Saturday, January 19, 2008

Navigating Through Business Pressure

Owing a business is an audacious task. There are numerous things that need to be completed in a day. It gets so frustrating that owners and fitness professionals question how all will get accomplished. The crux of the issue lies not in the amount of time or lack of time, but organization.

The successful entrepreneur is well organized. The more organized the professional the easier the day. The best and most successful understand how to move around the hurdles in a structured manner so that they accomplish more- with less.

I recall many years ago living in New Jersey and commuting to Manhattan, one frequently stopped to pay tolls. These necessities are required for road improvements, etc. yet they become any annoyance and add time to your commute. Tolls create agitation because you need to stop and restart, they frustrate you as you fumble for ways to weave through the longest line to ease your commute and finally, distract you as you watch other foppish commuters.

There are three tolls in your life and your business that disrupt your day they are:
1. People
2. Problems
3. Processes

Each of these factors contributes to a waste of time, energy and euphoria and manage to throw your days into pandemonium. For you to gain instant organizational momentum you must embark in three ideologies:
• You must have a healthy selfishness
• You must keep in mind moments do not return
• You must embrace the issue and make an immediate change
If you keep these in mind throughout the day your disarray will lead to order.

When we look at organizational skills we need to first understand what gets in the way of efficiency and organization and the most common cause of disorder. Procrastination detains you. When you steer away from confrontational or imperative issues you back up other issues creating a domino effect.

There are a number of major reasons for procrastination such as is a FEAR. The issue takes too long to complete, is too boring or simply is ridiculous and takes time from something else. Yet, research shows that in 98% of instances when procrastination exists, the excuses for procrastinating actually take more time then the issue itself.

Marcia Wieder states: “It’s how we spend our time here and now, that really matters. If you are fed up with the way you have come to interact with time, change it.” In other words if you find yourself not dealing with things, paperwork is piling up and calls unreturned then you must absolutely begin to change you habits. Paperwork, calls and reports do not disappear because of avoidance they grow LARGER!!!

Self-management is simply the result of developing good habits and letting them control you. or another way to look at it is don’t let bad habits control you ---you are in charge…so you make choices

Labels: , , , , , , ,


Read more...

Wednesday, September 26, 2007

Smartivity - Drew's Stevens Smart Activities for Successful Business Techniques


Many of my clients are either small to medium business owners (5 to 150 million in annual revenue). My focus in working with them is in the areas of profits and productivity. These hard working ladies and gentlemen have may aspirations- one of these is while creating profits for the company is making a high level six and seven figure income. The question then remains, how?

In my many years of sales and entrepreneurship, I have become knowledgeable in the four vial areas of success. These include sales, marketing, financial and personal processes.

My belief is that in order to run a profitable, successful and lucrative business all four processes must share equal time and attention. Business owners must focus on these four aspects to create success and most importantly must have others in the company understand the importance of these as all become completely entrenched in sharing the mission, vision and pragmatism of the company.

To begin, a sale is perhaps the most crucial element of any firm. Without sales nothing happens, the lights do not illuminate, phones do not chime and computers do not buzz with necessary content to create business inventory. An owner must concentrate all outbound efforts on creating the necessary communication to produce the necessary revenue to operate a profitable firm.

The second critical element is marketing. There tends to be confusion between sales and marketing. With sales owners are aligning products and services with the wants and needs of the prospective buyer. Marketing is the essence of the message and how you communicate your services to indicate to potential buyers that your product exists.

The third critical element is financial. Give anyone money and they can easily spend. Business owners can either be too frugal or spendthrift. Successful people understand the importance of balancing this. Great business owners understand money must be invested in sales and in marketing so that the public is aware of your offerings. Business owners must spend money on advertising and promotions or on lunches and presentations so that potential clients understand how your product or service meets the need. Yet while money is invested in these vital elements money coming in from sales must also be invested and most importantly saved for future use. Business like much in life is cyclical and business owners understand the importance of riding the volatility curves of business cycles, economic turbulence and buying trends.

Our last process element is as important as the other three. The personal process is about you. The personal element means creating balance in your life. You must gain time for family, time for your creator, time for education and civic duties or however you want to spend time on you. The hardest part of ownership is breaking away from the conundrum of business and providing necessary “downtime” for you to rejuvenate and recharge, doing so enables you to remain passionate, remain persistent and remain powerful in staying the course for success. Achievement is not only about how much money you bring to your wallet but the passion and commitment you make to you.

While many owners are seeking a magic bullet or a secret to success it will surprise you to learn that it does not exist. Balance, commitment and consistency are the true keys. Committing to equilibrium in sales, marketing, and financial and personal gain you are guaranteed success in your business and perhaps the millions that keep you awake at night!

About Drew Stevens Ph.D.

Drew Stevens PhD is the Sales Stategist. Drew is a sales expert provides a winning game plan to become more productive with no capital investment. Drew is the author of seven books including Split Second Leadership, Split Second Selling and Split Second Customer Service. Drew is frequently called on the media for his expertise. For more information, contact Drew at 877-391-6821 or drew@gettingtothefinishline.com.

Labels: , ,


Read more...

Monday, September 24, 2007

Tactical Selling Does not Work – Dr. Drew’s techniques for better profits

Selling professionals are too technical in today's competitive global market. Here are three simple techniques to help your organization to become more strategic.

Drew Stevens, PhD, “The Sales Strategist”

Sales forces today are too tactical. In the increasing age of globalization and Internet, competition rises. Attempting to thwart competitive forces, organizations typically hire more talent to sell more products or push one brand over another. Today’s organizations must sell smarter, not harder. This will include focusing on three areas:

Tactical Selling Teams – Tactical sales forces don’t work in today’s complex and connected world. Sales representatives are myopic to the needs of the organization and focus only on the “product/service” of the day. For many of the larger firms, clients see multiple representatives from the same firm. Thus, bargaining power, positioning and value to the client is lost.

The solution is to find the driving forces of your organization and reposition sales representatives so that your core values and related benefits are aligned with client solutions.

Alignment With Customer Values – Most clients comprehend your company’s information prior to the sales visit. Prospective clients seek to parallel a selling firm’s values with their own. Thus, if a potential client seeks to gain marketshare using productivity efficiency then your offering must focus on efficiencies.

The solution is that sales representatives need to research clients and offer them value not price.

Customer to Customer Influences Are Too Strong – One exceptional client experience gains another; one poor experience gains a feature story in The Wall Street Journal. One strategic driver for all organizations must be uncompromised client service. Southwest Airlines, McDonald’s and Starbucks exist to please the customer – each firm takes pride in the customer experience.

The solution is to review your customer experience to understand how your clients mesh with your corporate strategy.

About Drew Stevens Ph.D.

Drew Stevens PhD is the Sales Stategist. Drew is a sales expert provides a winning game plan to become more productive with no capital investment. Drew is the author of seven books including Split Second Leadership, Split Second Selling and Split Second Customer Service. Drew is frequently called on the media for his expertise. For more information, contact Drew at 877-391-6821 or drew@gettingtothefinishline.com.


©2007 All Rights Reserved. Drew Stevens Ph.D.


Labels: , , , ,


Read more...