Mike Michalowicz's Blog, page 99
February 3, 2015
How Long Will Today’s Fad Be Popular?
The pet rock lasted about 6 months, albeit over 1.5 million pet rock sold.
The Chuck Taylor All Star sneaker from Converse has been a fad since the 1930’s and continues to steamroll in sales 80 plus years later.
The typewriter had a good run since the 1860’s, but I doubt you care to own one any more (unless you are a collector… and that does not count as a fad).
From cabbage patch kids to the wheel, everything is ultimately a fad. The question is just how long the fad will last. One day? One month? A year, decade or century? Perhaps eternity (water seems to be doing well in this classification).
How long will the next fad last? Your guess is as good as mine.
The post How Long Will Today’s Fad Be Popular? appeared first on Mike Michalowicz.
February 2, 2015
Episode 13: Profitability in Virtual Bookkeeping With Gabrielle Fontaine
Gabrielle Fontaine, Bookkeeper and and Consultant joins Episode 13 of the Profit First Podcast. Gabrielle shares her insight on how to implement profitability in your professional bookkeeping services.
Our Guest
Mike Michalowicz & Gabrielle Fontaine
Gabrielle assists consultants and micro-business professionals get their books under control, maximize cash flow and save on taxes. She is an Advanced Certified QuickBooks ProAdvisor, FreshBooks Certified Bookkeeper, and part of the Wave Pro Network. Gabrielle specializes in online bookkeeping and business training & consulting.
She is also the author of the popular blog for professional bookkeepers called The Freelance Bookkeeper.
Show Quotes
Clients want their bookkeeper to be virtual so they can call you from anywhere. They also want the books online so the client, bookkeeper, and accountant can all access the information simultaneously.
When you’re running your own business and you know the technology, now you become more of a professional. Clients seem to respect us more and expect to pay a professional fee.
Build your relationships on an authentic level. Get out there and just be who you are.
When bookkeepers struggle the issue is their own confidence and not charging enough. Alot of bookkeepers view themselves as data entry clerks and they think they should charge what they would get paid per hour in a corporate job – once they realize acting like a professional should get paid professionally is when it becomes a high profit business.
When a client comes to you and says ” There’s a few things that are not quite right with my books, could you clean that up? How much is that going to cost?” The books are probably a huge mess – whenever a client thinks there’s a problem with the books it means they’re really messed up.
When a customer asks you about your prices first before their needs, the response is “If price is your #1 consideration then i’m not the bookkeeper for you, let me refer you to someone who is more affordable.”
Marketing is communication; it’s not about promoting yourself and bragging, it’s about communicating that clients need our help and letting them know you’re there to help them.
Show Links
Gabrielle’s Website: http://BookkeepingDirect.com
Twitter: @tfbGabrielle
Show Sponsors
Nextiva – VOIP phone providers for small businesses.
Fundera – Single source online funding for entrepreneurs. Also offers an adviser program for CPAs, bookkeepers and business coaches.
TSheets – The #1 customer rated time tracking solution!
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January 29, 2015
7 Ways To Discover Your Biggest Competitor’s Secrets
Investigating what’s going on with your competition can not only give you invaluable insight into what your rivals are up to, but it can also give you information about your own company and how to position yourself better. Legal commercial espionage is simply using all of your available resources to make the best business decisions possible. Here are some tips on how to discover what the other guy’s up to:
1. Figure out their revenue. The way to get a rough estimate of how much revenue your competition’s bringing in is to multiply the number of employees by $150,000. Now it’s a rough estimate, to be sure, but having an idea of revenue keys you in to the number and the size of clients your competition has, and it can help you assess their threat level to your company. If they’re much larger than you are, then you can safely focus on some small fish that they may be ignoring. If they’re much smaller than you, then you’ll know that they’re not able to handle some of the bigger clients you’re targeting, which makes them less of a threat.
2. Find their best sales guy (or girl.) One reliable way to get this information is by interviewing one of your competition’s sales people. You may not have their top person, but if you ask for the sales rank file, you’ll get access to all sorts of useful information, from client names to actual sales figures. Knowing who drives the most business for your competition can help you identify attractive new hires, or it can help you identify opportunities for teaching your sales staff how to improve their sales strategies.
3. Find their best customer. One of the best ways to determine who the best customers are is to look to the testimonials on a company’s website. Businesses are most likely to solicit rave reviews from the clients they’re proudest of. Knowing who your competition is selling to can give you an idea of the scope of their business, and it can also clue you in to clients who aren’t yet being served.
4. Keep an eye out for new products and offerings. Go to trade shows in your industry so you can stay on top of what’s new and exciting. Whether you use the information you gather to develop an improved version of your own product, or you scope a new product out to research its weaknesses, being at a trade show puts you in contact with clients you can win, and it keeps you abreast of trends and developments in your biz. You can learn a lot even if you don’t have a booth at a show yourself. Simply attending can give you access to all sorts of inside information.
5. Monitor social media. Socialmention.com is an astounding resource that lets you track your competition’s social media presence and can let you see when there’s a problem or a new development. A flurry of customer complaints on social media can present you with a great opportunity to scoop your competition and win over their clients. You can pick up tactics and techniques that are effective for your competition and incorporate those strategies into your own social media campaign, or you can take advantage of problems that crop up with other companies.
6. Monitor the web and news. Whether it’s a formal press release or an article about your competition, staying current with what’s going on in the news can yield productive results. Set up a Google alert to let you know each time your competition appears in the news. Whether there’s a corporate shakeup or an incredibly successful product launch, knowing what’s going on lets you situate your business to take your piece of the pie.
7. Find their strongest keywords. As more consumers use the web to search for information about companies and the services they provide, knowing what keywords consumers use is increasingly vital. Alexa.com will give you keyword information that consumers use to get to your competitor’s domain. Co-opting your competition’s keywords can help you attract their clients to your site, giving you the opportunity to get their business.
There’s nothing underhanded about any of these tactics. In fact, if you’re not constantly working to acquire information about your competition, then you’re missing opportunities to come out on top.
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January 28, 2015
How To Know If Your Business Idea Is A Good One
It is likely the most common question I hear: “How do I know of my business idea is a good one?” That question is usually followed up with, “Would you buy it?”
That second question sucks, and hurts all too many entrepreneurs. No one knows how good your idea is except for the customers that pay for it, with their hard earned money.
The best way to gauge your concept and prospective customer interest is not by asking people what they think. Most people will say what they think you want to hear. Instead ask for them to make a deposit on your idea. This forces people to make a financial decision. And when it comes to an actual transaction, the truth will be told by their actions. Do they quickly hand you some money, or do they quickly hand you dozens of reasons why they want to hold off.
Even if you are not in business yet (and are just in the idea stage) you can take check deposits made out to your future business and not deposit them. The key is to get people experiencing the pain of departing with money in exchange for the gain (or future gain) they will derive from your offering.
Pitch it to your prospects by saying “I am going to be offering XYZ service. I will likely charge $1000/month (or whatever is the number). But I want to bring on some early customers now and will drop the price to $200/month (or whatever is a big discount) for people who give me a deposit now. Are you interested?”
Then wait to see what they tell you about your business idea, via their actions.
A business concept is just a concept. It only becomes a business when it makes money.
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January 27, 2015
Deal With A Difficult Client Using These 8 Strategies
We all have ‘em – you know, the folks who make you cringe when you see that they’re calling. The ones who drain your energy, criticize everything, and are slow to pay, to boot. Difficult customers exist in every business, for every company, and even though you may want to kick them to the curb some days, you know that it’s better to keep them if you can.
Here are the inside secrets I’ve found for making dealing with difficult customers a little less painful.
1. Choose your words carefully. I was working with a client, advising him on some better business strategies, and he was complaining about one of his difficult clients. I sat in on one of their meetings, and I could tell right away that it was my client’s words that were creating the tension, and my client wasn’t even aware of it. For example, my client said they would “hash out the details” at a later date, and his customer cringed. His customer tended to use less confrontational terms like “bring clarity” rather than “hash out.” I suggested that my client listen carefully in their next meeting and mirror the terms that his customer used. It worked like magic. They were on the same page, accomplishing what needed to be done, with zero conflict. Mirroring your customers’ words puts them at ease and assures them that you understand their needs.
2. FroMLE. This little gem has gotten me through many a difficult conversation with everyone from clients, to relatives, to friends. It stands for “from my limited experience,” and the trick is to add this phrase – mentally – to the end of statements that might otherwise be offensive to you. Say one of your clients tells you – his accountant – that accountants are just glorified calculators. It’s an insulting and infuriating statement, but if you tack on the FroMLE to the end in your head, it softens the blow. He thinks little of accountants because he doesn’t understand the complexity of the work a good accountant does. Try this trick, and you’ll find that it changes your perceptions and makes you far more tolerant of the sometimes idiotic things that emerge from your difficult clients’ mouths.
3. Get to the measurables. There are times when difficult clients – even ones with legitimate concerns – mostly just want to unload on you … at great length … repeatedly. When you find your client making broad generalizations, like “nothing’s working” or “You never finish on time,” then your best bet is to make them get specific. Ask them for specific examples of what troubles them and propose specific, measurable remedies for the problem. Ask them point blank: “If we solve your problem, does that fix this situation?” “If we have it for you by next Tuesday, are we good?” Specifics are your friend when you’re dealing with difficult clients.
4. Acknowledge, but don’t agree. Sometimes agreeing with a client who’s displeased will add fuel to their fire. If you can acknowledge their position and shift the conversation to the resolution – the measurable – you’re moving away from the ranting and toward a solution for their complaint.
5. Pin down the outcome. Keep your focus on what your client wants you to achieve. If you’re running around dealing with petty details, you may not actually be working toward the end goal. Don’t waste your time treating the symptoms while ignoring the disease.
6. Document. Especially with problem clients, I’m a fan of face-to-face or Skype meetings. Why? Because I use the a visual component as a tool for herding the errant client back on topic if they start to stray. I use a whiteboard and jot down the client’s complaints, and as we move through them, if the client starts to rehash what we’ve already settled, I point to the whiteboard and remind them that we’ve solved that problem and we’re moving on.
7. Recognize a real personality conflict. It happens. Sometimes, you’re just going to run into an oil and water scenario, in which you simply can’t find a way to work with a specific client. Your best bet in this situation is to find another member of your staff to assign to the client. If you can, ask the client who they’d prefer to handle their account, so they don’t feel slighted, but rather realize that you’re providing them with exemplary customer service.
8. Fire them. When all else has failed, and when the emotional drain is no longer worth the revenue, it’s best to cut your losses and move on. You get to spend your time working with more productive clients, and one of your competitors gets your irrational client. That’s a win-win.
The vast majority of the time, one of the first seven tactics will resolve your difficult client situation, and you’ll find that if you’re thoughtful, focused on specifics, and speaking your client’s language, that you rarely ever have to cut a customer loose.
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January 26, 2015
Episode 12: Communication And Profitability With Mel West
Business owner Mel West joins Episode 12 of the Profit First Podcast. Mel breaks down common problems in the work place and explains the importance of communicating with your employees.
Our Guest
Mel West is President of Prosperity Logic; a performance-consulting firm that specializes in assisting clients increase profits and achieve wealth using its Prosperity Business Model.
An advocate for developing and implementing performance improvement strategies, Mel provides consulting and executive coaching services with over 20 years of management experience with leadership roles in the financial services industry, manufacturing, and the military.
He earned his Masters of Business Administration (MBA) from St. Martin’s University and his Bachelors of Science Degree (BS) in Workforce, Education, and Development from Southern Illinois University Carbondale. Mel is a U.S Navy Submarine Veteran and when he is not working, he is riding his Harley.
Show Quotes
Business problems can be narrowed down to 3 things: People, processes, or profits. Generally, If you take care of the People issues the processes and profits will take care of themselves.
Forming a peer board group requires commitment and consistency. They have to be committed to working on their business in a consistent process that allows them to go through that and track the results, and understand they are making the progress that they want to make.
Elements of a business that sucks the profit:
1. Employees are always the biggest “sucker of profit”.
2. Hiring employees to do a specific job, but then assigning them to other tasks, or not trusting them to do job.
3. How you go about making business decisions. Are you just shooting from the hip and hoping it works out?
Be able to use other people’s mistakes to your benefit. Understand your strengths, weaknesses, opportunities and threats, and how they align with your overall vision.
People want to be a part of something that is bigger than themselves, so if you have them engaged in things that are challenging them and they feel like they’re a valued part of the team, they’re going to perform better.
Show Links
Mel’s Website: www.prosperitylogic.com
Facebook: www.facebook.com/ProsperityLogic
LinkedIn: www.linkedin.com/in/melwest1
Google+: https://plus.google.com/+Prosperitylogic
Show Sponsors
Nextiva – VOIP phone providers for small businesses.
Fundera – Single source online funding for entrepreneurs. Also offers an adviser program for CPAs, bookkeepers and business coaches.
TSheets – The #1 customer rated time tracking solution!
The post Episode 12: Communication And Profitability With Mel West appeared first on Mike Michalowicz.
January 23, 2015
5 Cloud Influenced Changes Your Business Will Be Forced To Make
A new year’s the perfect time to step back and take a critical look at your business with a view to making positive changes. As you explore your options, one important area to explore is making the switch to running your business on the Cloud. So you’re not one of the early adopters. You’ve held out this long, and you’re wondering what changes you will be looking at should you convert your applications and data storage to web-based providers. Here’s what you’ll need to know to plan ahead for a smooth transition.
The transition is inevitable.
Seriously. The question isn’t if you’ll move to the Cloud; it’s when. There’s one primary reason, and once you understand that reason, you’ll be both more willing and better prepared to make the change. The Cloud, first and foremost, offers flexibility. If you look at the significance of flexibility for just one aspect of your business – your staff – you’ll see right away that if you opt to be rigid and require that every employee report to the office every day (whether it’s essential or not,) you’ll discover that you will have trouble attracting and retaining good employees. Workers can and do require more flexibility in terms of working hours and locations, and smart employers have figured it out. If you refuse to offer staff flexible work options, you’re more likely to lose your best people to an employer who is more forward thinking.
Consumers demand convenience.
And the Cloud gives it to them. Remember when you didn’t have every answer at your fingertips? Consumers don’t want to go backwards. We’ve grown accustomed to having our questions answered immediately, and we’re unwilling to compromise in terms of time or of accuracy. Cloud storage of data and mobile applications let businesses serve their customers in ways that are individually customizable to a greater degree than ever before. If you’re not providing mobile apps or instant access for clients who want them, your customers will find a provider who will.
Your company’s infrastructure will look different.
You have a new set of filing cabinets, and your staff needs to get acquainted with them. Once you move your data storage to the web, the new focus will be on navigation and retrieval of data rather than on the storage itself. You may find that your staff requires dual (or even more) monitors. You’re also going to find that more and more apps function best with touch screen hardware since touch screen is the focus for an increasing number of programmers. There will be a training curve as you acquaint your staff with the best ways to access and navigate your new data storage systems, and you will need to identify and implement training solutions.
Sharing and securing information are the new priorities.
Your company will need new policies for how to simultaneously share and safeguard sensitive data. If you share a file with a client on Google Drive, for example, it’s essential that you give them access just to the file you want them to read, rather than to all of your files that contain information about how much money you’re making off that client. Compartmentalizing files and raising awareness of the need to keep your company’s data secure is essential.
Bandwidth is king.
Once you’re running on the cloud, maintaining access to data and apps for both you and your clients is absolutely essential. Ask yourself how you’d conduct business if your internet went down. Does the thought give you nightmares? Time to develop a backup plan. Whether it’s finding alternatives (satellite, DSL, cable) or creating contingency plans, you need a solution for the problems that will inevitably crop up. Planning for catastrophe can ensure that your business keeps running even when things go wrong and will earn you customers for life.
You may not be enthusiastic about transitioning to the Cloud, and you’re smart to try to anticipate the changes you’ll need to make. Getting your staff trained and ready to handle the challenges associated with significant changes will dramatically increase your odds of success when you do finally make the leap.
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January 22, 2015
Bad Decision Makers Have These 8 Tendencies
I’ve been an entrepreneur for a lot of years. At one point, I’d started, grown, and sold a couple of businesses, and I thought I knew everything there was to know about making business decisions. After all, I was a success! After I sold my companies, I became an angel investor – finding ventures that I thought were promising and plunking down my hard earned cash to give other entrepreneurs a chance at making their dreams a reality.
As it turned out, I was more like the angel of death. I made some truly terrible decisions. So bad that it started to seem like everything I touched was destined to fail. I realized that I’d been pretty lucky early on (in addition to the fact that I’d worked really hard,) but I knew the money I’d earned wasn’t going to last forever – especially if I didn’t rethink the way I made my decisions.
Here are the things I learned – the hard way – about the tendencies and motivations of people who are making lousy business decisions.
Basing decisions on your ego.
If you think you know it all and that your expertise in a narrow field will translate to every other field, you’re just flat wrong. Don’t fall prey to the fantasy that you’re King Midas and everything you touch will turn to gold. In fact, even King Midas wasn’t very happy by the end of his tale, but you’re not Midas. Assemble a team of folks whose experience rounds yours out, and you’ll have the benefit of an entire team’s input, rather than relying solely on your own knowledge.
Relying on the momentum effect.
There’s certainly some truth in the belief that past events can predict future events. The problem, though, is that the world evolves. Inevitably, things fall out of fashion and are replaced by new products. Think about the typewriter. At one point typewriters were the best technology available, and they sold like crazy. But at some point, companies had to move on – to work processors and computers – or become obsolete. If you’re sticking with the tried and true and refusing to look at other options, you’re running a high risk of making a bad decision.
Being lazy.
Entrepreneurs have to be hungry, have to be curious. If you’re only looking to confirm the results that you expect when you research a new opportunity, then you’re likely to ignore other, potentially significant results. Make sure you’re looking at the whole picture – both negatives and positives of any decision.
Being indecisive.
Don’t become a victim of the mañana syndrome. Delaying a decision is still making a decision, and if you’re putting off making a choice, you can end up limiting your options down the road. You may be right. You may be wrong. Don’t let yourself be cheated out of success, though. Make the decision and stand by it.
Going it alone.
Just like you can’t expect yourself (or anyone else) to be an expert in every area, you can’t expect that you’ll necessarily understand all of the options and complexities of any given situation. Sometimes the very best results are achieved through compromise. If you’re the sole decision maker, then you’ll never get the benefit of working through all of the angles and options before arriving at a reasonable compromise that benefits everyone.
Executing poorly.
Making a decision is only ten percent of the process. The execution of that decision is the other ninety percent. If you fail to communicate the reasons for your decision to your staff, they may fail to understand its importance. If you neglect to plan or follow up on the execution of your decision, then you’re not getting the job done. Make sure that you implement your changes in a thoughtful, logical way.
Seeing the tree, rather than the forest.
Good decisions are made with the big picture in mind. If you’re focused on putting out fires or only thinking about next week, then you’re not going to be able to plan for the next year, or the next decade. Leave the short-term decisions to your trusted staff, and devote some energy to the long term.
Not balancing your sources.
Abraham Lincoln was a great President, but it wasn’t just because he was a smart, thoughtful man. He was great because he surrounded himself with a Cabinet comprised of his most bitter rivals. He knew the power of hearing from someone other than yes men. Don’t fall into the trap of listening to sycophants who only tell you what you want to hear. By seeking out contrary opinions, you’ll avoid making decisions based on biased sources.
One of the most significant roles we play as entrepreneurs is the decision maker. If we can improve the process by which we make the vital decisions that affect the health and profitability of our companies, then we’re certain to see more consistent and positive outcomes.
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January 21, 2015
The Adored Entrepreneur: 9 Traits To Acknowledge
We all know the type – the business owner for whom any employee would bend over backwards. The shop owner whose staff treats every single customer as if they’re the most important person in the world. There are entrepreneurs who inspire fierce loyalty and adoration, and we can learn a lot from these people. What is it that makes them so special?
They’re truly authentic. Adored entrepreneurs are unabashedly themselves. They’re consistent because they’re not playing a game or putting up a front when they’re on the job. Whether you see them in the office or at the amusement park, these people are always true to themselves.
They understand the power of reciprocity. Adored entrepreneurs understand that hard work, honesty, and trust are given to the bosses who first demonstrate those qualities themselves. Being open, trusting and trustworthy, and being willing to work harder than anyone on the staff is how the best business owners manage to have a staff who’d go to the ends of the earth to prove that they deserve the boss’s respect.
They’re positive. We have to learn to lead the way in enthusiasm. After all, if you’re not excited about your company, how on earth can you expect your assistant to be excited? Harness the power of emotion and show your staff that you’re pumped about what you’re doing. It’s important to acknowledge the negative things that will arise, but you should work to banish negativity (and the morale drain it creates) from your workplace.
They’re highly approachable. The most powerful entrepreneurs I know are fiercely democratic, in that they believe that we’re all equal. An adored entrepreneur knows that every single employee is important and has valuable insight to share and provides a unique value to the company. Whether it’s the janitor, the top salesperson, or the part-time customer service rep, we need to be available to every single member of our staff.
They listen more than they talk. We have two ears and one mouth for a reason, folks. We should listen twice as much as we speak, and adored entrepreneurs understand this principle. Observe, learn, and take it all in. Then when you have something to say, people will listen. Make your words count because of their content, rather than by being the most long-winded one in the room.
They pat, kick, pat. Entrepreneurs have to deal with problems just like anyone else, but what differentiates the adored ones from the rest is the ability to give constructive criticism. Start with a pat on the back, follow it up with a kick in the ass, and end with a pat on the back. Praise, admonish, and praise. This technique softens the blow and reinforces that you believe your employee is an important member of your team.
They work hard. True entrepreneurs know that they have to set the example for the entire company. If you’re merely in it for the Rolex and the golf club write-off, then it’s going to show in the attitudes of your staff. Working hard sets the tone and motivates your employees to follow your lead.
They’re both authoritative and human. Adored entrepreneurs don’t ignore problems. They acknowledge that problems are inevitable, and then set out to solve them right away. We like our leaders with a healthy dose of empathy and a willingness to acknowledge that any path that’s worth taking will come with its share of difficulties. Let your staff know that you’re a realist who won’t tolerate problems for long. Be a problem solver and move on.
They’re masters of public recognition. There’s a huge reward in acknowledgment. Being lavishly, genuinely praised in public will win over your staff every single time. Just as you serve up criticism in private, you should bestow praise publicly. Your employees will not only be proud of their accomplishments, but also proud of their place in your company.
Don’t get me wrong. I’m not telling you that being an entrepreneur is a bed of roses. There will be plenty of times when you have to make hard decisions that can’t possibly make everyone happy. What I am unequivocally saying is that you can still, consistently keep the respect and adoration of your staff if you model the traits listed above.
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January 20, 2015
Are THESE Employees Draining Your Profit? By Sabrina Schleicher, PhD, PCC, BCC
There is a hidden profit leak in many small businesses. Payroll is typically one of the largest expenses in a small business. It’s also the source of a significant hidden cost—employee disengagement. During a Pumpkin Plan Kickstart Mike and I conducted, I walked our participants through calculating the cost of employee disengagement in their small businesses. The cost of employee disengagement ranged from several hundred thousand dollars to millions of dollars—ANNUALLY. OUCH!
Here’s the problem: It seems so hard to find good-quality people to hire that you hang on to marginal employees just so you have a warm body doing some of the things you need done.
You know you’re not getting the best out of these employees. They don’t go the extra mile for your customers, even though you’ve had “that talk” repeatedly in staff meetings. The truth is, they do just enough to get by. Plus, they often make mistakes that cost you lots of money in re-work. What’s worse….they may even be driving your best customers away. Ouch!!
Here is the harsh truth: If you continue to operate this way, eventually your business will die. Small businesses that hang on to too many marginal performers for too long fail.
That’s why it is an absolute MUST that you identify the right strategies for your business to find and attract A-Players. A-Players are resourceful. You can count on them. They find a way through and around problems, day in and day out. They go the extra mile for your customers. 1 A-Player can do the work of 9-12 C or D Players.
Yes, you can attract A-Players, even if you are in a rural area. I’m here to help you if this is a priority for you in 2015.
How would you like my PERSONAL mentoring to attract your next golden A-Player employee? I’m going to be taking 10 committed business owners on a journey to discover the hidden opportunities to attract their next A-Player.
Check out the details here and find out how you can be 1 of the lucky 10 I GIFT with a private “Strike the Gold” Business Breakthrough Session.
Dr. Sabrina Schleicher recognizes that employee problems can be one of the biggest stumbling blocks for any business owner. With her background in psychology, and years of coaching small business owners to extraordinary results, Dr. Schleicher knows what it takes to find, keep and get exceptional performance out of your biggest investment-your employees. Access her comprehensive video training 5 Secrets to Exceptional Employee Performance (her gift to you!) at www.tapthepotential.com
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