 |
In this Issue
In Other News
Business Diagnostics - At KAIZEN Business Development we utilize a Business Diagnostic Process to help assess the opportunites that exist in your business.This diagnostic process provides a comprehensive business check. It identifies your key business drivers, and turns the information into an action plan for improvements.With this knowledge KAIZEN Business Development, in the coaching and mentoriing process, helps you to improve the performance of your business and gives you a whole new perspective on the business. Click here to unlock hidden opportunities in your business
Pass it on
Know anyone who might be interested in our newsletter? Click here to forward this email to up to 5 friends at once.
|
|
|
Sell with Intention and Get Home to Your Life
I’m having my kitchen re-faced. It’s always a lot of fun renovating, don’t you think? Not really.
One of my colleagues referred me to a local company who had done the same for them. I called them up and was quite impressed with their responsiveness. Within a few days someone was out to do a quote.
The salesman got there before I did and had already put together the estimate with my wife’s guidance. An hour and a half later he left to go home. I’m the kind of guy who likes to understand how things work, so before he left I asked him, if we decided to go ahead what the remaining steps in the process would be?
Without getting another quote, we decided to go with their company on the power of the referral and the price comparison with the colleague who referred them. The next step was to have the salesman, who also happened to be one of the owners, come back and take detailed measurements.
When he did so, he spent another 2 hours with us and left apologizing for having run out of time. He would have to make another trip an return again to get the measurements.
Kaizen Tip of the Month
It’s pretty obvious that our time is important. If you want to know how much your time is worth, simply write down how much money you want to earn in a year and how many hours you want to work in that same timeframe. Divide one into the other and most people are surprised what they find.
Now, as much as I appreciated the time he spent with us, I also think he could have invested less time and got a greater return. In fact if you believe in the old saying, “How you do one thing is how you do everything” you can also see how this might lead me to concern over whether my job would be completed on time or not.
Here’s the tip – If you don’t put a value on your time, someone else will, and it’s likely to be a lot lower. Operate with intention. Have a game plan. Know how long an appointment should last to have maximum effect and map it out in a process with well thought through scripts. Also, empower your prospects by explaining your process early so they understand how to buy from you. It will demonstrate your professionalism and give them the sense of control they need to trust you.
How did the renovation end up? I’ll let you know.
|
|
