YOU MOPPING YOUR FLOOR WHEN YOUR HOUSE IS ON FIRE?
Don't waste your time, energy, profits and
sanity on non-core business activities unless you plan to expand
into that area. And even then - expanding into other areas should
be a considered response and not a knee jerk reaction to someones
FILL YOUR DAY WITH CORE
If your not chasing and filling up your day
with your core activities you may be slowly killing your own motivation
and your business. 21 years experience in our own business has taught
us this, and we have proven time and time again that it is more
efficient, more enjoyable and more profitable to focus on chasing
your core business activities. And why wouldn't you want to focus
on something you enjoy and are good at? "You need every sale
you can get" I hear you say - WRONG! That is a classic trap.
If you fill your working hours with core (high pay-off) activities
then the profits from those efforts can be substansially higher
and substantially more rewarding. You will also free up more time
to work "ON" your business. Twice we have been nominated
for the Growth Category in the Small Business Awards and each time
it was when we made a concerted effort to focus on core activities
like a laser.
Do you know how many clients you have? (we
currently have 715). Do you know who your clients are? (Yes! and
we make the effort to know them). Do you know their purchase history
and frequency of re-ordering? (Yes! Knowing this information helps
with Sales Forecasting). Do you try and pre-empt a re-order and
periodically stay in touch with your clients? (We do... We try and
spend roughly 2 hours EVERY day contacting our clients. This is
mostly an enjoyable task. We keep it short and sweet. We do not
pester the clients, just a quick courtesy call to see if they are
ready to re-order (our forecasting is often correct and the client
often says "You must by psychic! I was planning on calling
you this week"). This is a great opportunity to offer new products
or bundling. We ask for a realistic re-contact date (6 months from
most) and update our Calendar Reminder System (We use Google Calendar
with Email reminders). From experience - we have found the best
times to call are usually between 11am-11:45am and between 2pm-2:45pm.
ALSO - Try and take notes regarding the BEST person to speak with
(and keep this list up-to-date as staff occasionally move on).
FOR A HIGHER AVERAGE DOLLAR SALE
There is a reason that McDonalds asks every
customer if they would like "fries with that?" and it's
because that simple question takes very little time or effort to
ask yet it generates a much higher average dollar sale and profit
per transaction than if the question had never been asked. We found
the same to be true in our own business, and after trying it ourselves
we found that our average dollar sale almost doubled over the 2
week sale monitoring period (from $165 to $330).
COACHES & READING
Over the years we have been privy to some
fantastic coaches, mentors and books. They include (and are not
limited to): Tim Mole (Technology Centres Australia), Robert Kiyosaki
(Rich Dad / Poor Dad, and Cashflow Quadrant), E-Myth by Michael
Gerber, Mean Business by Al Dunlap, and Anthony McNab (Prosperity
By focussing on these simple steps (Core,
Bundle, Reminders, Mentors) and applying them into our daily business
routine (systemising) our turnover AND OUR PROFIT increased by $30,000
in the following financial year. We achieved this whilst working
a FOUR DAY WEEK on average (a 5 day week in the previous financial
year). Take baby steps if you must- but MAKE time to take at least
ONE baby step per day.
The Infotek3000 Business Network is roughly
a 2000 page website, offering Business Directory Advertising as
an affordable boost to your current marketing efforts. For more
information about this affordable and tax deductible investment
please visit www.infotek3000.com
Michael Bourne is the founder and part owner
of the Infotek3000 Business Network, which was established in 1996.
Michael holds an Advanced Diploma of Information Technology with
High distinction and has also studied Systems Analysis & Design,
discrete mathematics, and Management.
Article written 31/10/2013
2013 Infotek3000. All Rights Reserved
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