Taking the lead in business requires clarity

Taking the Lead in Business

Taking the lead in business goes beyond selecting a title. As business owners, we have a duty to educate our clientele. Too often sales and marketing consume every second of our time.  Then it’s a surprise when the sale is not finalised or returned. Negative feedback no matter how constructive falls on blocked ears.  However where there is a lack of sharing the process with others (be that the team or the client), it is impossible to keep up.  Leaving the door wide open to doubts, regrets and countless questions. 

Review the three real-life examples of where the business owner has failed to take care of the business and ended up missing out due to not having a process to keep the client engaged. The lack of understanding has a negative impact on the business.

To start a business because of the burning desire to positively impact the lives of others is great. But well-meaning intentions alone do not make a successful business.  The specialist knowledge that you have for your chosen area may not be widely known or appreciated by the client. It’s not enough for you to just do your job until you explicitly explain in a manner that the client understands you could begin the relationship at cross purposes.

The lawyer who won't make a decision

I remember listening to a conversation between two business owners where they expressed their open disdain for legal professionals. It seems that no matter what question they asked their legal representative would not give them an answer.
 
By now you’ll probably be aware that the law is my long-standing torrid love affair. This conversation was disturbingly amusing for two reasons. Firstly when you engage a legal professional, it is for you to instruct them. That alone should alert you to the fact that they will not make decisions on your behalf (unless you have instructed them to do so).
 
Common practice is to present the best options and it is for the client to make a decision based on the advice given.
 
Secondly, as a business owner you are the leader of your business, so why would you want or expect someone to make decisions on your behalf? A clear sign of being a newbie to the scene or not very savvy about business.

Why would you do it alone when you can do it with company?

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The accountant who does nothing

A FaceBook post by a business owner remarked about having to pay a monthly fee and then an additional fee to have their final accounts done. Money was becoming tight and they felt it was a waste because the accountant was doing nothing.
 
Talk about poking the bear as there were a number of accountants who responded to give the same old speech of “It’s the years of experience that you pay for”. Whilst it’s possibly not a lie, the way in which you make someone feel is as important as the service or product that you provide.
 
Personally, I’ve encountered this a number of times both in business and personally. There are two approaches, it’s either a barrage of words and information (silence them with your expertise). Alternatively, its the war of silence (they have hired you, so why you’re here to do what they cannot).  Neither approach is favourable. 
 
Don’t overwhelm your client because being unable to process the information will leave them feeling foolish.  It’s a special kink to pay for such a service, stick with the general rule of thumb – no one wants to feel like the butt of the joke and be saddled with the bill to boot!
 
And the strong silent type is a fictional character for Hollywood or a soppy romance novel.  Failing to engage will leave it open for the client to do their own investigations (YouTube, Google and social media). You will have a way of doing things so share it with your client.  To alienate them is to introduce a rift  and that is were the problems start to creep in.

The quality of your business is going to see you reap greatly but first you need to put in place a plan.

Don’t overwhelm your client because being unable to process the information will leave them feeling foolish.  It’s a special kink to pay for such a service, stick with the general rule of thumb – no one wants to feel like the butt of the joke and be saddled with the bill to boot!
 
And the strong silent type is a fictional character for Hollywood or a soppy romance novel.  Failing to engage will leave it open for the client to do their own investigations (YouTube, Google and social media). You will have a way of doing things so share it with your client.  To alienate them is to introduce a rift  and that is were the problems start to creep in.

Book a no obligation Humming session to get it out and start to take action with the comfort of know you are not alone.

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The before and after with nothing in between

I’ve mentioned previously about working on a project that involved internal works. Residents were shown lovely CAD images of what they would end up with. However, there was no mention of the intense work schedule in between to make the transformation happen.
 
There was an increasing number of push back which called for a revamp of the information that was given ahead of the commencement of work. By having the site staff take photographs of each stage of the work it was then possible to add them to the handbook in a timeline.
 
To those in the industry, it was a given there would be a bit of a mess. But they had the benefit of going home at the end of the day and not having to find a way of coping with builder’s dust and work in progress.
 
By having the photos of how bad it could get, it allowed residents to prepare for works in a way that most suited their family and living arrangements. Whether that was to stay with family or bulk cook for the period they would be unable to go into the kitchen. The crucial point was that they were aware and not greeted with any surprises.

Are You Ready for la dolce vita?

Take the lead
As The Ethical Strategist, I’m required to educate others on HouseRules and ethical strategy. How it’s different from what already exists like HR consultancies, virtual assistance and coaching. CAS Ltd is none of the above although when we get that hum working together we may touch on such areas.
Smiling Cas Johnson

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