Charlotte Richardson-Beck No Comments

How well do your clients know your business?

One of the key drivers of business is ‘Delivery.’ This refers to the consistency and quality of your products and/or services and is usually a focus for business owners. However, for most business owners the priority is driving sales and finding new clients. This can lead to your current, most valuable clients being forgotten.

You’ll be aware that there are some customers that are more valuable to your business (your ‘ideal’ clients). But are these clients aware of all the products and services your business offers? Maybe you’ve told them, or mentioned it in the past. But do they have a full understanding and awareness of everything your business offers?

It’s a well-know fact that getting new clients to purchase from your business is much harder than selling to your existing clients. So what are you doing to identify new opportunities with your existing clients? Getting a true understanding of your customers will help you to sell more. The more you know about their needs and the products or services they use, the easier it is to see opportunities for your business.

TIP

Take some time to get to know your clients, consider using a spreadsheet to register:

  • What your clients currently purchase from you
  • What they use, but purchase elsewhere

Use this information to spot the opportunities and build offers to create awareness.

You might notice a spike in sales as your customers become aware of the wider range of products and services your business offers. And, even if some decide not to purchase with you now, your business will become a suitable alternative if something changes with their current supplier.

This process of getting to know your clients is important for more than the reason of cross/up selling. Having a deeper and clearer understanding of your clients, their needs and current suppliers, you’ll get a better understanding of your target market. Use the information you’ve learnt to build customer profiles and segments that can then be used in your marketing efforts.

The key benefits of getting a true understanding of your clients, and for your clients to have a true understanding of your business are to:

  • Build better relationships with key decision makers
  • Improve awareness of current clients needs
  • Meet client needs more effectively
  • Profile/segment your target audience
  • Increase effectiveness of marketing

For more on this topic, tune in to Episode 122 of the Fluid Business Podcast:

Charlotte Richardson-Beck No Comments

FBP 121: Great teams know who they want on their bus

The ‘bus’ analogy is a well-known, sometimes over-used, concept when talking about teams. On this episode of the Fluid Business Podcast, Ray and Andy give a different perspective on this concept and discuss seven questions business owners need to ask themselves and their team.

Read Ray's blog post here: http://www.thelevelsblog.com/great-teams-know-who-they-want-on-their-bus/

Our team of professional business coaches share their expert knowledge and experience every single week, empowering you, the business owner, to develop and grow your business the right way.

Join us as we cover core subjects areas in our unique and relaxed way, including: Rapid Growth, Family Business, Team, Efficiency and so much more.

Charlotte Richardson-Beck 2 Comments

12 Days of Christmas Giveaway!

It’s that time of year again and we’re starting to feel festive!

For the first 12 days of December, we’ll be giving away a whole range of business-growth tools to help you and your business become the best in 2018. The grand total of all the prizes we’re giving away is £4,000!

Each day we’ll tell you how to enter and you’ll be in the draw to win a whole range of prizes, absolutely free! To receive daily updates, simply follow us on Twitter, LinkedIn or Facebook, or alternatively you can register for email updates below.

On the first day of Christmas (December 1), we’ll be giving away 25 free copies of Ray Moore’s first book: Can Your Business Step Up To The Growth Challenge? (RRP £11.99). Registration opens at 9 am and will be open to all small business owners based in the UK.

Charlotte Richardson-Beck No Comments

Growing a Business: The Four Drivers

Business owners often believe that by investing more time and hard work, their business will continue to grow. But unfortunately (or fortunately!) that’s not the reality of business growth.

Sheer hard work and investing all the hours of the day into the business will help you to grow your business in the early days. But, as the saying goes; what got you here won’t get you there!

The reality of business growth is periods of growth, followed by a plateau, which is a cycle that repeats over time – this is the Levels Framework for growth.

Start-up businesses can often grow through a couple of plateaus quickly, but can end up falling into the trap of becoming stuck on a plateau for a long period of time and the business owner tends to accept that the business has grown as much as it can.

The drivers

There are four drivers that are active in every business, these are:

  • Time
  • Team
  • Money
  • Delivery

During periods of growth, one or more of these drivers will go out of balance. For example, you might be so busy with orders and running the business that you don’t have enough time to fully train your team. That results in the delivery of your service slipping and customers become unhappy. So you end up loosing customers and money and the drivers naturally rebalance on the plateau.

When the business reaches a plateau, each of the four drivers are balanced. When a business grows and the drivers go out of balance, it’s common for the business owner to feel out of control and often the business forced down to the level (or plateau) below.

Growing a business

Sometimes a business will grow and become larger in size, but they make less money than when they were smaller. It’s a common symptom of businesses that have failed to set the business up for growth. The business’ infrastructure and team isn’t ready to undertake a period of intense growth. ‘Setting out the stall' is covered in much further detail here.

Achieving a balanced business is so important for success and work for everyone involved. The business owner will have more time, the right people will be doing the right things, there will be more cash and customers will be better serviced.

 

If you think you’re up for the challenge, join our 10-day business growth programme! Ray Moore goes through how to balance each of the drivers in further detail. It’s available for FREE at www.fluidbusinessacademy.com.

Charlotte Richardson-Beck No Comments

FBP 120: The four drivers of business growth

In this episode of the Fluid Business Podcast, Ray Moore and Andy Sleet are talking about the pattern of business growth.

Listen as Ray explains why businesses don’t grow in a straight line and why it actually involves a series of growth and plateau. Ray and Andy explain the role the four drivers play in business growth.

Our team of professional business coaches share their expert knowledge and experience every single week, empowering you, the business owner, to develop and grow your business the right way.

Join us as we cover core subjects areas in our unique and relaxed way, including: Rapid Growth, Family Business, Team, Efficiency and so much more.

Charlotte Richardson-Beck No Comments

FBP 119: Back to Basics: The power of true clarity

Following our ‘Accounts: Debunked’ webinar, Ray and Andy are on the podcast discussing the meaning of ‘debunked’ and what’s next in the series. Ray introduces Management: Debunked, where he’ll be joining HR expert Paula Fisher for a two-part interview.

Sign up today for priority access.

Find out more about the speakers and the topics to be covered.

Catch the Accounts: Debunked webinar on demand.

Our team of professional business coaches share their expert knowledge and experience every single week, empowering you, the business owner, to develop and grow your business the right way.

Join us as we cover core subjects areas in our unique and relaxed way, including: Rapid Growth, Family Business, Team, Efficiency and so much more.

Charlotte Richardson-Beck No Comments

How to get those moments of clarity

You may have recently seen our Accounts: Debunked webinar, but what does ‘debunked’ actually mean? 

Let’s start with a definition.

Debunked means to cut through the ‘rubbish’ and get to the core of the subject. It's about removing the confusing jargon and acronyms to help you build a true understanding of the foundations of the subject.

As a business owner, you may find that you are hugely successful at what you do. But, you don’t really understand why; what do you do differently to everyone else?

This often occurs when we don’t truly understand a particular experience. When trying to explain what we do to other people, we can’t see why they don’t understand. To us it’s just ‘common sense’ and it can be hard realise that the real problem lies in our own blind areas.

That’s why we’re running a series of webinars and interviews ‘debunking’ different areas of small business. We started with ‘Accounts.’ Ray Moore explained each key areas of accounts that business owners ‘need’ to know and understand to get clear and deeper understanding.

What's next?

Now, we’re excited to announce that we’re teaming up with Paula Fisher, Founder of Practical HR, to produce a two-part webinar interview series – Management: Debunked. Paula has more than 30 years of HR expertise and, alongside Ray Moore, will be covering:

  • Employment law
  • Hiring and firing
  • Home-grown managers
  • Developing the leaders of the future
Register now to receive the webinars.

Ray Moore is on the Fluid Business Podcast with Andy Sleet discussing the DEBUNKED series in more detail. Listen below, or head over to Apple Podcasts or Stitcher.

Charlotte Richardson-Beck No Comments

Management: DEBUNKED

Continuing in Ray's DEBUNKED series, he's now moving on to the topic of human resources (HR) and management. In this two-part series, Ray will be talking with Paula Fisher, founder of Practical HR, an SME HR Consultancy based in Essex.

In the first part of the series, the topic is ‘Managing Homegrown Managers.‘ Ray and Paula will be discussing the importance of developing the leaders of the future and how to avoid the most common pitfalls of homegrown managers.

The second part of the series will be based on ‘Hiring and Firing.' Paula will be giving an insight into the legal side of things, while Ray will focus on understanding the mechanics of your team.

About Paula Fisher

Paula founded Practical HR in 2002 and has 30 years of HR Management experience, including senior positions in large corporate organisations. She has a Masters Degree (LL.M) in Employment Law and Employee Relations and has lectured employment law at Anglia Ruskin University.

Paula has worked as an SME HR Consultant for more than 15 years and her corporate experience enables her to bring a commercial approach to HR for SMEs. Paula has helped many organisations to understand the importance of HR to help them achieve business objectives.

 

About Ray Moore

Ray is the founder of Fluid Business Coaching and has extensive experience with SMEs. As an experienced business owner himself, Ray has a unique understanding into how business owners work.

Ray has helped more than 100 SME owners to grow and balance their business. He has developed a proven framework for business growth, enabling all types of business owners to take back control of their business and achieve the lifestyle they desire.

Register today for Management: DEBUNKED.

 

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Accounts: Debunked

Accounts: Debunked Webinar

If you missed the Accounts: DEBUNKED webinar, the recording will be available on demand for a limited time. Simply complete the sign up form below and you will be re-directed to the webinar. We'd love to hear your feedback on the session!

Charlotte Richardson-Beck No Comments

FBP 118: Leadership: How do others view you?

Have you ever met someone that you didn’t connect with, but you’re not sure why? Well, that’s your inbuilt ‘Congruency Meter’ measuring character and charisma and helping you form an impression of someone.

On this episode of the Fluid Business Podcast, Ray and Andy discuss how this impacts leadership and why character and charisma are major influences on your leadership success.

More on this topic is available on the Levels Blog.

Our team of professional business coaches share their expert knowledge and experience every single week, empowering you, the business owner, to develop and grow your business the right way.

Join us as we cover core subjects areas in our unique and relaxed way, including: Rapid Growth, Family Business, Team, Efficiency and so much more.