Author Archives: Matt Ewer

Case Study; Prodose

Case Study; Prodose

Case Study – Prodose

Customer: Matt Sears

Company: Prodose

Started working with Matt: March 2017

Services used: PlanningCLUB, 121 Coaching

Matt Sears, and his 2 co-directors at Prodose, first spoke to ActionCOACH as a result of a call they received from the ActionCOACH team. The call was made to identify whether Prodose were facing any challenges that ActionCOACH would be able to help with.

It quickly became clear to Prodose that the challenges that ActionCOACH helps businesses to overcome included the ones that they were facing themselves. Speaking to Rugby based ActionCOACH, Matt Ewer, to find out a bit more about how he might be able to help them, seemed like a sensible idea.

“When we first spoke to Matt, as business directors we were all focussed on the immediate workload, and concentrating on delivery. We were all very involved with resolving issues all around the business. We all knew that we needed to step back and put better planned processes and direction in to the business, and the way PlanningCLUB was described to us, it seemed like a good and solid way of doing this.

We’d felt like we had everything in place because we knew our numbers inside out, but PlanningCLUB highlighted areas we needed more clarity on. The vision for the business was strengthened by adding detail that gave it real direction. We identified a specific target of driving efficiency and undertook an in-depth review of roles and procedures to identify where we could make improvements. This highlighted areas for improvement such as how to share key data to speed up communication. This resulted in a streamlining of responsibilities and processes, with improvements quickly devised, documented, and implemented. The clarity everyone now has around responsibilities and processes has had a really positive impact. Making lots of small changes have added up to big results.

Because we did the 1 year planning exercise, we also have all of the business growth tasks planned in as specific deliverables in the same way as we would plan in, and execute, the deliverables for customer orders etc. Everyone is very aware of what needs to be done to drive the business and because business growth has been broken down into those deliverables, the required actions get completed.

What was so brilliant about PlanningCLUB for us was looking at how simple changes to the business model could improve our numbers dramatically. We’ve now got lots of tangible KPIs, bigger goals, one vision that all of the directors agree on, and a clear understanding of the steps that we each need to take to get there.

We had already achieved good success, but we’ve been able to put in additional systems, processes and procedures that have made the business, and everyone in it, much more efficient. We’ve also changed our focus to make it easier for customers to buy from us, and for us to deliver. These changes alone have helped to free up so much of our time, and that’s taken away a lot of stress. We’re all working together more effectively and efficiently, and it’s much more enjoyable.

Our employees are feeling better because their roles are more clearly defined, and one of our shareholders has even said it’s the best money we’ve ever spent on the business. We would certainly recommend it to other business owners. There are so many things that need to be done within a business to make sure it’s as successful as it can be, and PlanningCLUB really highlights how to get there. Our goals are bigger, but also seem more achievable because of the way we’ve broken them down, and we’re already working differently and focussing on different things. In five years’ time we’re going to be in a very different place than we would have been. We feel like we’ve got more choices ahead of us, and that’s a really great position to be in. I’d say that everybody needs a Matt.”

Case Study – Prodose Customer: Matt Sears Company: Prodose Started working with Matt: March 2017 Services used: PlanningCLUB, 121 Coaching Matt Sears, and his 2 co-directors at Prodose, first spoke to ActionCOACH as a result of a call they received from the ActionCOACH team. The call was made to identify whether Prodose were facing any challenges that ActionCOACH would be able to help with. It quickly became clear to Prodose that the challenges that ActionCOACH helps businesses to overcome included the ones that they were facing themselves. Speaking to Rugby based ActionCOACH, Matt Ewer, to find out a bit more about how he might be able to help them, seemed like a sensible idea. “When we first spoke to Matt, as business directors we were all focussed on the immediate workload, and concentrating on delivery. We were all very involved with resolving issues all around the business. We all knew that we needed to step back and put better planned processes and direction in to the business, and the way PlanningCLUB was described to us, it seemed like a good and solid way of doing this. We’d felt like we had everything in place because we knew our numbers inside out, but PlanningCLUB highlighted areas we needed more clarity on. The vision for the business was strengthened by adding detail that gave it real direction. We identified a specific target of driving efficiency and undertook an in depth review of roles and procedures to identify where we could make improvements. This highlighted areas for improvement such as how to share key data to speed up communication. This resulted in a streamlining of responsibilities and processes, with improvements quickly devised, documented, and implemented. The clarity everyone now has around responsibilities and processes has had a really positive impact. Making lots of small changes has added up to big results. Because we did the 1 year planning exercise, we also have all of the business growth tasks planned in as specific deliverables in the same way as we would plan in, and execute, the deliverables for customer orders etc. Everyone is very aware of what needs to be done to drive the business and because business growth has been broken down into those deliverables, the required actions get completed. What was so brilliant about PlanningCLUB for us was looking at how simple changes to the business model could improve our numbers dramatically. We’ve now got lots of tangible KPIs, bigger goals, one vision that all of the directors agree on, and a clear understanding of the steps that we each need to take to get there. We had already achieved good success, but we’ve been able to put in additional systems, processes and procedures that have made the business, and everyone in it, much more efficient. We’ve also changed our focus to make it easier for customers to buy from us, and for us to deliver. These changes alone have helped to free up so much of our time, and that’s taken away a lot of stress. We’re all working together more effectively and efficiently, and it’s much more enjoyable. Our employees are feeling better because their roles are more clearly defined, and one of our shareholders has even said it’s the best money we’ve ever spent on the business. We would certainly recommend it to other business owners. There are so many things that need to be done within a business to make sure it’s as successful as it can be, and PlanningCLUB really highlights how to get there. Our goals are bigger, but also seem more achievable because of the way we’ve broken them down, and we’re already working differently and focussing on different things. In five years’ time we’re going to be in a very different place than we would have been. We feel like we’ve got more choices ahead of us, and that’s a really great position to be in.” I’d say that everybody needs a Matt.”

Do you wish this was a Case Study about your business and its successes? Click here for a Complimentary Trial to see what Matt could do for you.

COACHING; not just for sports

COACHING; not just for sports

A lot of people are put off working with a business coach because they don’t like the idea of someone coming in to their business and telling them how to run it, particularly if the business coach they’re talking to has no experience in their particular industry.

Would it help if I tell you that’s not what I do?

I’m not going to tell you how to run your business

Think of it from a sports perspective. I’m sure Andy Murray’s coach doesn’t tell him how to play tennis. Andy knows how to play tennis. He’s been doing it for years, and has been pretty successful.

What his coach does, however, is look at his performance objectively. Looking from the outside in, he can see when a minor tweak to Andy’s backhand form has a major impact on the resultant shot, and he will make sure that Andy tweaks his form consistently until it just becomes the way he makes his backhand shot.

Ten minor tweaks later, and Andy’s game is better than ever.

Sure, Andy could probably have made the same improvements himself, but think about how. He’d probably have to video every game, then sit down and watch all of the games, comparing and contrasting his performance, to even identify the necessary tweak. Then he’d have had to video every further game, making sure he was applying the tweak consistently, probably kicking himself when he could see that he wasn’t.

Imagine how much longer that would take.

No matter how good a tennis player he is, it’s unlikely he’d have had the career he has without his coach.

It’s exactly the same in the business world. You know your industry, your products and your services inside out. But I concentrate on the fundamental business growth techniques that help a business become even more successful, and am here to help business owners like you apply them consistently to achieve your goals as quickly and effectively as possible.

I know that the techniques work. ActionCOACHES around the world have been using them to help business owners achieve great success for years.

Don’t just take my word for it though, listen to one of my clients, Sam Rollins of Trinity Accountants, talk about the difference that coaching has made to her and her business.

Once you’ve watched it, and you’d like to know more about how I could help you with your business growth, just give me a call on 0777 3362 288.

Planning your climb up the ladder of success

Planning your climb up the ladder of success

Building a successful business is like climbing a ladder – every rung you climb takes you closer to the top.  But that ladder can look like a very long one, stretching out up to the sky, and bringing you out above the clouds.  Without a planning your climb, it’s easy to understand why so few people make it to the top.

 

Some barely ever make it off the bottom rung.  Most hang on for dear life somewhere around the middle – either happy that their view is better than most, or desperate to move towards the top, but too scared to step up to the next run in case they fall.  For those who make it all the way to the top, however, the view is amazing.

 

Read on to find out a bit more about the idea of the ladder of success, and how this translates for your own business.

 

The bottom of the ladder

Some people never get time to climb the ladder.  If you’re spending all of your time firefighting and focussing on the here and now of your business, this is where you probably find yourself.  If you haven’t planned your climb up the ladder, you’re never really going to take your business to the top.

 

The top rung dream

It’s all very well dreaming about the view from the top rung, imagining what you can see and how life will be once you get there, but dreams need a plan behind them if you’re actually going to see them come to fruition.

 

Climbing the ladder

If you’re actually going to make it all the way, you need to have that vision of the view from the top rung, because that’s what will motivate you.  And you need to start at the bottom as the sort of person who can get stuff done, because that’s a necessary part of business.


What makes the difference is planning how you’re going to make the climb.  Planning your climb will allow you to step up every rung on that ladder 

 

The ability to plan WHO does WHAT and WHEN is critical to reaching the heights of true business success.  So you need to start planning.  You can’t just take one step and get to the top, you have to plan one rung at a time.

 

This is what we do at ActionCOACH.
We work with business owners, helping them to create and execute the plans that will move them towards the top of that ladder
– one rung at a time.

 

Planning your climb

 

Long term goals

What do you want to see when you get to the top of the ladder?  This vision is important.  Every action you take, and every plan you produce should be aiming to get you to this point.

 

5 and 3 year goals

Once you know what your end goal is, you need to work backwards to work out the key things you need to get you there.  What key things will you need to achieve in 3 years and in 5 years to know that you’re on track to get to your long term goal on time?

 

1 year goals

Planning the next year is key.  It’s a timeframe that has enough urgency to really make us think about what we have to do, but still gives us enough time to achieve big things.

  • When we’re planning for the year ahead, it’s important to get commitment on every level.
  • Why? What’s the PURPOSE of this goal? How does it contribute to making the vision real?
  • What? What does the business have to DO to make the goal happen?
  • Who? Who DO we, the business owner, team and business, have to BE or BECOME to achieve the goal

 

90 Day Action Plan

And once we know what we need to achieve during the year, we need to break it down into actionable plans.  Identifying the key priorities to deliver within a 90 day timeframe increases the sense of focus and commitment.

 

We can break things down so we can focus on what needs to happen each month, and translate that into weekly tasks and activities that need to be completed.  It becomes clear what needs to be done, how much time it will take, and therefore who should do it.

 

planning ladder of success


This process means that the firefighting can stop (or will be drastically reduced, at least!)

 

More often than not, it means that tasks can be given to someone other than the business owner, so time can be spent on the next move forward rather than standing still whilst doing the doing.  

 

Once everything is under control, business owners can start taking planned and confident steps towards the top of the ladder of success.

 

Help along the way

 

If you’d like to apply these principles in your own business, and accelerate your climb up the ladder, I’m here to help.  My purpose is to help as many Rugby and Midlands based companies access coaching to create thriving and successful businesses.

 

Maximise your effectiveness by coming to PlanningCLUB too.  An intensive two day planning session, creating a focussed 5 year business plan, with a follow up 121 coaching session to produce four comprehensive 90 day plans to take you to the end of your first year.

 

Accelerate things even more by booking a free 2 hour session with me.  We’ll look at how you can start climbing those first few rungs, and what you might need to do to stay on that ladder right to the top.

Case Study: Stonewall Security

Case Study: Stonewall Security

“As well as speeding up our journey towards our goal, working with Matt has given us the confidence to make that goal bigger, whilst creating a better work life balance whilst we work towards it.  Life is good.”

 

Customer:  Clare Garrod

Company: Stonewall Security

Started working with Matt: February 2016

Services used: 121 Coaching, Growth Club

 

Stonewall Security was originally run by two brothers, one of whom is Clare’s partner, Martin.  Clare bought out Martin’s brother, and now runs the business with Martin.  The business was intended to create a nest egg for the couple, and things needed to change significantly if that was going to be achieved.

case study stonewall security

 

Having worked with Matt for a year, Clare has seen big differences already.  In one year Matt’s coaching has delivered a 4000% return on investment, helping Stonewall to achieve:

 

  • 41% increase in monthly turnover

  • 550% increase in business value

  • 50% increase in staff numbers

 

As far as Clare is concerned, Matt’s biggest contribution to her ongoing success is creating a change in her mindset around the business financials and general accountability.

 

“I never felt that I was particularly good with business numbers, and so I didn’t pay them the attention that they needed.  Previously, I’d have thought we were doing OK, and then potentially had a shock at the end of the year when the accounts were completed.  Now I have a close eye on the financials all the time.  At any point I know the profits, the cash-flow situation and the sales forecast.  It makes a big difference.  I can make decisions quickly, knowing the financial impact, and this is great for our business. “

 

And it’s not just the finances where Stonewall Security are more focussed.

 

stonewall security case study“Matt keeps me accountable.  I have lots of ideas, but Matt makes sure that if I start something, I see it through to completion.  It means I make effective use of more of my time, and we reap the benefits of the ALL of the work that I do.  As far as the long term is concerned, we always felt that we had a fairly clear idea of what we wanted to achieve, but we now know exactly how we’re going to get there.  Not only that, but as well as speeding up our journey towards our goal, working with Matt has given us the confidence to make that goal bigger, whilst creating a better work / life balance whilst we work towards it.  Life is good.”

 

Do you wish this was a Case Study about your business and its successes? Click here for a Complimentary Trial to see what Matt could do for you.

 

 

Planning; Are you really building the business of your dreams?

Planning; Are you really building the business of your dreams?

Imagine a builder came to you and told you he would build you the house of your dreams.  How great would that be?

But what would your reaction be if you asked to see the architects plans, and he told you that there weren’t any?  How would you react if he couldn’t tell you how much the house was going to cost to build?  Or how about if he didn’t know how many bedrooms it was going to have, or when it would be finished, because he would work it all out as he was going along?  You’d think he was mad, surely.

The potential for the house of your dreams to become a reality will have disappeared as quickly as that builder.

Now ask yourself the same questions again about the business that you’re building…

Do you have a plan?  Do you have all of your finances worked out (and that includes how much you want your business to make you, not just how much it’s going to cost to run).  Do you know what your end goal is for your business – the point at which you can say, “I’ve achieved what I set out to achieve.  I have achieved success”.  Are you really building your dream business.

Without any plans, you can’t know that it will be sturdy or safe.  Without a budget, there’s no way of knowing if you could afford it.  Without a specification of some description, there’s no way of knowing if it’s your dream that’s being built. And without an end date, how can you know that it will still meet your needs when it’s finished?

If you’re struggling with the reality that you’ve got to a point with your business where the goal has become blurred, you don’t know the numbers inside out, you can’t see any end to the daily grind, or it’s just got to the point where you’re not enjoying it any more, then you’re in luck.  Click here to find out why

Sell less, help buy more

Sell less, help buy more

How to sell to your customers or… how to professionally help them to buy.

If the thought of picking up the phone, or sitting down in front of someone and giving them the hard sell induces panic symptoms from sweaty palms to physical sickness, all it might take is a change of mindset to improve your team sales results and help your customers to buy.

So you´ve got a great product or service… but shudder at the thought of putting on your pinstripes and hitting the streets to sell your wares?  

It´s hard to make someone feel good about your product or service with such negative feelings clouding the atmosphere, so it is no wonder that your conversion sell rates might not be as high as you would like.

The aim is to change the situation from asking a prospective customer to give you money to providing a solution to their problem at an accepted value.

When it comes to selling successfully, it really can be as simple as changing your belief about what it is to sell. 

If you have a negative perception of selling, then your communication will be negative.  Change your belief, and you’ll change your behaviour.

First, get clear on exactly what your offer achieves.

With hope, your product or service was designed to help or benefit in some way… if not, might be a good idea to work on that first!

But seriously, take some time to get down on paper with pen all those great things that your product or service brings and the specific ways that it improves the lives of its owner.

These should be concrete, tangible things that only the possession of your product or receipt of your service can bring.

If you´re not sure, or want some confirmation, your prospective and existing customers could even be able to tell you. And all you have to do, is ask them.

Next, comes a change of mindset from you.

Now that you are crystal clear on what it is that makes you so great, learn it. Make it your daily mantra so that you and your team are always well prepared to make these benefits understood.

Embracing this belief, this knowledge that you are helping your customers makes it so much easier to pick up the phone to tell them exactly how.

Now, it is all in the delivery.

As an ActionCOACH I know that my products and services are great! I know that they have truly massive impacts on the business and personal lives of my clients.  And I know that I can help almost all of the people I speak to, in one way or another.  

But who wants to listen to that?!

My role is to help them to buy what they need to solve their problems.

Have you ever… ever ever ever… bought something resulting from a pushy cold call or leaflet?!

No? Me either

When speaking with potential clients, I listen to them.  I hear their problems and make them aware of how I can help them to solve those problems, which helps them to buy what they need.   

I have a strong belief that I can help business owners, and in turn they have a positive reaction.  

Sell less, help buy more.

So next time you’re getting in a flap about cold calling or meeting your next hot prospect… change your thinking.  It’ll change everything.

Business Planning: Your Route To Success

Business Planning: Your Route To Success

Undertaking your business planning, is a little like planning a journey……

If you want to get somewhere, there are loads of things you need to think about before you even set off:

WHY you’re on the journey

WHERE you’re going

HOW you’re going to get there

HOW LONG it will take you to get there

HOW MUCH it’s going to cost

WHAT YOU’LL NEED  to take with you

• WHAT YOU ARE GOING TO DO WHEN YOU GET THERE?

Running a business has a lot in common with taking a journey.  Your business goals give you something to aim for, so you know why you’re in business and what you’re going to achieve – where it is that you’re going.  Once you know those things, you can work backwards to work out what you need to do to take you towards those goals, and therefore how long it will realistically take you.

Once you know what you’re going to do, and when you’re going to do it, you’ll be able to plan for additional people and plant etc, and understand how much it’s all going to cost you. When you’ve got a plan, you can track your progress towards your destination, tweaking your approach as you go, to do more of what works and less of what doesn’t.

Without a plan, you won’t know whether you’re on track or not, which can easily lead to taking a longer route, or just going down a dead end, and could cost you much more than you ever expected.

This is an extremely simple way of looking at it, but it’s surprising how much more thought sometimes goes into planning a short trip than into a planning a business that’s potentially going to take you to the end of your working life.

If you don’t have a plan, but you want to make your business as successful as it can be, ActionCOACH has created PlanningCLUB, where you’ll be guided through the process of defining your destination and planning your route, giving yourself the best chance of getting yourself where you want to be.

To make a complex task as straightforward as possible, PlanningCLUB uses a mix of 121 coaching sessions, an intensive two day business planning course, and some fabulous bespoke software that allows you to map different scenarios so you can see exactly how you’ll get to your destination.

The next PlanningCLUB is being held at Staverton Park Hotel on 17th and 24th February.  To ensure that everyone gets focussed attention, we only make 5 places available per month.  If you’re a Rugby based business owner and you’d like to accelerate the growth and development of your company, then click here to find out more about Planning Club and whether your business could qualify for one of those 5 places.

Case Study: Trinity Accountants

Case Study: Trinity Accountants

“Since working with Matt, I don’t just think about being one of the UKs top 100 Practices –  I’ve planned it.  I know exactly what I have to do, and when I need to do it, in order to get my business there”

Case Study: Trinity Accountants

Client: Sam Rollins

Company: Trinity Accountants

Started Working with Matt: October 2015

Services Used: 121 Coaching, Growth Club 

Trinity Accountants was formed 5 years ago, and owner Sam Rollins, is already excited about how different the next 5 years are going to be.

Sam has been working with Matt Ewer, ActionCOACH in Rugby, for just over a year, and has seen her business change massively in that time.  In one year, Matt’s coaching has helped Trinity Accountants to achieve:

  • 125% increase in turnover
  • 350% increase in profit
  • 100% increase in staff numbers

Now spending a quarter of her time working ON the business, she can concentrate on strategy and growth.  The six-strong team concentrates on working IN the business.  Customer numbers have increased as a result of building lead numbers and conversions, and fully documented processes  in place across the business, make the team more efficient and effective at what they do.

“Working with Matt and ActionCOACH is definitely the best thing I could have done for my business”

trinity accountants

“When I first started working with Matt I was confident that my business was successful and everything was going well.  Matt got me working on plans and goals, and I suddenly had something really focussed to work towards.  Once I’d set those goals, I wanted to achieve them.  Things moved so much more quickly than I could ever have imagined, and my vision for my business changed too.  My 5 year goal is to be one of the UKs top 100 accountancy practices.  Before Matt started working as my business coach I would never have even thought about a goal like this.  Now, I don’t just think about it, I’ve planned it.  I know exactly what I have to do, and when I need to do it, in order to get me there. Working with Matt and ActionCOACH is definitely the best thing I could have done for my business.”

Of course Trinity are well on their way to continue their success and I´d recommend you looking them up for any accountancy needs you have.

Do you wish this was a Case Study about your business and its successes? Click here for a Complimentary Trial to see what Matt could do for you.

Make 2017 Your Best Business Year Yet

Make 2017 Your Best Business Year Yet

We’ve all heard the saying “Fail to plan. Plan to fail.”, but what does this mean in real life for your business?

 

Well, if you haven’t got a plan, how do you know where you’re going, what you need to achieve, when you’re doing well, or how well you could be doing?  

 

Failure doesn’t necessarily mean bankruptcy, although for some businesses that’s what they end up facing.  Failure can mean missing out on opportunities, not making the most of what you could have, or spending so much time working that you don’t get to spend quality time with the people you love.

 

So why do so few business owners put an effective plan together?  For some, putting a plan together takes up time that they feel they should spend working in the business and earning money.  Or the business has to be so reactive to the marketplace that a plan would constantly be changing.  Some just don’t see the point.  If the bills are being paid then surely everything’s going OK, and why do we need a plan?

 

But the point of a plan is that it gives you clear direction and goals. It gives you actions to complete in order to stay on track, and it provides you with something to measure, so you know if you’ve achieved what you set out to achieve.  

 

It might take a little while to put together in the first place, but if it identifies ways of doing things that increase profits, then it’s worth investing the time in it.  It might need to be flexible as new opportunities come along, but you still need to measure your progress along your new direction somehow.  And if you’re being successful enough to pay all the bills without a plan, just imagine how much extra profit you could make if you really had clear goals and a plan of how to get there!

 

Not everyone does have clear goals, and as business owners it’s as important to consider what you want out of your personal life, as it is to consider what you want from your business.  If you want to be in a position to take a year out and travel around the world with your family, you can grow your business to give you that freedom.  If you want to provide a legacy for your children, you want to make sure that you’re not actually leaving a burden behind.  Even if you just want to enjoy a comfortable retirement, you need to work out how and when your business is going to provide you with that, to make sure you don’t end up having to work way beyond the point when you expected to stop.

 

Once you’ve got your goals, it’s time to work out the steps you need to take to achieve those goals, and schedule the steps in so that you are constantly taking actions and moving closer to achieving the goals you’ve set.

Measuring the results will show exactly how much closer you’re getting, and whether there are things in the plan that need to be tweaked or completely changed to ensure  that you continue in the right direction.

 

Writing a plan can be a daunting task, and actually following it once it’s been written often seems even more impossible.  This is where PlanningCLUB from ActionCOACH can add incredible value to your business.  We’ll help you identify your goals and take you through two days of intensive planning.  You’ll do it using amazing software that helps you consider the financial impact of different scenarios, so you can work out the best routes forward for your business.

 

You come out with a five year plan, but we’ll also work with you to produce a one year action plan, so you have the schedule of activities that need doing in the first year to achieve those first year goals, and the criteria by which to check your progress and success as you move forward.

 

PlanningCLUB is run with monthly start dates.  There are only 5 places, so that everyone gets focussed attention.  So if you’re a Rugby based business owner, with a turnover in excess of £300k and a team of more than 5 employees, and you’d like to accelerate the growth and development of your company, then click here to find out more and register for a  place.

Learn before you Earn

Learn before you Earn

The importance of ongoing learning

Our most successful business owners are those who educate themselves in how to run a great business.

Although he may not have been first to make this observation, Chairman and Founder of ActionCOACH, Brad Sugars frequently maintains that,

 

“The only place earning comes before learning… is in the dictionary.”


We all know that but how many of us actually really consider that principle when setting to work in our business each day? Isn’t it interesting that although we think we know something, we don’t act on it?

I like to share with business owners the psychological fact that when we say “I know”, we shut our minds down to learning new things. It’s only by keeping an open mind and really listening or observing, or reading, that we get those Eureka moments, when the light bulb flashes on, what we in my coaching practice call a “BFO” or a Blinding Flash of the Obvious.

BFOs are the flashes of understanding or inspiration that can come to us when our minds are open to new learning. These BFOs might be only tiny but can make a huge difference in our business.

It could be, for example, that you read a book on sales training years and years ago – “yeah! Read that. Know all that stuff” – but someone persuades you to re-read it with a more open mind. And suddenly, among all the pages, you realise the reason you haven’t been able to close the deal to your dream clients is because you give up the first time they say no.

(By the way, my recommended book for sales training is “The Ultimate Sales Machine” by Chet Holmes.)

Why learn new things?

People go into business for different reasons but I’ve found that many do it, either because they’ve been made redundant or because they thought they could do a better job of it than the idiot they used to work for. But many don’t do the essential learning about how to build a business. They go into business as a technician – someone who’s probably brilliant at what they do (baking bread, fixing cars, cooking etc) but not an entrepreneur.

When you start up your business, get learning!


There’s so much more you need than just your particular skill, and that probably requires a high level of learning in itself. You need to know money mastery – how to manage your cashflow, what your breakeven needs to be, setting a budget and reporting against it, knowing your numbers so you know the amount of sales and marketing activity required to hit your targets. What are your targets?

You need to make the most effective use of your time – we all have the same 24 hours: what do you do with yours? How to keep your customers coming back for more, managing your margins, great sales and marketing (the best way to write an advertisement; who is your target market?), putting in systems, recruiting the best team for your business and then training, motivating and leading them … The list goes on. No wonder that so many businesses fail in the first 2 years.

Tips on your learning

Read, read, read. Take time to learn about each of the strategies you plan to implement in your business. If you want to use Facebook for marketing, take some time to find out how to use Facebook for maximum effectiveness. If you want to try out newspaper advertising, learn how to write one and then test it out in an inexpensive publication before splashing out a ton of money.

Learn from mistakes. We all make mistakes. The most famous entrepreneurs have all made mistakes. The trick is to learn from them and move on without repeating the same mistake. Albert Einstein said. “Insanity: doing the same thing over and over again and expecting different results.”

Attend educational workshops and seminars for business owners – make lots of notes, ask lots of questions, listen carefully and expect some amazing BFOs!

If I have touched a nerve today and you’re eager to learn more about the fundamental strategies that will help your business grow, please join my next event or get in touch and I will be pleased to help.

Above all, have fun with your learning and make sure you apply your BFOs into your business.

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