Many objections stems from a perception that a plan is set in stone and sometimes viewed as a major hassle to develop.

Certainly start ups should have a plan but so do existing business owners as you can hold too much information in your head and allow some of those perceptions to guide your decision making.

The process of planning can unlock little (or large) pockets of potential than bad habits can cover up and hide. The process of planning can help you revisit targets and goals and review the resources you have and need to keep your business on a successful track.

Advisors and consultants are often criticized for pointing out the obvious but all that is happening is that the work you do and the way that you are doing it is being looked at with a fresh perspective. Something you can all do by stepping back even for an hour or two, to work on planning rather than the day to day doing. It also means that making improvements does not have to be as much hard work as you think. Many conversations I have with clients running established businesses reveal that that they have stopped doing the things that made them successful in the first place.

A good business plan is your most important management tool.

Writing things down helps bring a little clarity and helps avoid missing the obvious that slip through cracks. Then over time all those little things build up, you find yourself fire fighting and then get hit by an unexpected challenge and have to spend valuable time getting back on track.

So, first steps:

• What made you successful?

Are there actions you have just stopped doing over the years perhaps because you have become too busy?

• Regular meetings with your team, keeping everyone up to date with your ideas and plans, successes and challenges?
• Marketing activity that built your business, have you identified the steps that really work for your business?
• Have you set and written down some specific, challenging and realistic goals for 2012?

You don’t have to overcomplicate – you just need to make a start

If you have testimonial about your products, services and how you work then, it is a fabulous way of demonstrating your value at a time when you might be feeling a little shy!

If the client or customer giving the testimonial has a high profile themselves, then others tend to respect and value what they have to say and therefore a more persuasive approach to support your other general marketing activity.

Generally, recommendations help raise your profile and possible introductions to new work opportunities, will often follow word of mouth testimonials from people you know, who know you and what you have to offer.

After all, we all seek advice and guidance from friends, family and associates when we are making a purchasing decision.

In my experience, testimonials are still not used enough and mostly for the following reasons:
• Not sure how to ask for one
• Nervous about the reaction you might get
• Assumptions that a recommendation shouldn’t be asked for at all
• Lack of confidence in yourself and in the value of the work provided, particularly in new and young businesses

So, which are the best ways of gathering some testimonial for your business? Here are a few ideas:

If you have had some positive feedback for your work, develop a habit of asking if you can use it in your marketing, you might say, “Thank you for that lovely feedback, would you mind if I used that in my future marketing?”

You can add that you don’t have to use their name if they want to be anonymous – there are some businesses where a level of confidentiality is required.

Some networking organisations encourage written testimonials which can then be displayed for all to see, that way your customer can also promote their own business by using headed paper.

It is essential that you do get permission to use testimonial in this way and many who are asked are usually very happy to agree. I have also found that happy clients will also become a willing advocate for your business and talk to prospects personally about their experience of working with you, which is also very reassuring for prospects considering using your products or services.

So, when is the right time to ask? Well, usually when the experience of purchasing from you or working with you is fresh in the customers mind.

One response at this time can be: “Yes of course – what do you want me to say!

Some customers will be comfortable writing a few words based on their experience. Others just unsure of exactly what you need and in what format.

If you want to really capture their appreciation of your work – you might suggest some areas that you want to highlight, for example:
• Why they purchased from you?
• What value did the product or service give them?
• What was it about how you delivered the product and service that impressed them?
• Why should others consider you?

Often the words and language a customer uses is much more appealing and accessible, than the jargon we can sometimes use in our own business. They will describe you and your business in a way that your prospects are more likely to engage with.

Another increasingly popular method would be to ask for video testimonial, which you could use in its entirety or edit for some few good ‘sound bites’. This you can use on your website or You Tube account if you have one.

Remember, you want the whole process to be effective, so ask people who you know will feel comfortable and who will enjoy the experience – it is also an opportunity for them to promote themselves at the same time.

The process of building testimonials and recommendations for your business is an ongoing one and that also means that you need to be mindful of their relevance and whether a testimonial needs updating.

The way you do business needs to reflect your attitude to the experience your customers have working with you and maintain the highest standards so that your testimonials keep coming.
What people perceive about your business has an enormous effect on whether or not you attract the kind of customers you want, however you will only maintain your reputation by delivering product and services of quality that add value.

So, for those of you who are a little nervous, think about someone you have worked with recently who was thrilled with what you did and you haven’t a testimonial from them – will you ask?

Don’t underestimate what you need to know!

There are many stories of business owners learning by experience and some of those lessons were hard and sometimes finished a business off before it became established. Only this weekend I have been reading about the unexpected pitfalls of lack of knowledge or lack of resources that await some small business owners.

There is plenty of information out there and that in itself becomes a problem: who do you ask, who can you trust? What do you NEED to know?

So here is a brief guide to some key steps to consider when starting your own business:

Step 1 – Do you have a viable business idea?

This means have you a product or service to sell that you know through research, has a market place where customers/clients will buy from you (not just hopeful expectation). This also means researching a pricing structure based on real information and not just chosen because it undercuts your competition.

Step 2 – Does your business idea or product have a real point of difference, either real or perceived?

Are you able to clearly set your business apart from your competitors or any service or product that would divert prospects from coming to you as supplier of choice?

Step 3 – Self reflection

Do you have what it takes? Consider the personal attributes and qualities that will help you through the challenging times as well as the good times? What skills do you have and what skills will you need to be successful in business? Do you think that when under pressure you will be resilient? Be able to take criticism or rejection?

Step 4 – Do you have a written plan?

The one key activity in the early stages is planning – the process of planning helps you identify all areas of your business that will need to be considered. Starting a business is often done on a shoestring, so important choices have to be made in allocating resources, the key here is to KNOW that you are spending your limited pot of funds on activity that will promote sales, build your brand and profile and protect the business from unexpected events that could derail you early on. Your planning should consider your idea and define that day to day activity and practicalities in running a business.

Step 5 – Develop your identity/brand

Consider how you want to present your business, its image and its culture. This also means ensuring a consistency of message that you and your team (if you have one) are proud to be associated with and can confidently market and promote.

Step 6 – Know your marketplace

Research who you will be aiming at, so consider who will buy and why they will buy from you. If you do this you will start out understanding more about your potential customers and be able to research your competitors too.

Step 7 – Plan the most appropriate marketing strategy

There are many ways of marketing and social media has become a very popular part of many small business marketing strategies. However, it has already become apparent that some businesses suit a social media strategy and have grown almost exclusively using social media whilst others have used more traditional methods successfully. As a start- up it is critical that a full appraisal is made of marketing activity and a strategy developed using the most appropriate and effective elements, so that you ensure the best return on any investment you make.

Step 8 –Networking

I am separating out networking from marketing to reinforce its value in business. Networking in this case is nothing to do with meeting people to sell to – it’s all about relationship building and maintenance and it’s a long term activity. The people that you connect with at some point, may well become customers but networking offers so much more than a quick sale. A support system, people that you can talk to about issues you are having, suppliers, people who once they have got to know you and your work might refer you to prospects. They may be people that you can help out with referrals and support too.

Step 9 –Practicalities

Where will you work from? There are many ways of starting out and NO rules. These days more than ever the use of technology means that more people are working in a flexible way. The choices made now are really determined by the sort of business you have. Many individuals start from home and then when necessary use small business incubator hubs, where you can rent desk space or meeting rooms as you need them. Or you may be starting a business that requires, shop space or storage/manufacturing space. Again this is an area for research, talk to contacts, build that network of people who can provide you with help and assistance and at sometime in the future you may well be able to reciprocate. This as part of your planning process means looking at the ‘HOW’ – How you will deliver your services? – What do you need to have in place to ensure your business will deliver consistent and great value products and services? What do you need in terms of financial help? •

• Finances – Start up costs, cash flow management processes and planning, together with management information for future planning and funding growth plans. Also consider tax and NI compliance.
• Intellectual property protection (your brand, logo and proprietary information)
• Legal guidance (business structure, business registration, terms and conditions, shareholders agreements and contracts, trademarks and copyrights for intellectual property etc) – other compliance areas like Health and Safety.
• HR (contracts of employment for staff and terms and conditions of employment and compliance policies • Insurance (personal and business)
• Contingency plans? What would happen if after just starting the business something happened to you and you couldn’t work for a while

Step 10 – ENJOY IT

Self employment is not an easy choice and it is very likely that you may become overwhelmed with the small business way of life – if you can incorporate some balance between work and home early on you will benefit from it. It’s a good idea to establish some boundaries and start some good habits. You will need to recharge your batteries from time to time, so that you can stay on the top of your game.

If you are struggling with any of these issues – either considering start up or established and feel ‘stuck’ then please call me: 07760 767 025 For anyone seriously considering self employment or growing your business I offer a FREE initial consultation and then a variety of great support services. Including the BRAND NEW – Online business review – find out exactly what you need to do to grow your business NOW – Value guaranteed so a no risk investment!

An interesting article on time management published by RANONE  described how Ohio State University in the US has classified the major time wasters into external and internal categories.

This analysis enables you to consider the original cause of the time management challenges faced in a slightly different way.

The article considers the following:

“By looking at these it is possible to establish the cause of an individual’s lack of efficient time management and pinpoint the old habits that need to be broken.

However, a sense of balance is also needed – there is no need to be too rigid, as the classic time management rules don’t work for everyone. There may also be some elements of an individual’s work that cannot be controlled, or don’t need to be controlled”.

Original Source “Easy Time Management” RANONE 

The start point for those of us trapped in the cycle of constant ‘to – do’ has to begin with putting the brakes on and taking an honest look at how we are working and that can be difficult.

I have recently met two individuals who came to me absolutely overwhelmed with their work load and very unsure of what to do to change their situations. They invested a couple of hours with me looking at how they were spending their time, using me as an independent sounding board they were able to honestly reflect on what activity was taking their time, the unhelpful habits of thought and behaviour they had fallen into over a period of time and were able to make some clear and informed judgements about their real priorities.

What I realised working with them, is that even before they tried to prioritise they needed to go back several steps and using a framework developed talking with them, look at their lives as a complete picture – many of us tend to tackle time management issues by dividing it into work or home, when the reality is all of our commitments impact on each other.

In both cases, we were able to identify a vast range of side issues that influenced their decision making processes and discuss these fully and establish new and realistic priorities in a workable routine for them to implement successfully.

It is not always possible to timetable every part of your life and nor should you want to – some spontaneity is necessary, however peace of mind and a sense of well being comes from not feeling constantly pressured by our commitments and responsibilities left undone.

The framework I developed is now documented and available to purchase at only  4.99 GBP – either via the website or by contacting me directly patricia@frozenps.co.uk and includes a SPECIAL OFFER – If on completion of the work book you wish to have a follow up implementation discussion – I will discount the price against the consultation call fee.

 For more information visit: Frozen Ps

With your head down fire fighting it becomes more difficult to see how, even if you could you can change the path you’re on, what you can do about this in a practical way that will work.

This is where the process of planning has its value, I am not just talking about ‘writing the plan’ – I am talking about taking an opportunity to put the brakes on for a while, stepping back and taking a good hard look at your business and how you run it. You might be very pleasantly surprised at what can happen. So what is business improvement?

The way you work can include some bad habits and unless you stop, take stock and review you just don’t notice, sometimes until those bad habits lead to unexpected challenges that seem sudden but have actually been bubbling along under the surface for a while. Like losing a customer or staff member, sometimes you might be offered a business opportunity and it’s hard to decide if you should take it, just because you don’t know if it’s a good fit? or you may be trying to develop a marketing campaign but not sure where to begin.

All of these business events are entirely normal – how successfully we respond to them depends on how much preparation or planning we have done.

So, how do you set about planning.

Here are some suggestions:

1. Set aside  some quality time – preferably away from your business environment where you can think more clearly without distraction
2. Divide your time into specific areas – Big Picture thinking – your vision – what you want the business to achieve, the actions that you need to take to make that happen, the resources you will need to support the plans and how you want the business to run – your unwritten rules and then operational areas like, operations – how you deliver your products and services, marketing and sales, finance, admin and legal, systems and processes, people/HR and contingency planning.
3. Have someone with you – you can do this with your partners, team or an independent person you trust to give you good feedback.
4. Allow yourself the freedom to browse ideas without limitation
5. Use flip charts or mind maps for recording ideas – there is enormous value in seeing ideas become tangible by writing them down
6. Understand what is happening in your business right now – the good, the not so good, the opportunities that are there waiting to be developed and the actions you can take to safeguard your position.
7. No. 6 is important because you are developing key information about your business performance that provides a benchmark for where you are right now – which means that you can measure your success in changing your business over time  against that data.
8. Highlight some key priorities for change, document simple actions steps to address them and schedule them against a timetable. Select 2-3 for immediate action and timetable lower priorities accordingly. Use a format that you are comfortable, excel spreadsheet, word document or project planning tools if you prefer.
9. Take action – do it….. any time you invest in planning is a complete waste of time if you don’t do anything as a result.
10. Monitor what happens and tweak as necessary.
11. Instil this way of working so that review and continuous improvement become a way of life.
12. Make better use of the specialists you use to help you in your business, for example discuss with your accountant what extra management information can be provided that gives an up to date financial snapshot of your business?
13. Outsource activity that you identify you really shouldn’t be spending your time on
14. Look for quick wins, these are very motivating and help you stick at change! An example would be to review your client list and make contact with any that you haven’t spoken to in a while, or go back and follow-up on interest shown that you have just let slip. 

The process of planning can seem daunting but the steps outlined are quite straightforward and can add huge value to your business. Once you take back control you will find that you can make more informed judgements about your business, your decision-making will become easier, you will identify opportunity to make more money, to look after your customers and clients better, motivate your team and work more efficiently. All of which makes for a successful business and a much happier and motivated owner!

If all this still seems daunting then I have developed a new service! 

Improve your business in less than 120 minutes for only £99, guaranteed value or your money back! No quibble….

We will cover all areas of your business and some!  For information: Visit frozenps.co.uk or call Patricia direct on +441582 733327

You will be required to complete a questionnaire about your business online (60 Minutes), this will be reviewed, analysed and recommendations prepared and we will discuss in a SKYPE call (Minimum 60 Minutes), so that you can implement the outcomes with ease .

1. Increase the numbers of customers you have (of the type you want)
2. Increase the number of times they buy from you
3. Increase the average value of each sale AND
4. Ensure that your business is set up with effective systems to ensure the efficient delivery of numbers 1-3

Courtesy of RAN ONE

• Why is it that I can’t seem to motivate my team?
• Why is it that my people don’t seem to care about the business the way I do? (Yes – I have been asked that)

So, what do you need to consider if you own a business that is dependent on your people to deliver its success with you:

• Hand on heart – have you talked to you team about your plans for the business?
• Do you regularly meet with them to discuss progress, opportunities and challenges you are facing (headlines are OK – you don’t have to discuss details)
• Are you confident that what your team hear from you,  is what you thought you said or intended to say?
• How much do you really know about your people, their skills, achievements, characteristics that you are not aware of that could add value to your business?
• Are you able to confidently delegate or do you keep everything to yourself because it’s quicker and easier?

Some of the answers to these questions provide the raw material for looking at how you work first – Inspiring Leadership starts with you – its you as an owner to create the atmosphere in which you will encourage your team to excel.

So, steps to take:

Develop a vision for your business and SHARE it and involve your team

Plan to have regular ‘Strategy/Planning Updates with your team and ask for feedback from them

When you issue instructions – seek feedback immediately so that you check what you are asking for is what has been heard

Plan to do skills audits so that you gain an insight into team members abilities and organise occasional social events to learn about them ‘off duty’ and very importantly celebrate successes.

When planning to delegate work:

• Select team member for their skill
• Ensure that you give full instructions (rather than a quick briefing and then be disappointed when the task isn’t completed the way you wanted)
• Ensure that they have ALL the resources they need to be successful
• Set deadlines
• Seek feedback
• Debrief after the task

And then keep delegating because the more you do the easier it becomes, you will find your team will become more confident and more engaged.

If this blog describes you, then try some of these ideas and post comments on the blog to share your experiences.

It really doesn’t matter what size your business is – all owners have to learn to be great managers and leaders

‘Release The Power of Your Ps’

• Yes – absolutely
• Most of the time
• It has its moments
• Not really
• Can’t stand it but have to get on with it

This is a question I ask all my new clients, it may surprise you that many business owners actually find themselves struggling to enjoy their work. Many of the challenges we all face are because of business issues, rather than related to the skill, training or passion that your business is based on.

Generally we start a business based on those skills and tend not to be trained in understanding the key functions of a business and understanding how to make them work effectively. So, winning work, cash flow, dealing with difficult situations and people and lack of planning and resources become obstacles to greater success.

So, here are my top 5 tips for business success this year by helping you refocus your efforts , boost confidence and revive your energy for 2011:

1. Business Planning – set aside at least 2 hours a week for ‘bigger picture’ planning, consider what it is exactly you want to achieve, what resources you need in place to make it happen, a timetable allocating activity, who will do it and deadlines. Break the activity down into small actions steps – so that you know what you have to do today to bring your goals closer and make what seems impossible, POSSIBLE.
2. Marketing and Winning More Business – review how you won your work best since you started out and then repeat and do more of what works, avoid over complicating your activity. Many opportunities for business are lost because we focus on chasing new work in isolation, rather than prioritising looking after the customers you already have- why not ask your existing customers for referrals?
3. Manage Your CASH – implement a simple easy cash flow system, Keep a tight control on costs, invoice more quickly, follow –up late or slow payers and if you are uncomfortable doing this – OUTSOURCE this.
4. Market What Makes You Different – consider seriously, why your customers choose to buy from you, obtain constructive feedback about how you are really different from your competitors. Regularly use case study and testimonial to sell your services, they are much more powerful.
5. Manage Yourself – analyse how YOU spend your time, a real wake up call for me early in my business life was checking how many hours a week I was actually being paid for! I had a diary full of meetings scheduled and none of them generated income. Consider any bad habits you may have developed and prioritise the time to do work you love and outsource everything else. Don’t forget to celebrate success and keep learning. Build a trusted support network around you and COMMIT TO TAKING ACTION…..

Small business owners, often constrained by limited resources will not prioritise development of a brand and will see it usually as the creation of a logo they like.

Developing a brand that reinforces your credibility and quality of service takes working at and will add value to your business. Unfortunately, small things can undermine the strength of your image. As human beings we all make snap judgements no matter how unfair! Poor quality business cards, personal email account addresses at one end of the perception chain and a poor or inconsistent social media strategy at the other end can undermine your business reputation.

It is well worth spending time on your personal / business brand to maximise its potential for you and your business future.

Release the Power of Your Ps!

Love to hear from you – what have you done to develop your brand identity?

• Unrealistic expectations
• Unclear message
• Competition
• Lack of difference
• Lack of market (products or services that you are convinced will sell and yet no sales)
• Lack of resources
• Unexpected growth
• Timing delays
• Cash flow
• Initial expenses exceed your budget

The process of planning and developing a business plan is a good way of looking ahead and planning for the development of your business. It can help you stay on track when distractions come your way.

I have outlined some key areas of management information that may help you manage your business more effectively. See how many you can agree with!

Your Business:

• I know the  business /market I am in
• I know what I will sell
• I know who will buy and why
• I know why those customers will choose my business

Your Market:

• I know exactly the opportunity there is for me and my business – where my potential customers will come from and why they need my products or services
• I have researched and understand what my market place will look like over the next couple of years
• I have planned an effective method of retaining my customers loyalty
• I have implemented a method of ensuring the highest levels of customer service in my business
• I have established a way of capturing data from prospects and customers so that I can market and communicate with them effectively
• I can clearly define my ideal customer
• I have researched and understand my competitors – how they operate, add value, differ from me and the way they charge for their products and services
• I have a resource team around me to help provide me support and specialist information that will enable me to manage my business well – for financial and legal guidance.
• I have set up systems to manage cash in my business
• I have set targets and will monitor progress against these

If you are starting a business, or managing an existing business – this checklist is a great starting point for ensuring that you are on the right track. If you have some observations/suggestions and ideas about items to add to the checklist then please do get in touch.

Release the Power of Your Ps!