Posts Tagged ‘focus’

Competition and Selling: Where’s the Focus?

I was catching up on reading earlier and thought I’d share links to a couple of blogs I subscribe to.

They’re both written by American males yet there the similarities probably end… you’ll see each has his own distinct slant on life and business and the way the sites are used.

I found this one from Chris interesting and it’s pertinent to any business. It’s central theme is: Compete with yourself rather than against the competition and it’s an approach that makes a lot of sense.

Though I’d add a caveat to it saying: Instead focus on what your customers a) need and b) think would be ‘nice to have’ (would they pay the extra for b)? What value would they place on it? Do the sums add up for you?)…

His business is largely online and he actively encourages participation from the site’s visitors – as you can see from the comments.

When you read the title of this post you’re expecting him to say that it’s a no-no. Quite the reverse – the message is: Get with it!

Jeffrey is passionate about selling. And he approaches it from some weird and wonderful angles. Some may seem way too OTT but there are usually gems that you can adapt and use in a way that suits you.

He’s not looking for dialogue with the site’s visitors: it’s a showcase where he freely demonstrates his skills… and encourages you to buy if you want more…

How can I get more business? 2

You’ve stepped back and answered your own questions satisfactorily about what you offer, your differentiation and your market’s preparedness to pay.

Let’s stay with the fundamentals a little longer because I think I glossed over one:

“What excites ME about what I can do for people and what that helps them achieve – and do I know for certain that it’s the same thing that will excite them?”

This is the raison d’être of your business: You need to be able to clearly articulate it and transfer that enthusiasm to your audience.

A client came to us three months ago. He runs a successful recruitment business that has grown over the years yet he realised he’d lost interest in it and for some time had only been seeing the problems there. He’s now regained his focus, made it into a leaner operation, re-energised his staff and is actively looking for and creating opportunities and solutions.

Many businesses can and do fall into coasting along when the economy is buoyant. Sometimes radical changes need to be made when circumstances alter and the economy takes a drastic nose dive. Those changes, whatever they may be, start at the top: With YOU.

I posted here last week about how my cousin took the tough decision to reduce the size of his workforce.

He hadn’t lost focus but there simply wasn’t now enough work coming in to continue to support the business as it was. Unlike corporations that are making hundreds, if not thousands, of employees redundant, these weren’t faceless names on a payroll – they were people he had worked with for years. Yet he had to do it to ensure the survival of the company and job security for the rest of the staff.

The last thing I’m advocating is that you let people go whose skills you will need to help take advantage of the upturn when it comes. But if you go back to basics, your core business, and involve your key people to see how they can contribute to that, you might find you have a few nice surprises!

If you’re ‘too close to see the wood for the trees’ why not bring in someone you respect and trust to work with you? While you’re at it it’s worthwhile remembering that saving is the other side of the coin to making money by increasing profitable business. A packaging & design expert recently saved a company thousands of pounds. The first thing he did was to invest time talking to the people on the shop floor, something their management hadn’t done for years…

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