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Successful people.........
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...set goals. In writing. And remind themselves every morning. Research shows
this can make you over 30 times as likely to succeed. |
...start with the end in mind. When they started their business,
they had a clear vision of what it would be like when their plans came to fruition.
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...use the 80:20
principle. They direct their effort and energy to the 20% of things which make
an 80% difference. |
...give their customers what their customers want. Instead of just supplying what
they know how to supply. |
...find out what their customers actually want. Instead of assuming they like
what they're getting. Or just giving what everyone else gives. |
...find out what their customers
hate. And make sure it never, ever happens. |
...find out what really turns their customers on. And make
sure it happens, every time. |
...know where their customers are coming from. By asking,
recording and analysing every enquiry. |
...aren't scared to ask their customers what they think of
them. |
...ask
their staff's opinions. They often know how to do the job better. But no-one asks
them. |
...plan
their escape! They know that if the business depends on them being there, working
in it, they're holding back its growth potential. And no-one will want to buy
it when they retire. |
...rely on systems. Rather than just relying on people. If the business is only
great because it's got some exceptional people, what happens when they leave,
or when you need more of them? |
...don't try to do everything. It's easier to be really good
at a few things. They outsource, or refer customers on, for things they can't
do superbly. |
...know that if you build a better mousetrap, the world doesn't beat a path to
your door. With an invention, or a brilliant idea, you're about 1% of the way
to success. Ask James Dyson. I'm passionate about this, because I've seen people
waste years of their life chasing this illusion. |
...know that being the cheapest is usually a poor strategy.
Especially for a small business. If you gain customers by being the lowest priced,
you'll lose them when they find it even cheaper. And they always will.
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...know the lifetime
value of a customer. They see each customer as a potential lifetime purchaser.
They don't just go for today's transaction. |
...keep a record of their customer: what they buy, what they
like and when the next sales opportunity might be. The next holiday. The nest
haircut. The next case of wine. The next carpet. |
...don't burn bridges. When parting company with the boss,
their staff, customers, suppliers, banks and even tax collectors. They leave the
door open to do business again in the future. |
...don't change banks just to save a bit on charges. When
they find a good manager, they build a relationship, and stay with it. They are
open and honest with them, and work as a team. |
...don't get behind with their taxes. They make sure they
know how much they owe in payroll deductions, VAT and on their own taxes. And
they set money aside to pay them. |
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more....
more....
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