A little motivation can go a long way

I didn't know if I was going to make it... the finish line looked like it was moving away from me and my shoes felt like they were made from lead ... UNTIL ... I saw my family cheering me on.

I was suddenly running faster, not even thinking about the 20.8 kms I had just run. I crossed the finish line for the half marathon at the fastest pace I had run over the entire race.

It's amazing what can be achieved with a little bit of motivation.

You can use this effective tool with staff, customers and friends, to help them get what they desire, or to encourage them to do more of what you want.

Look for the 'good stuff', acknowledge it and you'll be amazed at what can be achieved - just with a few encouraging words.

Removing the risk

Imagine all the things you would be able to do if there was no risk associated with doing it.

Think about all those things you would like to do, but the risk of doing it is too high.

Recently I sold a vehicle online. It didn’t sell for the first few weeks, then there was some interest, but the “tyre-kickers” didn’t want to commit to purchase.

Why was this?

For them the risk was too high. The risk of buying a lemon. The risk of the vehicle being misrepresented. The risk of not knowing this guy called Tony.

How could I reduce the risk?

I got a brand new warrant of fitness and I gave them a 24-hour money back guarantee. If they weren’t happy with the purchase, or felt I had misrepresented the vehicle they could return the vehicle in the same condition and I would happily give them their cash back. Suddenly I had buyers and the price went up, all because I had reduced the perceived risk.

What else could I have done?

Test drives, included a free vehicle check, petrol vouchers or service history records.

What can you do to reduce your client’s risk?

Imagine how much more business you could do if your clients felt there was no risk associated with their purchase of your recommendation or service.

You could:
1. Have a 14 day free look period.
2. Offer a refund of your fee if your promises weren’t delivered.
3. Offer a free 20 minute check.
4. Introduce a client loyalty programme.
5. Use testimonials of existing clients.
6. Use regular newsletters to reinforce your knowledge and expertise.

Doing business doesn’t have to be risky for your clients. Think of ways you can reduce your client’s level of risk so they are even more comfortable working with you.

Wishing you better business!

Try your product!

Sometimes I wonder whether some business owners ever try their products or services, because there are times I get extremely frustrated.

Like, when I sign up to a website and get told that a particular user name is taken, but doesn't suggest an alternative - so I have a "lucky dip" of possible available names before I give up.

Or, when I try and open a breakfast cereal and find the tear tab doesn't work properly & I end up with a messy pulp of cardboard.

The examples, as you probably know, are everywhere.

If you are in business, try your product as a new customer would. Alternatively survey new customers (respecting their time) and ask if there is anything you can do to make their experience even better.

Protecting the biggest asset

Did you see the news story about Eddie Griffin, a comedian from the U.S., who wrecked a rare Ferrari Enzo estimated to be worth NZ$1.69 million?

It made headlines around the world.

A person who owned something worth NZ$1.69 million would insure it right?

Wrong!

There are many people who will earn over $2 million in their lifetime and haven’t protected it with insurance. For instance, a 40 year old on $55,000 p.a. whose salary increases by 3% p.a. will earn over $2 million by the time they turn 65.

The biggest reason people don’t insure their income is the perceived cost. However, using a small percentage of the income to protect future income is a much smaller cost than losing future earnings due to sickness or injury.

Like the owner of the Ferrari Enzo, you never know what’s round the corner.

Changing perceptions by changing language

Early last week I thought "World Class" was as good as it gets...

... until I heard Kevin Roberts from Saatchi & Saatchi tell the audience that "World Class" was only as good as everyone else - average.

Today, when I received an e-mail announcing a "World Class website development", I thought "that's a pity".

It's amazing how you can influence people's perceptions with your language. Most importantly, you also need to explain the context of your words, like Kevin did with "World Class".

If you are in sales and price is an issue, you can educate your clients on the difference between "cheap" versus "value".

Think about the words your customers use and then educate them on words and stories you would like them to use to describe your products or services.

City transport solutions

Here's an idea I put to the authorities & they loved it!

Your city might be able to use this idea too.

I had heard on the news that (back in the old days) entry tickets to the Royal Easter Show in Auckland, New Zealand used to include the cost of a rail ticket.

I thought this would be a great idea for our modern city, if stadium event tickets included the cost of public transport. I'm sure more people would use the bus & train, and those who didn't would still pay, as a form of penalty, for not using the public system.

This would decrease congestion, and the additional cost would be very minimal, which wouldn't affect stadium sales. This idea could also be applied for other big events in the city.

Seek and you shall find

It’s so much easier to find what you want when you know what you are looking for.

For instance, if you think everyone is your customer it can be hard to find them. If you stop and consider what your ideal customer looks like it becomes easier to find them. For instance, if you work best with males, between 45 & 55, who are self-employed, it you are more likely to find them because you are looking just for them.

This strategy works successfully in other areas of your life too.

Looking for a partner? Write down what they look like & what attributes they have.

How about taking photos as a hobby? Giving yourself a theme narrows down the types of photos you take but helps you look more purposefully, making it easier than taking photos of anything and everything!

Looking for a new job? Write down what it looks like, what you'll be doing & how you will feel.

Work out what you are looking for, write it down – then get out & find it. You’ll be surprised how much easier it will be to find!