Monthly Archives: March 2015

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How You Can Attract The Perfect Clients?

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If you have been in business for any length of time, you know the pain of the “problem client”.  Once they are through the door, they cause nothing but aggravation.  They are complainers.  They complain about everything, from having too much information, too little information, the font size you use, and a myriad of other complaints.

Once you realize you have one of these you are faced with two choices: continue to have the abuse and aggravation … or fire the client.  I recommend that when you find you have one of these, cut ties, and move on. Hopefully this will be a small percent of your business. I know that I have very few problem clients any more.

There are several filters that help to reduce attracting “problem clients”.

  • Boldly emphasize your core beliefs.

 

Many business advisors recommend keeping these generic. I think the only reason to keep your stated core beliefs generic is to be average, mediocre. State clearly what your core beliefs are and how they apply to your business practices.

 

  • Charge premium prices.

Premium pricing, combined with high quality service or products, for your industry works great for driving away whiners and complainers.  If you don’t hide the fact that you are expensive you will attract better customers.  Premium pricing can take several forms. It may be that you don’t cut your rate, have a consistent result, or have a better guarantee.

  • Clearly and consistently communicate your criteria for working with clients.

The first step is to make two lists: #1 “things I like about clients, #2 “things that drive you crazy about clients”.  Once you have written these two lists, the fun begins.

Putting these filters to Work for you.

Decide to start today.  Find natural ways of incorporating the criteria for your ideal customer list into your marketing and content. You will build a group of people, Seth Godin describes this as your Tribe, or a customer profile that you will work with. By incorporating these filters, you too will have fewer “problem clients”.

 

Question of the week: How do you deal with problem clients?
Quote of the week: “Permission marketing turns strangers into friends and friends into loyal customers. It’s not just about entertainment – it’s about education. Permission marketing is curriculum marketing.” – Seth Godin

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The Art Of Leadership As Learned From Watching A Kayaker

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If you want to be successful in business, take time to watch a kayak race. They have to go through gates, shoot the rapids, and turn around poles.

 

Five Lessons from a Kayak Race

  • Anticipate the Current

A couple of years ago, when taking a white water raft trip, in Montana, there were several experienced kayakers on the river.  The water was tumbling over boulders, twisting, racing past in the narrows, and drawing boats in unexpected directions.  The kayakers especially had to anticipate the changes in the river current.

Sometimes, inexperienced business leaders underestimate the force of the business currents.  Veteran leaders don’t make those mistakes.  They respect the force of competition and the pace of business.

  • Identify the Gates

 

In kayaking competition, the paddlers navigate a series of gates, turn against the current, and paddle upstream back through the gates.  Inexperienced competitors get swept past their gate and are penalized.

 

In every business there are gates that must be navigated.  Each gate requires skills, agility, and fortitude.

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Leading When You Feel Underwater

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If you are leading today, or are preparing to lead at some point, you will experience “Underwater Leadership”.   The feeling that the waves of the demands of the job are breaking over you and you can’t catch your breath. Don’t panic.  Prepare to work through the situation.

 

Five Steps to Live Through “Underwater Leadership”

 

  • Why asking for help increases your leadership credibility.

 

Don’t be afraid to ask for others for help. Avoid the attitude of arrogance. By asking for assistance creates the environment that no one person has all the answers.  Yes you are the leader, but the first rule of leadership is to know that you don’t know everything.  It also allows your other team members be creative.

 

 

  • What to tell people that ask “How is it Going”.

 

When you start something new, people will often ask “How is it Going”?  You can respond like you have it all under control or you can be honest.  At the beginning, you will have a lot to learn.  Don’t be afraid to admit that your new organization has a lot going on and you have some thing’s to learn. Also reassure them that you will learn what is going on quickly.

 

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Can you plan to stay off the “Worst Boss Ever List”?

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We’ve all had them.  The boss we hate to work for.  But what qualities define someone that is good to work for versus someone that you dread dealing with?

As entrepreneurs, we, by our very nature, like control. However, by empowering those that work for us with the tools to succeed and then get out of their way.  That will produce great results.

Interestingly, the same qualities, either negative or positive, define whether we are a boss by position or a leader.

 

What Great Bosses Practice

 

  • Avoid Micromanaging People

 

Most people like to exercise the freedom to be creative and use their skill. They don’t like their boss to be involved in every detail of their work.  They like to know the goal and direction and then be let loose.  If you provide them with those guidelines and let your employees be creative on how to achieve those goals, they will be most productive. Also, the main reason people leave a position is lack of ability to be creative.

 

  • Be Consistent

 

Don’t respond erratically.  No one likes to work for someone that responds inconsistently. You never know how that person is going to respond.  Working for someone who is always reactionary wears on people.  It becomes difficult for your employees to do their best. Don’t be Dr. Jekyll and Mr. Hyde.