Why Everything You’ve Ever Been Told About Time Management Is A Lie!

Do you regularly wish there were more hours in the day? Or wonder why others seem so organised when you feel frazzled? Today I’m going to let you into 3 of my favourite secrets to overcoming the overwhelm and feeling like you’re in control of your workload. Time management is a lie! There are 24 hours in every day, 60 minutes in every hour and 60 seconds in every minute. None of that is negotiable. None of it is stretchable, shrinkable, repeatable or manoeuvrable. Time is simply not manageable. No wonder all those time management techniques don’t seem to work! The good news is…

Untangling The Confusion Around Cashflow Forecasts – Part 1

I’m a firm believer that every business large or small, well-established or brand-new, needs a cash flow forecast in place yet only around 10% of the businesses I talked to actually have one and use it regularly. The 3 main reasons people give me for not having this in place are: They don’t know how to do it They don’t see any benefit in having it so they’re not sold on why to do it (I know I’ve got enough cash in the bank to pay for everything, isn’t that enough?) They don’t want to face up to the truth…

Why It’s OK To Say “I’ll Never Be Any Good At Sales“

OK, let me ask you a question …what are the first few words that spring to mind when I say “salesperson”? Is it something like “professional, organised, well-trained and popular”? Or is it more like “pushy, sleazy, slimy, aggressive and arrogant”? This is a question I ask in lots of my workshops and I can pretty much guarantee that 90% of responses will be negative. Let’s cut to the chase here. Most people really don’t like salespeople. But wait …that’s not true. Most people really don’t like what they THINK a salesperson is. And if most people believe that becoming good…

4 Reasons Customer Feedback is Crucial for Small Business

When did you last ask your customers for feedback about your service? I mean really asked them not just a quick question in passing. When did you last ask your customer to give you brutally honest, no-holds-barred feedback? If you’re like the majority of small business owners the answer is probably never. Let’s face it, it’s time consuming, you might not be quite sure how to go about it so that the feedback is structured and useful and deep down the thought of really honest customer feedback is absolutely terrifying isn’t it? Even if you think you’re absolutely brilliant what if someone…

Why Not Everyone is Your Customer

One of the most common mistakes business owners make is thinking that everyone needs their product or service. How many times have you heard someone at a networking event say they’re looking for “anybody who runs their own business” or “anybody who needs X, Y or Z”? So, what’s the problem? Surely having a really broad target market can only be a good thing can’t it? No, sorry to disappoint you but trying to be all things to all people generally leads to a constant battle to find more customers. And here is why: When you try and appeal to everyone you won’t…

Why Your Business Needs Competition

Business would be so much easier if there was no competition wouldn’t it? No need to guess whether someone else is going to undercut you. No more worrying about losing your existing customers to somebody else. But here is the real irony. With no competition you would most probably have no business at all. No competition is usually a sign that there is either: no real demand for what you sell or provide; or not enough people willing to pay the sort of price you need to charge in order to make a profit And don’t forget that competition means you have…

Are You A Sales Guru or Sales Phobic?

One of my favourite questions when I first meet a business owner is “what’s your opinion of salespeople?” Their answer usually speaks volumes about the company’s approach to sales and the company’s current performance as a result. So what’s your opinion? Do you think of salespeople as being pushy, aggressive, inconvenient, or worse? Or do you consider them to be skilled professionals who build great relationships and guide customers through a clear buying process, so that they are able to make informed decisions? If you’re in the first camp rest assured, you’re not alone; in fact you’re in the majority. However, be…

How British Is Your Attitude?

We all know that Americans are fantastic at congratulating themselves and each other for their success. The Australians are always looking for an excuse to chill out & reflect on what they’re achieved. If we’re honest though, don’t most Brits think that’s all just a bit crass? As a nation we’re brought up with a head down, soldier on, stiff upper lip attitude. Just look at the current trend for ‘Keep calm and …..’ slogans. All that slogan says is ‘life’s supposed to be difficult but that’s OK because we’re British so we can handle it’. Enough! I have news for…

Do You Have Vision?

When I talk to small business owners about their vision I hardly ever receive a crystal clear response. Typically people have a rough idea of what they want to achieve but they’re so entrenched within the day to day detail of their business that they rarely stop to solidify their vision for the future. I often get asked why a vision is so important anyway. What I hear is: why bother with a vision statement at all? Isn’t a rough outline of what I want to achieve enough? And aren’t vision and mission statements just for big, faceless companies so they…

Is Your Business Safe To Drive?

Every morning when I get in my car I know instantly whether my car is safe to drive. I have the Blackpool illumination style lights show on the dashboard and then, fingers crossed, they all go off and I’m good to go. Some days though, there’s one left on. Now what am I going to do? Let’s be honest, I’m no petrol-head and whilst I know what the main dashboard lights are all about there are plenty that I haven’t got a clue about. That’s when the trusty handbook comes out of the glove compartment and tells me exactly what…

How Clear Is Your Message?

Have you ever had the experience of listening to someone telling you in great detail what their business does and yet still feeling that you haven’t got a clue? Sometimes this happens because people know their own business in such detail that they aren’t able to step back and describe in a really simple way what it does. Or it may be that they struggle to describe it to others because they’re still trying to make some key decisions about exactly what they do and who they want to do that for. Does any of this sound familiar? If it does, don’t…