When it comes to sales there are users and buyers. Sometimes they are the same and sometimes the buyer is not the user. An example of this is a parent buying something for their child. While the user has an interest in gaining value from the product or service, the buyer has their own set of criteria. The salesperson has to understand, and speak to both. One question to ask is this – is there a way to make this buyer a user as well. It can be done. A recent example is Chuck E. Cheese's. They took a look at the buyer experience and asked if there were things they could offer to the buyer that would increase the value of their product. They now offer services that speak directly to the buyer – effectively making them a user group. So, now they have two users they can message to, thereby bridging the gap between their buyer and their user. They figured out a way to be of value to both groups. This example shows the value in looking at your client base through a different lens. Identify who your buyer is, and who your user is. If they are not the same, explore whether there are things you can add to your offering that would be valuable to your buyer. Can you make them a user? This exercise can produce a new target market for your business. And it is something that is often overlooked. It takes curiosity and openness. One of the dangers of business is tunnel vision. We get so focused on what we already know about our target audience(s) that we can overlook something that is right in front of us. Consider the Chuck E. Cheese's expansion model. Review your clients, your offerings, and options for growth. You may just find you have a whole new road you can go down. Copyright© 2017 Seize This Day
Seems like we are seeing all kinds of leadership challenges these days. From the airlines to telecommunication companies to government, we see stories daily where leaders are challenged to make good decisions.
Lolly Daskal has taken this issue on in her new book, The Leadership Gap, What Gets Between You And Your Greatness. Publishing in mid-May 2017, this is a wonderful deep dive into 7 leadership archetypes and their accompanying gap.
According to Daskal, at any given time we can experience any of the archetypes. And, we can find ourselves in the gap instead. Owning the realities of leadership gaps and learning how to overcome them can have a major impact on how effective you can be as a leader.
I think this book is ideal for everyone seeking to be the best leader they can be - in any aspect of their life, business, and career.
The Daily Rituals of Prosperity Series: The Best Tools to Provide, Time, Energy & Enthusiasm for Your Life & Business is a FREE 30-day training which I am super-excited to be a part of! Watch Tamsin Astor interview me and and over 20 other amazing coaches, mindset experts, authors, Doctors & nutritional experts here Sign up if you want to learn to: *Boost your energy & use it wisely so that you have time for home & work & fun *Manage your time so that you let go of overwhelm, once and for all *Cultivate self-care rituals for your mind, body & spirit and avoid burn-out *Employ strategies that shift you from busy to productive *Create flow & harmony in your life, biz & relationships so that you are present, powerful and truly authentic in every sphere of your life *Operate from your core values, rather than those which are imposed on you
Do you sometimes feel like you are experiencing Groundhog day every day? That no matter what you do you realize the same result? This happens to a lot of small business owners. We get so heads down and in the weeds that we can't see the cycle we're in.If your business development efforts are stalled, get out and join an organization or structured networking group. If your systems are a mess, pick one and tighten it up. Got too much to do? Hire, or enlist the services of a company that can do the things you need but shouldn't be doing yourself.
There is real value in taking a step out to analyze what's working and what isn't. If you are going through the same old steps day in and day out, that's a signal to change things up.
The one thing that is certain is that it is your responsibility to take a critical look at how you are operating your business. And if you're feeling stuck in a loop, change things. The great thing is you can do this at any time.
If you are wondering what organizations and groups are out there try googling it. If you are in Northeast Ohio, visit www.cbcmagazine.com and check out the list of networking events on the left side of the page. No matter what city you live in there are opportuntiies to connect.
So, as we experience Groundhog day and discover whether there will be 6 more weeks, or a month and a half, of winter do yourself a favor and make a new decision!
The folks at Eccountability have written an awesome post about the importance of self reflection. And it's more than that. It's really about identifying what matters, what you are doing, how they coincide (or don't) and what to do about it.
Read the post here and make sure to go through the process they outline. This is the kind of thing that can be done at any time in your business. So, as you move along and distractions creep in, take a step back, take stock, and adjust for the good of your business.