The Case for Customer Referrals

Are you still not sure why you should bother with referral marketing? If so, here are some eye-opening facts that should convince you.

Word of Mouth

Customer Referrals, Word of Mouth

Everyone knows that word of mouth is powerful. The word of a trusted friend goes much farther than any advertisement or marketing message. But you may not know just how powerful. Nielsen research shows that 92 percent of people trust their friends and family more than what they hear anywhere else. Some studies put this estimate higher.

Time for Something New

People are reluctant to give a new product a try, but if that product is recommended by a trusted friend, they’re much more likely to do it. Nielsen research also says that consumers are 77% more likely to try a new product when they hear about it from others. They’re as much as 43% more likely to try something new when they hear about it on social media.

Social Media Referrals

Social Media Word of MouthResearch by Market Force shows just how powerful word of mouth on social media can be. Not only does it report that 81% of U.S. online consumers’ purchases were influenced by friends’ social media posts, but also that as many as 78% were influenced by posts by the brands they follow.

For those already keen on referral marketing but not sure about offering an incentive, Market Force’s research also shows that 79% of U.S. consumers who “Liked” a brand on Facebook did so to receive an incentive.

Rewards for Referrals

The American Marketing Association found through its studies that rewards increase referral likelihood and that it doesn’t matter what size the reward. Apparently referring is easy to do. People just need a nudge, no matter how small.

The Power of Following up

Finally, here’s a statistic that shows the power of following up. Texas Tech found that 83% of consumers are willing to refer others after they’ve had a positive experience with a brand, but that only 29% of them actually do.

Referral marketing is powerful and it takes minimal investment from a business to do it. Compared to other forms of advertising and marketing, it’s a very cheap way to get the word out.

Referral Marketing Machine

The Referral Marketing Machine: How to harness the power of word-of-mouth to build your business

Are you struggling to grow your new business

Are you making the most of your good reputation?

Are you worried about where you’ll find new customers in the future?

Enroll in my free 30 minute webinar and discover the 10 Mistakes You MUST Avoid if You Want to Grow Your Business the Easy Way

Referral Marketing Machine Online Program: How to harness the power of word-of-mouth to build your business

What: Self-paced online program
Duration: 10 weeks
Purchase link: http://courses.enlighten360.com/buy/referral-marketing/

I Want To Grow My Business The Easy Way!

3 Types of Content That Increase Referrals

Although any content can help you get referrals, there are three types of content that specifically increase referrals. The content itself may not be so different but the way it communicates is.

Guest BloggingContent Aimed at Another Person’s Audience

Guest blogging is a great way to increase referral traffic because it exposes you to another audience beyond yours. But this isn’t limited only to guest blogging. In any situation where you’re a guest – whether a guest webinar presenter, a guest on a podcast or video, a guest live presenter, etc. – you increase exposure to your message.

Content Created in Collaboration

The same goes for content you create with someone else. When two people team up to present a webinar or create a product, this doubles the potential of exposure for both. You can tailor your message specifically for the other person’s audience. It’s a good situation for both.

Content by Customers

A third way to increase referrals is to let your customers create your content for you. This can be done through a variety of ways, including crowdsourcing content such as photos, asking for testimonials, conducting interviews, presenting case studies or writing personal stories. This content engages your customers and makes them part of your business, which results in more referrals.

In referral marketing, always look for ways to get others involved in what you’re doing. This is how you leverage your efforts for more referrals.

Referral Marketing Machine

The Referral Marketing Machine: How to harness the power of word-of-mouth to build your business

Are you struggling to grow your new business

Are you making the most of your good reputation?

Are you worried about where you’ll find new customers in the future?

Enroll in my free 30 minute webinar and discover the 10 Mistakes You MUST Avoid if You Want to Grow Your Business the Easy Way

Referral Marketing Machine Online Program: How to harness the power of word-of-mouth to build your business

What: Self-paced online program
Duration: 10 weeks
Purchase link: http://courses.enlighten360.com/buy/referral-marketing/

I Want To Grow My Business The Easy Way!

5 Ways to Customize Your Content to Drive Customer Referrals

One way to get more referrals is to leverage the content you create. There are things you can do with your content that will result in more referrals for you. Here are five easy ideas.

Customer Specific EmailCustomer Specific Emails

Segment your email list to a very specific group that you believe could help you get referrals. Send them messages about specific products or services and make it as personalized to them as possible. Your current customers presumably like your company and its products, so this expansion or enhancement of a product will be valuable to them.

Customer-Only Facebook Page

Create a page or group on Facebook that’s just for your customers. A specialized page or group gives them the chance to discuss your business, its products and related topics. You also have an opportunity to offer content specially created for them.

Customer Exclusive Offers

Create offers that are only for your loyal customers. This is a way to reward their loyalty, and rewards go a long way in getting you referrals. Try to think of a product, deal or enhancement on an existing product that would be particularly useful for your current customers.

Answer Customer Questions

Take advantage of all of your opportunities for communication with your customers and give them a forum for asking questions. You can do this anywhere you currently communicate with them online such as your blog, your site, social media, etc. You can also answer their questions through webinars and videos. You can take these specific questions and turn them into content you can publish separately.

Interview Customers about Their Experiences

Let your customers speak for themselves. Interview your customers about their experiences using your products or services. Get them to talk about how your referrals have helped them. Focus on how you’ve solved their specific problems.

Referral Marketing Machine

The Referral Marketing Machine: How to harness the power of word-of-mouth to build your business

Are you struggling to grow your new business

Are you making the most of your good reputation?

Are you worried about where you’ll find new customers in the future?

Enroll in my free 30 minute webinar and discover the 10 Mistakes You MUST Avoid if You Want to Grow Your Business the Easy Way

Referral Marketing Machine Online Program: How to harness the power of word-of-mouth to build your business

What: Self-paced online program
Duration: 10 weeks
Purchase link: http://courses.enlighten360.com/buy/referral-marketing/

I Want To Grow My Business The Easy Way!

 

Quick Tips for Increasing Referral Traffic

Referral traffic is traffic that comes from other sources to your website rather than direct sources. It’s the traffic that comes from your efforts to widen your audience. Here are a few tips to help you get more referral traffic.

Guest Blogging

Guest BloggingGuest blogging is a great way to attract new people to your site. This is where you write a blog and submit it to another blog. They post it on their site and their readers get a taste of your content offerings, and then click your link to find out more.

In the past, marketers obsessed over page rank, trying to publish their blog posts on blogs with high readership. Of course, playing the numbers game means there’s a higher chance of traffic to your site. But also look for kindred spirit blogs, where like-minded people spend time. A small audience that’s highly targeted to your offering will bring great results as well (plus it’s easier to get your content published on a guest blog).

Tools to Help You Get a Leg up

There are many tools out there that help you get more leverage out of your online content. One useful tool is Triberr, a blog amplification and sharing platform. You upload your blog to its feed and Triberr shares it with other bloggers, and vice versa. JustRetweet and Viral Content Buzz are two similar services that help you leverage social media shares in a similar way.

Social Media and Social Bookmarking

Social media sites like Facebook, Twitter and LinkedIn, and social bookmarking sites like Reddit are great ways to get referral traffic. They can get your content to a much wider audience. The important thing when it comes to anything social is to keep content focused on readers and their interests, and avoid anything self-promotional or that could be taken as spam. Also remember to share, comment and engage with other people’s content as well.

Don’t Promote

Content for referral traffic should never be promotional. No one cares about the deals you offer before they know who you are. Save that for your advertising. Instead, make the content informative and helpful. Think of it as a way to give new people a taste of the quality you offer. Build a relationship with them and then start making offers.

Are you ready to take your business to the next level? Schedule a 30 minute conversation with Steve to explore what’s possible.

Referral Marketing Machine

The Referral Marketing Machine: How to harness the power of word-of-mouth to build your business

Are you struggling to grow your new business

Are you making the most of your good reputation?

Are you worried about where you’ll find new customers in the future?

Enroll in my free 30 minute webinar and discover the 10 Mistakes You MUST Avoid if You Want to Grow Your Business the Easy Way

Referral Marketing Machine Online Program: How to harness the power of word-of-mouth to build your business

What: Self-paced online program
Duration: 10 weeks
Purchase link: http://courses.enlighten360.com/buy/referral-marketing/

I Want To Grow My Business The Easy Way!

What Is a Quality Referral?

There is a real difference between a good referral that’s going to help you reach your business goals and a weak referral that’s not. Referrals are all about quality, not quantity, and you need to understand this qualitative difference in order to carry out a successful referral program.

Referrals Are about Relationships

Engineering CollaborationThe foundation of a quality referral is the relationship you have with your customer. You both need to understand each other. A customer or client who doesn’t understand your business fully may represent it to others. This won’t get you referrals.

By the same token, they need to feel they fully trust you and can stand by you. They’re vouching for you and to some extent their referral affects their credibility with their network.

Good Communication

Since it’s all about the referrer understanding your business, it’s essential that you communicate this well to potential referrers. Tell your referrers exactly what you’re looking for. It may be helpful to say something like, ‘I need more people like you.’ If they can understand why your business appeals to them personally, this can help them identify others who would be good prospects.

Understand Expectations

The other side of the equation is that you have to understand your customers’ or clients’ expectations so that you can meet them. You need to rely on data or direct conversation with your prospects to understand this, not what you think you know about them.

You should always aim to exceed their expectations and remember that they assume your interaction with those they refer will be the same or less valuable than the interaction they had with you.

Your Tracking System

The best way to separate high-quality and weak referrals is to have a good tracking system in place. You’ll see patterns emerge regarding which referrers bring you quality referrals. Measure performance and analyze results to discover what works best.

Referral Marketing MachineThe Referral Marketing Machine: How to harness the power of word-of-mouth to build your business

Are you struggling to grow your new business

Are you making the most of your good reputation?

Are you worried about where you’ll find new customers in the future?

Enroll in my free 30 minute webinar and discover the 10 Mistakes You MUST Avoid if You Want to Grow Your Business the Easy Way

Referral Marketing Machine Online Program: How to harness the power of word-of-mouth to build your business

What: Self-paced online program
Duration: 10 weeks
Purchase link: http://courses.enlighten360.com/buy/referral-marketing/

I Want To Grow My Business The Easy Way!

Are You S.M.A.R.T With Your Goal Planning?

Setting goals is interesting, achieving goals creates radical success.

Ask yourself this question:

Is my purpose clear, am I fully committed to optimize performance, and prosperity for myself and/or my company?

If your answer is an empathic yes!!!! Keep Reading.

You may be an organization of one or thousands; failure or success begins with your the answer to that simple question.

There are innumerable tools available to companies to define and accomplish goals. I work with several, but to ensure simplicity and a direct line to outcomes, I use S.M.A.R.T. The acronym stands for:

S. Specific, the more specific you can articulate the goal the easier it becomes.

M. Measurable, “you can only manage what you can measure”.

A. Achievable, attainable, (and can you Articulate this to yourself/your team)?

R. Realistic, Results Centered, do you possess the data to substantiate the goal?

T. Time-bound, this component is often the most difficult to get one’s arms around.

Here’s an example.

You pop out of bed Monday morning, start getting dressed for work and realize that over the weekend an elf snuck into your closet and “took in” your trousers an inch or two. (Those elves have been very busy during the holiday season.)

Your decision…. do something to reduce your waistline, or start buying bigger clothing. Let’s say your go with reduce your waistline, get healthy, eat better, have more energy, climb stairs, maybe take up jogging? Buying larger clothing is certainly the easiest option, but if you choose health it’s now a commitment and requires SMART goals.

  • Specific, I will lose ten pounds…. (think when will you accomplish this?)
  • Measure, In order to make my goal, I must lose one pound per week for ten weeks.
  • Achievable, yes, diet in place, exercise plan ready.
  • Realistic, yes, studies indicate that moderate weight loss over a longer time frame is actually better, due to the potential of creating healthier habits.
  • Time-bound, Ten weeks. That’s one pound a week for ten weeks.

Everything is in place, you’re ready to roll, let the weight loss begin! Oh no, there’s a problem, wait…. there’s actually two.

The first problem, you must be fully, 195%, without fail, committed to achieve your goals.

Problem number two, you need someone to make you accountable “to ensure you meet your commitment”.  The harsh reality is that 99 out of 100 will not hit their goals unless they have an accountability partner/coach.

Back to the world of business and optimizing performance and prosperity or SMART goal planning, it’s complex and it is mission critical to the health of yourself and your company. The pace of business is relentless and dictates that you must take control of our future, if you don’t someone will do it for you.

Goal planning is easy; goal achievement takes a level of work and commitment that few are willing to tackle. Those that do will create the habit of success, optimize their performance and prosperity and regain a sense of purpose for their mission.

SMART Goal Setting

Enroll in Enlighten360’s 10-Week Online Program SMART Goal Setting: A Step-by-Step Guide to Setting and Achieving Your Goals

Do you know what you want in your business or life but can’t seem to get there?

Are you tired of setting goals only to have your time slip away without ever reaching them?

You’re not alone! Many people struggle to achieve their goals.

Find out the 7 Steps you need to specify and clarify your goals and actually achieve them in 10 weeks or less!

Enroll in Enlighten360’s 10-Week online program SMART Goal Setting: A Step-by-Step Guild to Setting and Achieving Your Goals and learn:

  • Why goal setting is essential for your business and how you can build your own actionable plan today!
  • Why SMART Goal Setting is the best way to map out your goals and actually achieve them today!
  • How to clarify your goals and determine if they are realistic with 5 simple questions.
  • Learn the 4 surefire ways to fail and how to identify what’s holding you back.
  • …. and much, much more!

Register now and receive your free SMART Goal Setting Worksheets and a chance to win 3 months of Radically Successful Coaching! with Steve Sorensen.

SMART Goal Setting Webinar: A Guide to Setting and Achieving Your Goals

Duration: 10 Weeks, self-paced
Cost: $97, a small investment for a huge payoff!
Enroll Today: I Want to Achieve My Goals Today!

 

Register Today!

 

I Want to Achieve My Goals Today!

Your Company Sucks

“YOUR COMPANY SUCKS!!!!!”

The Three Little Words that Turned a Fortune 500 company around.

A formula for creating the high performance organization by delivering on the customer promised everyday.
Bain and Company, a well-respected consultancy agency, interviewed 362 companies and asked them if they delivered customer service excellence. 80% (290 companies) said, “they delivered customer service excellence”.

Bain and Company then asked the “customers “ who receive this level of customer excellence, 7% of those agreed, they did receive customer service excellence. 93% didn’t. This profit destroying disconnect that is pervasive throughout most companies.

Customer Satisfaction

There are two components to Customer Service Excellence.

  1. Proactive: This is to strategically identify and acquiring the best and most profitable customer to complement your value proposition, your organizational capability (both people and structure) and your organizations capacity to deliver the customer promise.
  2. Reactive: once the customer is acquired, what are the steps required to keep them profitably?

Want to learn more about Customer Service Excellence? Enroll in Enlighten360’s 10-Week Online Program Customer Service Excellence: Create Your Manifesto and Build a Customer Centric Business and discover the answers for yourself.

The answers to achieving customer excellence that you should know by heart.

  1. When are your customers worth more to your competitors?
  2. What’s you promise to your customer?
  3. What’s your specific cost of customer acquisition?
  4. What’s your churn ratio, customer turnover number?
  5. What’s your customer acquisition strategy?
  6. What’s your customer retention strategy and how do you manage it?
  7. How often to you engage your customers in a 360-feedback conversation?

This discussion is about customer retention and a high level of profitability by strategically identifying (defined by needs analysis) customers that fit your organizations value proposition. This presentation is geared to people and companies that would like to find sustainable sources of income/profit and revenue. There are seven critical drivers to a winning customer strategy. We place our clients in the center of our organization and drive our organizations to become “easy to do business with”. Our goal is to eliminate turnover of our best clients and accelerate turnover of our least advantageous clients and fully understanding the difference.

Overriding lessons are focused on new methods to capture and keep clients…simply by understanding what may have been successful in the past may not stand the test of these times. This program is about reevaluating priorities and creating a financially sustainable company though a holistic approach to Customer Lifetime Value methodology.

Learn More About Customer Service Excellence

Customer Service Excellence

Customer Service Excellence: Create Your Manifesto and Build a Customer Centric Business

Duration: 10 Weeks, self-paced
Cost: $97, a small investment for a huge payoff!
Enroll Today: I want a Customer Centric Business!

Enroll in Enlighten360’s 10-Week Online Program Customer Service Excellence: Create Your Manifesto and Build a Customer Centric Business and learn:

  • Why Customer Service Can Make or Break Your Business.
  • The 5 Components of Stellar Customer Service.
  • How to Handle Customer Service Challenges.
  • The Mindset of a Customer Service Rock Star.
  • The Biggest Customer Service Blunders and How to Avoid Them.
  • and much, much more!

 Who should sign up for this 10-Week Online Program?

  • Those who are committed to connecting the dots to a more profitable business.
  • Anyone who is concerned about creating the best possible customer centric service for their customers.
  • Those who want to increase company profits by 10% or more through a small change in corporate culture!

Why should you enroll in this 10-Week Online Program?

  • You’ll receive great information on how to create customer loyalty! Enroll today and receive two free bonus PDFs: 25 Customer Service Tips & Tricks and Tips for Delivering World Class Customer Service.
  • Enroll today for a chance to win 3 months of Radically Successful Coaching! with Steve Sorensen.
  • A great way to jumpstart 2015!

Download Program Overview & Objectives »

Register Now!

 

I Want a Customer Centric Business!

Performance Coaching – Part 3

A three-part program to Achieve Radical Success in Your Business

Part 3. Accelerate

Our business continues to thrive and prosper because, “it’s our business to help our clients thrive and prosper in their business”.

SuccessPerformance coaching starts with the end in mind. If you’re an executive or business owner thinking about taking your operation to a higher level of profitability and performance in 2015…here are the steps.

Step three, Accelerate to HP2

Accelerate the organization into profitability through its performance for consistent financial growth.

The payoff…the results begin with these simple steps.

  • Commit to transform your organization to a HP2 model
  • Partner with an objective coaching group that will assess your organizations strengths and weakness.
  • Allow them to help you effectively align the seven core functions of the organization creates sustainable organizational performance and profits.

Why is now the best time to create the HP2 Organization.

In sum, “what got you here will not get you there”. If you think you’re going to do business in the next five years like it’s been done in the last five…you may want to rethink your strategy.

If an organization isn’t consistently assessing itself, it’s losing its edge. If the organization’s not properly aligned to serve its customers better than its competitor it’s doomed. If an organization doesn’t consistently assess and align itself it will never be in a position to accelerate it’s financial growth and performance. At it basic level it’s a matter of survival, however when done from a strategic alignment perspective organizations thrive.

Half hearted efforts result in half hearted progress…in todays marketplace one must imagine, innovate and execute from a base of fact and knowledge, not wishful thinking.

There are profound changes occurring in today’s marketplace, some organizations are stuck in FUD (fear, uncertainty and doubt) mode. The organizational strategy goes out the window and a tactical panic fills he void. Price points and margins erode, hiring becomes less about culture and more about filling a position, customers leave…it’s a vicious cycle.

Success comes from following three simple steps, assess, align then accelerate financial growth create an organizational profit engine. By engaging the workforce, re-inventing customer relationships and developing leadership skills a company will have that financially sustainable future. While, in most cases executing on the resources already available within most companies.

The future can be very bright and compelling for those willing to brave the complexities of strategic alignment and the daily execution of that plan. Achieving HP2, is knowing your next move in creating YOUR future and there is a unique power in taking ownership. Remember this one thought, you will own your future or it will own you…it’s upon us all the same…its time to be bold and create the difference.

Performance Coaching – Part 2

A three-part program to Achieve Radical Success in Your Business

Part 2. Alignment

Our business continues to thrive and prosper because, “it’s our business to help our clients thrive and prosper in their business”.

High Performing, High Profit Organizations, (HP2)

Performance coaching starts with the end in mind. If you’re an executive or business owner thinking about taking your operation to a higher level of profitability and performance in 2015… here are the steps.

Alignment of the organization and it’s people, now that you’ve completely understood what’s missing, what’s preventing success in the gap analysis, evaluation phase, it’s time to align, people, purpose, structure, and systems.

There are seven game changing components to create HP2, are:

1. A healthy organizational culture. A healthy culture creates a permanence of profitability. Why, think of the phrase, “happy employees create happy customers”. If your organization is dependent on how well you serve the needs of your customers…then a healthy organizational culture is the answer. If you have a commodity product then high turnover of customers and people is nothing new. That said, if you’re vision and strategy is to have an operation that “works” and will provide you a very healthy selling price when it’s time to retire, think culture!

To be sure, a healthy culture will provide the keys to the kingdom of high performance and high profit. If your organizations culture is a healthy body, it provides the place where the best and the brightest seek out employment. (the best and brightest get to choose where they work, will they choose your organization?)

As for your existing culture whether positive or negative, it has a ripple effect within your organization, your people and ultimately your customers. Regardless of the culture you’ve created a healthy culture or not the word about your organization quickly spreads. In today’s social media environment, that word is viral. How’s your culture, do you conduct your cultural audit annually? By the way your people and your customers do a cultural audit on your business everyday.

2. Leadership, (real leadership, real results). It’s a interesting I have job to explain to people who think their leaders that they’re not. Not because they’re not good people they just haven’t developed leadership skills. Specifically, the leadership skills required in today’s highly competitive environment. You’re competing for customers, workers, vendors, and most of all relevance within your market and company. Being an executive or the owner of a company does not automatically inject “leader” into your style. It’s a skill that must be developed, over and over again. Once a “leader” assumes they have “it”, we have to start over completely. Leadership is the destination where we never arrive…it’s too dynamic. Those who invest the time to learn leadership skills, are the leaders who create a limitless future for all.

The hardest job I’ve had within my career was transforming from a manager to a leader. Management is easy, now that I look back, becoming a leader is a transformation process that creates high performance in ourselves first most and then others. Managers manage “things”, leaders “lead people” and organizations. It takes a whole another level of skills to do this effectively.

3. Your people, (engaged and re-engaged for higher contribution). Peter Drucker wisdom, “Their not your employees, their your people”. The minute you think “employee” you’ll get one…someone who shows up to collect a paycheck. If you want high contribution, engaged workers start thinking of those “people” who are making a substantial difference in growing your revenue’s, who are becoming trusted advisors to your customers and those who are helping innovate better ways to conduct business, find new customers, or more marketable products for your company. In other words your people can make your life a smooth, fun ride or take you for a ride over the washboard of mediocrity and chaos.

4. Customers, (properly acquired means high retention, high profit ratios). This is Holy Grail of HP2. Organizational alignment means having a firm grasp on value positioning, a rock solid marketing/sales strategy and have the team in place that can execute on your vision/strategy.

Customer engagement is key to HP2. Customer engagement means being the trusted advisor for your organizations customers. This is not selling…. it’s providing value. It’s about solutions, sales strategy, creating customers for life.

We help our clients understand how to strategically acquire the “most profitable” customer for their business, and then how to keep that highly profitable customer for as long as possible. Am I stating the obvious? If it’s so obvious then why do I see companies falling over themselves to lose customers at record levels? It amazes me to see a company spend an inordinate amount of time, energy and cost to buy a customer only to lose them because their organization isn’t properly aligned to execute. Worse are those who don’t know specifically how many customers are churning, where they’re going and why.

It costs 6-8 times more to find a new customer that it takes to keep one. Given the high cost of acquiring a customer, an organization must be aligned to deliver on the customer promise…everyday.

Another area for consistent diligence is the sales process. Do you consistently assess your salespeople and the process they follow? Do you have a system to constantly assess the voice of the customer with customer 360’s? Is your organization aligned to ensure the customer promise is delivered with each interaction? Do you band-aide poor sales execution with sales training? Do your organizational systems complement your sales strategy? Do you have a well define sales strategy and operational delivery system that works, everyday, every time?

5. Process efficiencies/Continual process improvement. Process is either your friend or it will bring your organization to it’s knees. We spend a great deal of time with our clients to eliminate process that’s no longer serves them and should go away. Organizations will often get into the process rut and will try to justify using processes that serve no useful purpose or may even slow/stop production.

6. Organizational structure, (becoming the EOC, employer of choice). Employer of choice is just one of many programs we provide to make the most of existing resources. It’s a simple process to mitigate turnover, (major expense that pounds the bottom line) and reverse the organizational branding to be the company where people seek out, stay longer, and contribute more. One subset of he employer of choice model is becoming the learning organization. We accomplished this by building a corporate university, to tap into current success’/learning’s within business and industry, development programs that cover “how to”. Such as communicate effectively, how to build trust, present ideas effectively; build a high performing company, etc. And lastly a knowledge transfer program where outgoing people share valuable information within the organization for the benefit of all.

7. Measuring what counts. Any organization has an array of metrics used to guide their specific businesses or business units. Defining and deciding on which metrics means to most to the strategic direction of the organization should be minimize with the approach that it’s better to monitor fewer metrics, due to the fact that those metrics will be made actionable. The theory is that information is like food…consuming more of it…doesn’t necessarily make you healthier. Eliminate metrics but make the ones that count executable, framed in a time component and be prepared to change course.

Tune into part three of the series where we’ll summarize the points and how to build the high performance, high profit machine.

Performance Coaching – Part 1

A three-part program to Achieve Radical Success in Your Business

Part 1. Assess

Our business continues to thrive and prosper because, “it’s our business to help our clients thrive and prosper in their business”.

Performance CoachingPerformance coaching to achieve a level of radical success is not as complicated as many wish to make it. However it requires a mindset for executives-business owners to have the courage to commit. By far the most difficult challenge business coach’s face is getting our clients to stop the chatter and commit to the process; therein begins the shift to high performance.

For business owners performance coaching requires the messiness of implementing real and positive change and the knowledge that any change worth making, takes time. This brand of courage requires sincere, unbridled transformational leadership, nothing less will achieve radically successful results.

The good news in all of this…. there’s a proven methodology, it’s simple and produces measured results.

Performance coaching starts with the end in mind. If you’re an executive or business owner thinking about taking your operation to a higher level of profitability and performance in 2015…here are the steps.

The Steps

Step one, to High Performing, High Profit Organizations

Access the organization and it’s people, (this is key!) evaluate top down, bottom up…no effective leader begins organizational strategy without a crystal clear understanding of the capacity and capability of the organization…right now, today. In other words, what’s the state of your organization? Have you employed all the tools, SWOT’s, cultural assessment, customer 360, executive 360, workforce assessment to name just a few? Where are the gaps, how’s it analyzed, what do your customer say….how do you know, are you sure?

Begin with a coaching group that has the diagnostic tools to give clarity to the organizations current status. A true assessment minus wishes, hopes and dreams creates a capability/capacity baseline, which allows for the transformation to begin. A word of caution…we rarely find an organization that possess the tools to effectively conduct a true organizational 360 assessment.

Seek out the objectivity of outsiders in favor of internal management input. Find those who have the helicopter view of your organization and have them enlighten you on it. Going inside to solve strategic issues by enlisting those who may be the root cause of the issues may be a little crazy.

We know, insanity defined, “is doing the same thing over and over, then expecting a different result. “If you want something you’ve never had, you must do something you’ve never done”. Living within the daily operational machinations makes one a part of the problem, not part of the solution. This typically results in death by meeting and more chatter, no real resolution, it certainly doesn’t lead to a radically successful business.

Tune into part two of this series. In the next edition, we have seven tangible, operational ideas that any organization can use to their advantage.