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INCREASE SALES – Small Business Growth Planning Strategy

INCREASE SALES – Small Business Growth Planning Strategy


Ready. Increase your sales with this
small business growth strategy whether you’re a freelancer whether you’re a
small business whether you’re a growing business whether you’ve just started out
you’ve been going for a little bit of time this is a growth strategy that
we’ve mapped out we do lots of stuff with large organizations we’re a
relatively small organization, and so I’ve been distilling down what we’ve
been working on in our what we look for checklist when we’re doing work with our
customers so I’m going to take you through that so this is not relevant
necessarily for you if you want to work with us but I just want you to be aware
of some really simple tips that I’ve mapped out right here behind me to help
you grow your business be more connected with your customer be more insightful
with what’s going on and help you move forward particularly as we move into you
know the 2019 year for everybody you can start thinking about what are the things
that are going to help project you accelerate you forward. So I want you to
think about these through a few things it’s a live stream as asked Best
Practice so if you’ve got any comments or questions comment below this video we
monitor all of the comments and if you’ve got good quality questions ask
them in the comments below and I’ll get back to you. So let’s just quickly
revisit this stuff we’ve been looking at and refining Best Practice here, I’m
always constantly looking at our business and how this business runs and
what I wanted to just quickly talk to you about is we’ve just put a lot of
thought into what we’ve captured here in our brochure that we give to our
customers so I’m out almost every day seeing lots of customers and this is our
business improvement brochure. It’s what we issue with a fee proposal I’m out
seeing clients I’m talking to them about their businesses they’ve got questions,
they’ve got concerns, they I guess the the common element with all of them is
that they want to grow and they want to get more organized, they want to be you
know more profitable, they want to be fun, they want to be safe, they want to be
efficient. So if you’re an organization that really wants to grow if you’re a
person that wants to grow you’ve got you know distractions you’ve got things
happening on a day-to-day that become a bit of a struggle for you
I just want to give you I guess my tools or my practical tips and tricks that I
use to keep me grounded and keep me going forward on a day to day basis in a
month-to-month basis. So in order I’m just going to go through these and talk
about each of the elements I think they’re not well documented anyway
they’re not in the textbook it’s been trial and error here at Best Practice in
my 15 years of business these things have been what have become my current
tools and techniques if you like with helping me move forward. The first one is
start with why now in the last 24 hours I’ve been you know looking at all the
different social media posting and the different people that I follow on social
media some of them are my mates, some of them are different businesses, they’re
clients there are all sorts of people, and I think the one thing that I’ve
observed is myself as a consumer versus myself as a business owner I’m often
really quick to say why are different unique differentiators you know what’s
different about us what’s better about us in the marketplace but as a consumer
I’m not actually interested in that stuff I’m not interested what’s
different in what’s different I’m interested in why people do what they do.
There’s a great book by Simon Sinek called Start with Why. What Simon Sinek
says well talked about in that particular book or his world-famous TED
talk is that people don’t buy what you do they buy why you do it. And so when
you’re publishing on social media when you’re publishing on Instagram or
LinkedIn I think it’s important to be talking more about why you do what you
do not what you’re doing, why you’re different, or why you’re better than the
competitor, or why you’re part of an industry because, I don’t know what’s
going on in the industry I don’t know what’s going in your on in your industry
as a consumer and and I think that’s been a lesson for me in the last 24
hours is to be talking more about why we do what we do. I’m really passionate
about helping your organization grow I may have not ever met you but I’m still
passionate about seeing organizations cut through all the complexity to you
know try to help you guys be really really simple whether you’re a one-man
show whether you’re freelance whether even if you’re just working as a leader
of a team I just want you to be thinking about
I keep it simple. So it’s talking more often about why you do, what you do what
you’re passionate about and why you do what you do and my why or the why here
if Best Practice is about helping we’re really passionate about working in
partnership we like working with people and we like to help people grow and it’s
the context around business we I’m really I get really really excited and
passionate about and I’m even starting to jiggle about helping organizations to
grow so I’m really interested in your why so talk about your why.
Our why and I’ll get to it is about you know we’re passionate about helping you
be more profitable we’re passionate about helping you to be safer, more
sustainable, more engaged with your customers that makes you a great company
to invest in, buy from, and work at and so it’s good for the economy and it’s and
and I think I watch myself make mistakes on a day to day basis so I struggled to
get motivated I get caught up in you know my office’s behind this wall and I
get caught up in my office and I don’t spend as much time doing what I love you
get I get caught up in the day-to-day and that blocks us growing it up blocks
us going forward. So I think it is really important that I take my advice that I’m
about to talk to you about here as much as anything. So starting with why, so Simon
Sinek has got a great book Start with Why he’s got a he’s got a second book to
that a follow-up book called Find your Why and I think they’re absolutely
fantastic they’re worth of read and more importantly on audible if you were to
download and Start with Why and listen to the audiobook Simon Sinek actually
narrates his own book and I think it’s fantastic it’s got all the right tone
inflection and everything from-from that and that’s a it’s a really really great
lesson it’s about eight hours as a book and it will impact you so if you’re
really passionate and you’re really committed to growing your business and
you really want to grow your business give yourself permission to do that and
and part of that process is I can’t recommend highly enough the Start
with Why book. So I’m not going to steal his stuff he has tons of great stuff. The next thing that I want you to be thinking about is these two questions and they
form part of this this 12-week plan that I’m talking about right here
behind me the 12-week plan and that is in that it’s these two questions so
write this down press pause, record, come back to listen to this if you need to so it is about in thinking about the next 12
weeks what does success look like in thinking about the next 12 weeks what
does success look like for you. And yes it’s about goals and it’s about plans
but it’s it’s it’s specific, it’s measurable, it’s time based, and it’s
realistic. I want you have a real good think about
what is it that when I look back over the next 12 weeks I’m 12 weeks ahead in
my life zoom forward 12 weeks, 12 weeks then look
back over these future 12 weeks think about what success looks like for
you, what is it that you want to achieve? what is that you want to get a handle on?
And actually start to make some notes. Then that becomes something that you can
visit every morning when you get up you can go through your morning routine you
can look at those things and you can say what am i doing today to shift myself
forward? Because those things were really important to me now you might get
halfway through your 12 weeks ago actually that issues not important
anymore, or it might be completed, or it might be finished, but I want you to
think about what a success look like? what would be the key achievements that
you want to achieve in the next 12 weeks? That becomes your twelve-week plan. Why
is it 12 weeks? Because 4 times 12 weeks is almost a year, you know so we’re
thinking we’re thinking quarterly if you like so you know 4 times 48 it’s not
quite 52 so may be thinking about in thinking about the next 13 weeks so it
ends an unlucky number I’m a little bit superstitious so let’s just use 12 gives
us a little margin a little bit of margin for us. So it’s about the
difference between small businesses and large businesses these systems and
processes and if you’re a small business that wants to grow to be a large
business start behaving like one. Do your quarterly report, have you quarterly
meeting, write your quarterly planned think about what success looks like in
the next 12 weeks write it down work towards it stay focused on it’s pretty
straightforward. Otherwise you’ll find yourself back
where you are today scrambling getting stuck in issues not going forward
history repeating itself and not actually seeing the growth and not being
able to look at those milestones and give yourself some recognition and some
credit for your achievements in your effort. So we really want to say you got
to put effort in right you’re going to be alive for the next
you’ll be working really hard for the next 12 weeks but to give ourselves the
opportunity to achieve some goals and then celebrate those goals. Part of that
12-week planning the second I guess the second part of it is in thinking about
the next 12 weeks what could go wrong. In thinking about the last 12 weeks what
went wrong now I’ve had a ton of issues in the last 12 weeks there’s no doubt
that October 2018 was a was probably one of the most challenging months for
us here in our business, we’re growing very very quickly we’re doing lots of
great stuff but we did get you know we got bogged down in some mud, and we got
bogged down in some issues here at Best Practice, and so I can talk about the
things that went wrong and I really want to learn from that. So in thinking about
the next 12 weeks what could go wrong? what went wrong in the last 12 weeks? and
so the two questions are in thinking about the next 12 weeks what a success
look like in thinking about the last 12 weeks what went wrong in thinking about
the next 12 weeks what could go wrong so those are the two questions what is
success? What could go wrong? The third question that’s part of that twelve-week
plan is and what are you doing about that? And what are you doing about that?
When you think about success in the next 12 weeks what are you doing about that?
In thinking about what could go wrong what are you doing about that? And that
forms item number 3 here which is us SWOT analysis our strengths, our
weaknesses, our opportunities, our threats and documenting or writing out a bit of
an issues list. Now I’ve learnt some pretty significant lessons in 2018
around running my business and I’m going to be sharing those as we go through and
I’m thinking about that stuff because I don’t want you guys to make some of the
mistakes that I’ve made I’d like to learn from your mistakes so I don’t make
the same mistakes as you, and that’s how we can share in this community. So if
there’s some significant learnings for you in 2018 maybe comment below this
video put some comments in you know you know generic you don’t have to share
everything if you don’t want to but let me know what you’re thinking around you
know what went on for you what went right you know how did you work through
this but capturing an issues list. So this isn’t about ISO it’s not about the
usual stuff we talked about this is just about having a good small team small
business strategic system or strategic plan in place to see you significantly
growing and improve in the next 12 months. So a SWOT
analysis if you haven’t done a SWOT analysis before there’s lots of great
videos from other great presenters on YouTube strengths, weaknesses,
opportunities, and threats in thinking about your team in thinking about your
business in thinking about what you’re doing what are your strengths? What are
you really good at? What are your weaknesses?
What are your opportunities? What are your threats? And have a think about that
stuff okay now what we can then come back to is a plan on a page really
really straightforward these are my successes, this is what could go wrong,
here’s a few issues and then at the bottom maybe some measures. And that
brings us to where are we up to one two three four five stats on a dashboard
point number five here is to start thinking about what are the numbers that
you could track on a regular basis now. Whether it’s weekly whether it’s monthly
you know and quarterly so that when you get to the next 12 weeks sit down and
have a session or make the next 12 week plan you can look back over the numbers
and you can say well, in thinking about the last 12 weeks what did we achieve in
thinking about the last 12 weeks what went wrong and we can look back at our
numbers and so building a dashboard and starting to monitor that dashboard is no
different to driving a car and seeing how fast you’re going on a speedo in
front of you how fast you’re going down the road and are you going to get to
your objective are you going to get to your target in time you know at at your
desired time if that makes sense. So I want you to think about that there’s
some really straightforward simple things that you can do with thinking
about the different parts of your business
so what we could potentially not just quickly write these down how’s that so we can just think about
marketing we can think about sales we can think about customer service we can think about finance and maybe we can think about people culture and capability so I’m struggling
here and so what would be a number of leads for example or opportunities sales
have either dollars the actual dollar value of invoices for the for the week
or for the month customer service could be Net Promoter Score finance could be
cash collected and people, culture, and capability could be hours of
professional development. So if it’s just you if it’s just you
know if it’s just you if it’s just yours as a one-man show and you’re a
management consultant if it’s you, as you know and you’ve got you know a parallel
business if you’ve got a you know colleague that I was talking to he he
does really amazing protection of vehicles like clear raps of vehicles I
was talking to him yesterday. These are all applicable they’re all applicable
for all of us there even if you’re an employee of an organization if it’s it’s
even applicable for just you you know what are your opportunities? What do you
what are your sales? You know you’re collecting your salary
what do you sales what’s your salary? What’s your level of customer service
that you’re exchanging for your salary what’s your cash flow? What’s your cash
position? And how many hours of professional development? I think
professional developments you know this is probably the most important thing
that what you’re doing right now is professional development how many hours
do you spend with us on our youtube channel or reading you know reading that
book Start with Why that I talked about up here you start with why by Simon Sinek that’s professional development and I want you to think
about that because that’s really what’s going to make your that’s going to make
you more valuable doing profession for anybody out there doing professional
development reading books watching videos learning and then executing
things in an improved way whatever it is that you do will make you more valuable
and eventually you will earn more money I guarantee it. If you do the
professional development in your business you will get more sales it’s
not negotiable and that’s how we’re going to increase sales in our business
we’re talking about doing this PD doing the development doing the strategic plan
preventing things going wrong and that means we’re going to have more
capability to sell more we’re going to get out send more customers better
customer service it all equals more service that’s how we’re going to grow
that’s how we’re going to get more sales. So the stats dashboard that I talked
about just here that’s really really important. Now the one thing that I think
has been the biggest thing that I’ve the biggest message that that has sunk in
for me in the last month in anything that we’re doing with Best Practice is
the who this business is at a point in time when I’m walking around constantly
as the entrepreneur that runs this business going house
the problem how do I solve that problem all this stuff’s going wrong how do I
solve it this this is going right how do I solve it I want to grow how do I do
that but what I’ve started to realize is that as your team grows you can start
asking the question who has done that before who can I get to do that for me
because they’ve done it before they’re going to do it faster.
I’ve got Jack here for example running this hole back in he’s here in the room
with me and he’s running all this stuff because he is far better at it and
they’re who in terms of getting our message out there is getting Jack
involved setting up the lighting setting up all the technology the who is Jack.
And so when we start to talk about these things here as we’re becoming an
organization an organization is more than one person it’s two because we get
organized we have an organization three four or five so as we’re growing out the
organization we start to delegate ourselves these statistics if that makes
sense up here and so give somebody the
marketing number and say we’ve got to go get leads that’s your responsibility you
know how to do it go and do it. If you see them struggling they’re not the
right who, if they’re achieving the numbers they’re the right who. And so a
great book that I’ve been reading in the last month is No Man’s Land by Doug
Tatum and I can highly recommend that Jack it’s actually in my office sorry
about it and so No Man’s Land by Doug Tatum maybe we can do a quick google
search in a minute and find that for you guys so if you only get that ready Jack
we can we’ll show you No Man’s Land by Doug Tatum you can see the cover
I’ve been reading that and it talks about how do we get through no-man’s
land how we grow our organization find people that have done it before, if
they’ve made the mistakes they’ve learnt they’ve developed on someone else’s dime
on someone else’s dollar that’s it so Jack is just going to
quickly show you no-man’s land quickly. Here it comes. Stand by. Okay let’s push that one across here
comes everybody so no-man’s land why Doug Tatum is a picture of the cover
absolutely fantastic it looks like is that US dollars sixteen dollars seventy
eight US on eBay there we go that looks like an eBay ad is that in stock was
that Amazon on $16.78 on Amazon that looks like US dollars that book I
can highly recommend so if you need to when you’re watching the video press
pause comeback screenshot this with your device so whether you’re in a desktop on
a laptop or on a mobile device screenshot that no man’s land and grab
yourself a copy of that book it’s a fantastic read tons of professional
development for you. So there’s two book recommendations, Start with Why and
No-Man’s land by Doug Tatum. I can highly recommend it
he talks about the status dashboard he talks about giving everybody a number
and then he talks about the who and I think the biggest thing for me is who
would be that who is the best person that has experience that has done this
before that knows what to do at in the space that we’re moving into so we’re
growing as an organization you’re going to grow as an organization who is the
person that’s going to do that for you that’s done it before they’ve been there
before they’ve walked that path before they’ve made the mistakes and someone
else paid them to make them those mistakes. And I know this sounds selfish but
that’s just reality too often I think I’ve fallen into the trap where I just
like I’ll grab the next available person like we desperately need someone to help
and we grab someone who’s available instead of the best player, and so if you
think about a football team if you sort of think about a basketball team if you
think about a sporting team we want to look for the best player to play that
position not just the person that’s available you know you could get anybody
and bring them onto the field then maybe not they’re not going to help you win
you want to find the person that can help you win. So have a think about that
dashboard and those key areas there on that particular dashboard.
Okay the last point I just wanted to quickly talk to you about is we you know
you’re doing what you’re doing in your you know you’re constantly stretching
the promise that you make to your network you know whether you’re whether
you’re working in a job whether you’re a one-man show, whether you’re a management
consultant, whether you’re you know you know running an apparel business, and I’m
thinking about someone when I say an apparel business when you’re you know
whether it’s you you’re running Clear Shield and that’s a shout-out to David Yanelo at Clear Shield so you know I want you to think about this
sort of stuff and it’s any of any of you guys that are part of the Best Practice
Network I want you to think about who I’m getting that’s how you’re going to
grow you that’s the best way to grow your organization and we we spend a lot
of time writing systems and processes and documents and all that sort of stuff
because we nil neglect to put the effort into finding the best who to get those
numbers for us then the last part of it is process like the more that we
systemize our business the more that we refine process flows then as the
business grows then we can have you know lower levels of skilled way by helping
us to achieve those numbers, but we’ve got the other right initial people in
place to manage as part of our management system and as part of our
management strategy if this is your management strategy but then eventually
we want to systemize the business we want to do as much as we can with
software as much as we can automate it with great quality tooling or a great
quality factory depending on what your business does whether its products or
services we want to systemize as much as we can so we can keep tweaking that so
the system puts out a robust consistent five-star result, and then we have the
human element guided and maintained with professional development and training
and we go through the same process as ourselves we talked about professional
development people culture and capability. So that’s really been you
know the small story and the small you know piece of information I wanted to
share with you today and it was really prompted by we we’ve revised our
brochure here Best Practice business improvement brochure and it was all
about you know what are the really succinct simple things that we can do to
pull together our management system that helps us strategically manage our
organization outside of certification you know not really you know yes you get
the pleasant brought up byproduct of an ISO management system whether you’re
looking at ISO 9001 you’re looking ISO 14001 for environment
or ISO 45,001 for safety or cybersecurity all these principles
applies I just wanted to talk you through this it just explains what this
is all about here in this brochure and I think it’s a great starting point and I
want you to be thinking about that because that becomes the building block.
So, your homework after this video I want you to think about the next 12 weeks
have a look at your calendar open up your calendar open up your diary and put
in a time to give yourself a clarity break, you know you can sit back you can
look at what you need to do take a day off work take a day out find someone
nice where it might be a nice coffee shop, or a cafe, or a place by the beach
or now out in the forest you know or just outside to give yourself some clear
space go for a walk maybe an hour walk or a two hour walk somewhere safe go for
a walk and then come back and start to write down and thinking about the next
12 weeks what a success look like? In thinking about the next 12 weeks what
could go wrong? What went wrong in the last 12 weeks?
What stopped you from going forward?What were the things that came up that
stopped you from going forward? Get those on to your issues list and start with
thinking about the preventive strategies that you could put in place in the next
12 weeks to stop those happening again. Because then they won’t be
roadblocks for you and your business will start putting foundations down that
help you grow putting controls in place to prevent those things happening again
that will help you go forward. Yes there’s going to be new challenges in
the future and there will be things that stop you from being productive in the
future and it’s thinking about how we can work around those things in a much
more efficient quicker faster way to keep ourselves moving forward to get
those numbers you know hit the numbers that we’re talking about here on this
particular dashboard. Okay so a couple of other things to just be be aware of
issue 4 of certified has just come out there’s issue three and there’s issue
four so both of those are available for download on the training academy if
you’re in Australia and you’re on our mailing list we will be sending you our
hard copy so if you’d receive this in the post before if you’re a client of Best
Practice you’ll get a copy of sent to your organization so ask your
Best Practice contact – that was sent – so you can go find it and have a read of
that if they are all available for download on the Best Practice Training
Academy and we’ll post the link to all those products below in the description
of this particular video. So comment below for me I’d love to hear what’s on
your strategic plan? What does success look like for you in the next 12 weeks?
What are you working on? Any of you guys that are watching live right now if
you’ve got questions I’m here to answer your questions I see a few people
watching live if you’ve got any questions or if you want any of my help
tell me. What’s the biggest challenge that you’ve got? Or that you see that you
might have in the next 12 weeks? What’s the biggest opportunity for you? What’s
your strength what might be a threat for you? And certainly if I think back over
October 2018 and comment beside if you’ve got the super chapter you’re
watching live and you’ve got a question or you want to share something you want
to let me know where you’re watching from maybe you guys that are watching
live let me know where you’re watching from I love it when people tell me from
all over the world where they are it’s quite exciting we’re here coming to your
life right near Manly in Sydney Australia so yeah if you want to let me
know where you’re watching from but also if you’ve got a challenge let me know
what I can I can help you with that challenge. So if you’re watching this
after this livestream after comment below and don’t forget to go and have a
look for me on LinkedIn my handle is @KobiSimmat on LinkedIn and hit the
follow button and you’ll get lots of my tech space to video an image post on
LinkedIn and it’s a great way to message me if you’d like to ask me a personal
question if you’d like my guidance or advice directly in a personal one-on-one
environment you can send me a message on LinkedIn and I’ll just say if you’ve got
a question just ask the question and I’ll help you with that question so go
find me on LinkedIn @KobiSimmat and hit the follow button and send me a
message on LinkedIn and I can help you there. Okay check it out Best Practices
website lots of updates on the Bestpractisecertification.com.au on the
website on the blog page we call it trade secrets and Alexie’s been writing
lots and lots of great articles for you guys to have a read so if you like
reading stuff go check out the Best Practice website. Okay so any questions
from anyone not at this stage. Hello Nick, given
all the moving parts we assume that every 12 weeks it’s best to pull up take
a break and go again in ISO language put that double as management review? Yes, absolutely
Nick that’s exactly right we use ISO 9001, ISO 14001, 45001
as our inspiration one hundred percent I talk about these things here what I’m
talking about here in all this butchers paper will give you the pleasant
by-product of ISO compliance and absolutely mean that is an absolutely
fantastic question. Management review monitoring and measurement now we talk
about the dashboard we’re talking about obviously issues list might which might
be improvement or your corrective and preventive actions other, who it talks
about resources in the standard and obviously process flow so a whole bunch
of these are married back to different parts of an ISO system. So yeah thanks
Nick thanks for the question and Nick I assume you’re watching from Melbourne in
Australia so thanks for joining us live. Okay so all of that’s relevant and I’m
going to go away and drink some of my kool-aid as we like to say and I’m
actually going to go and implement these seven steps. I keep revisiting those
seven steps take time now and actually look at how I can improve what I’m doing
for you. what you guys are doing to help your customers, excuse me, what you’re
doing to help your team members, what you’re doing to lead your small
organizations to growing into better things so that you become organizations
that are fun, safe, sustainable, profitable growth focus I’m looking forward to
seeing everybody and hearing everybody’s comments and seeing you all grow and
sharing what you do. So go check me out on LinkedIn check out Best Practice and
also go and have a look at Nextpractice.education and that’s actually a
fantastic little team that’s starting to grow do great things and follow a lot of
these principles so if you haven’t checked out next practice gods you do a
Google search for next practice and my last request if you loved what you saw
here give us a like give us a comment and also if you do engage with best
practice I’d love to see a Google review so if you wouldn’t mind taking some time
out to jump across search for best practice certification on Google go to
our Google page and I’d love a Google review so I’m going to
you all next time when we run another livestream thanks for watching.

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