business as my friend will not refer them to anyone else.
You’ve probably got heaps of valuable tips that you take for granted that would be of great benefit to your clients. They could be ‘value adds’ or something that people pay for.
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Topics: Getting Organized, Success Strategies | No Comments »
Clutter Creates Chaos
By Lorraine | June 1, 2008
I visited a colleague’s home office recently and was amazed at how she could manage to work in it. There were papers and files scattered everywhere. You could hardly walk through the mess. Seeing this made me feel concerned about working with her in the future.
How would you rate your work environment? Do you feel good when you walk into your office? Or does it depress you?
Did you know that by making a few changes you can transform your office into a productivity powerhouse.
Simple things like having good lighting, pictures and music can make a huge difference to how energised you are.
A coat of paint can make a massive difference and of course clearing out the clutter will make you feel fantastic. You’ll be able to focus and get more done
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Topics: Filing Systems, Getting Organized, Home Based Business, Personal Effectiveness, Productivity Club, Small Business Management | No Comments »
Become a Leader and Be Careful Who you Listen To
By Lorraine | May 25, 2008
I referred a friend of mine to one of my clients as she had the expertise required to help this client with the nuts and bolts of her retail store. My friend visited the store and made suggestions to the owner on how she could improve the day-day running of the store, the layout, stock, staff etc.
The owner was very new to the business world so coaching had been very valuable for her. Unfortunately she is surrounded by people who are not experienced in business and are very closed to new ideas.
My friend having experienced all the trials and tribulations of running a successful retail outlet new exactly what needed to be done. However, my clients’ staff thought they knew better even though they never had any prior experiences.
Unfortunately my client who is very ‘soft’ gave into the negativity of her staff and rather than get them off-side, didn’t make the changes that would expedite the success of her business and make her considerably more profit! She was more concerned about ‘keeping the peace’.
You must be very careful who you listen to.
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Topics: Coaching, People Management, Personal Effectiveness, Small Business Management | No Comments »
Overwork Doesn’t Mean You’re Productive
By Lorraine | May 18, 2008
Are you one of those people that work long hours because there’s so much to do in your business?
Overwork and stress cause everything from a lack of creativity to stress-related illnesses that diminish your effectiveness. 
A friend of mine has been in business several years and every time I speak with him, he’s always in a hurry and stressed out.
The silly thing is he wastes heaps of time doing administrative tasks which he could pay someone else to do, so he can spend his time building his business.
That’s exactly why his business hasn’t moved forward. He hasn’t got any time to be a business owner, only an administrator. Pity, as he is such a talented person and his business could be so successful and provide him with a great lifestyle.
Hey, but who am I to advise a friend? Giving free advice isn’t taken seriously.
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Topics: Delegating, Getting Organized, Life/Work Balance, Personal Effectiveness, Productivity Club, Small Business Management, Success Strategies | No Comments »