Strategies for Having Repeat Success March 07 2017
Today, we've got an infinite amount of information coming to us about business systems. We've got this fancy new tool or that shiny new program, or we've got all these high-level techniques - and each of them claims to be the "secret" to lasting success.
But in the end, they are all based on a few very simple principles. In this post, let's review those principles.
First, boiling down step-by-step processes for producing success all starts with your definition of success. For some, it is money or return on investment (ROI). For others, it’s relationships or free time. The definition is highly personal.
Tip: Listen to or read the chapter on success in The 10X Rule by Grant Cardone. Then, write out what your personal definition is for success.
If you’ve done your homework from the last post, you will have written out what you want your life to be like 6 months from now, and your 2 or 3 extremely motivating reasons for why. This will tell you what your definition of success is.
For example, if you've written down that 6 months from now, you want to have 15 active clients, pay off $10,000 in debt and higher a new assistant, then your definition of deals with revenue. If you've written that in six months, you'll be taking your first vacation in several years, finally be able to take a Saturdays and Sundays off, and be home for dinner by 6PM, then your definition probably deals with free time.
Once you understand what success means to you, you can hone in on the activities that generate the most of it. Let's focus on revenue for now. If this is your model for success, then you need to focus on the activities which produce revenue: making sales calls, generating leads, marketing, etc.
Find your “Skyhook”
Now, you will need to start working on these activities.
Kareem Abdul-Jabbar had one move that he was famous for on the basketball court - his “Skyhook.” With it, he became one of the most well-known players in NBA history. How? He practiced that move over and over since grade school so that he could do it better than anyone else and even if other players knew he could do it, they still had trouble defending against it.
You need to find your Skyhook. It's probably not something that you are famous for - yet. But more than likely, you have an idea of what you excel at right now. It may be a presentation or a sales call, webinar, marketing technique, or something else that helps you get in front of prospects. When you have it, you need to practice and practice and practice it.
And remember, Kareem didn't invent the Skyhook. He was not the only one who could do it. In business, you do NOT need to invent the wheel - you just need to make it your own.
Review your scripts. Practice. Roleplay. Get opinions from outside your own company (say, from a colleague or coach.) Hire a graphic designer to punch up assets or web pages. Read all you can about your particular Skyhook - and apply what you learn.
Anyone who makes it look easy probably has many hours of work behind them.
Example: Before doing an HBO special, Chris Rock goes to comedy clubs for 4-5 months. He does a show 2-3 times a week and gets immediate feedback from the audience in those shows. Then he adjusts as necessary. Then he gets onto the HBO stage and makes it look easy.
As you practice and learn to improve your Skyhook, make sure to always ask for feedback and be flexible. Input from current prospects, clients, colleagues, and mentors can be valuable to applying the right tweaks for maximum results.
One area I've noticed many business people neglecting is tracking their numbers. It's impossible to see areas for improvement or know if what you are doing is helpful without tracking, so if you are not doing this, start right now!
For example, if your focus right now is sales, track the number of contacts you make, appointments set, appointments run, and sales made. Keep it VERY simple.
Do this for at least 90 days. This time frame gives you time to develop the habit and to discover your own ratio, as well as get some data to reverse engineer. This will help you narrow your focus or select your own Skyhook.
In fact, doing nothing more than tracking the numbers can improve them!
If you knew without a shadow of a doubt that you made 10 calls, you’d make 2 sales, would it motivate you to make more calls? Now imagine you work to improve your call process and started to get 4 sales for every 10 calls. The snowball effect takes very little time to get going.
Create a success schedule
If you haven't already created a success schedule, be sure to read the recent blog post about this and listen to my podcast all about how to establish one. Then, get your own schedule set up and start following it.
Hire a Coach
Being in the coaching business, I may seem bias. But I cannot tell you how priceless my own coach has been to me and my business. You want to work with someone who has a) done what you want to do and b) knows how to guide others to their own success. With a coach, you can (and should) create a custom plan and system for YOUR business to reach YOUR goals.
Join this Month's Webinar
Finally, be sure to join our monthly wrap-up webinar to get tips and ideas for establishing solid business systems. No cost and open to everyone, but space is limited.