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Keep calm – smile and be kind

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Keep calm says Malcolm Gallagher of BizVision

I got a bit fed-up of all the gloom around and, whilst it is understandable and my deepest sympathies to those who have lost loved ones, I am sensing that there’s aggression building up – especially in the shops. But there’s also lots of acts of kindness happening. Perhaps some people need to look “outside”. As I write this the sun is shining. Okay, it may be still a bit cold, but it is shining! So I decided to make a poster and put it on our gate – what do you think?

Have you witnessed any true acts of kindness? Have you seen any messages that made you smile?

 

50 years ago this week news started to change

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Final edition of pathe news 50 years ago

by Malcolm Gallagher

How News has changed in the last 50 years!

50 years ago this week, as you can see from the front page of the #CumberlandNews #NewsandStar I was reviewing the very last edition of Pathe News.

For 50 years previous most people got their visual news at the cinema on perhaps a weekly visit. Now it is instant 24/7 with online newspapers showing video plus Sky News, BBC News, YouTube and 100’s more channels pumping out a mass of media across so many categories and subjects. And it’s also easy to access what you may have missed. It can make your head buzz with what’s happening.

Is it good that you know so quickly what is happening or is that more pressure, more to know and worry about than in the “less knowledge” times past? I’m a news freak so I’m happy about it!! What about you?

What’s your favourite way of staying up to date with the news? And when do you do it?

Time to toughen up to move forward?

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It’s a new dawn. Is it time you were toughening up to move forward?

I’m Malcolm Gallagher, creator of the new TopGun Coaching Collection here at BizVision.

Now that Brexit day has been and gone what are you doing about achieving growth in this new dawn?

These last few years have caused a hiatus in sales momentum in many companies. You may even think that teams have slackened through confusion and there has been a lack of sales strategy on moving forward.

It’s all part of the new dawn and those who want to win will have to toughen up and compete

These are just 4 of the key challenges that leaders need to face

Sales Change

Too many businesses are trying to win on old sales skills. The 2020’s demands new skills , new thinking , new ways. To-day’s buyers are value seekers and your sales team may need to sharpen up to meet these change demands. Are they as sharp as they need to be?

Digital Impact

Too many business leaders are forgetting that  their customers are now just a click away from their competitors. And those competitors may be sharper, more agile and more conversant with using digital technology to deliver a compelling message. Have you undertaken a digital marketing audit?

Customers

To-day’s customer are less loyal and more promiscuous. They are more demanding in levels of customer experience, more expert in buying, especially through the emergence of procurement departments. Today’s salespeople need to know how to handle these changes

The Global Economy

Yes the UK has the Beyond Brexit challenge along with tariffs. But the world is also facing challenges such as uncertainty being the new normal and climate concerns plus others. Today’s salesperson cannot be blinkered and so must be able to knowledgeable and equipped to respond correctly to these possible sales barriers.

Which of the four areas do you think affects you most now or will do in the future? How will you meet the new dawn challenges?

For a quality answer get details of my premium Top Gun coaching collection. It’s focused on helping you and your team compete to win in the 2020’s go to the page link and download the information and learning details.

BizVision.co.uk/topgun

Do it soon to be ahead of those pesky competitors!

It’s time to SELL globally!

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Brexit is happening! This means its time to AWAKEN yourself and team to new opportunities and grow globally. But success will mean SELLING globally. That’s not just making odd marketing efforts, it’s about true sales skills.  However change is happening in sales and, in this #SellGlobal video #MalcolmGallagher says you may need a Sales 2020 Strategy. Watch the video to see how to start this working for you.

Podcasting is growing fast

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Here at BizVision, we are avid podcasters with our ever-growing collection of titles and shows.  But did you know how fast podcasting is growing? Recent research (though it is US-based) has highlighted who, where and how listeners come from. have a look through the infographic link below for some great podcasting insights. Contact Malcolm Gallagher if you want help with your podcast or want to be a guest on any of ours.

Podcast Statistics Infographic by MusicOomph.com
Infographic by: MusicOomph.com

Is productivity your answer to the 2020’s?

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Welcome to the Achiever Blog with Malcolm Gallagher and my thoughts on Productivity.

I noticed the Tory election slogan this week as Unleash Britain’s Potential. I grinned a bit as it is very like the slogans and marketing material by Tony Robbins one of the world’s top self-help gurus. One of his great books is Awaken the Giant Within and he often talks about unleashing potential.

He also has the slogan of:

If you do what you’ve always done, you’ll get what you’ve always gotten.

I think that’s appropriate to all of us in business especially as we move into what I believe will be both an exciting and challenging new decade.

I’ve launched my new programme Make 2020 Great here at bizvision.co.uk and Make 2020 Great is my slogan for the 2020’s. It’s important after all the chaos to re-awaken and re-energize. Much like the resurfacing initiative of Andy Murray.

But back to the Tory slogan of unleash Britain’s potential. It seems that we are being promised that everything will be wonderful once we leave the EU. But you are not daft – you can see that there’s no Disney fairy dust to instantly change things even if it is pantomime season!

One of my clients, Chris Kennedy, is a digital genius and also a very forthright Labour-leaning political thinker.

He said to me that he believes the underlying problem in the UK isn’t a lack of leadership but instead its low wages and flexible labour markets. Chris says, regardless of the election or Brexit, the long term problems are wages are going to go up, there will be lower immigration, plus even longer working hours. He says wages can’t be lowered, taxes or interest rates can’t be increased.

Chris reckons we will face a mirror of the 1970’s. He adds that the opportunity will be for businesses who can increase their wages AND their margins.

I told you he was a deep thinker! But he is right, isn’t he?

In my mind, the solution to unleashing potential lies in first tackling increased productivity. I reckon the big issue for the 2020s will be increased productivity

And that’s where your post Brexit business opportunity lies. How can you increase productivity – perhaps through implementing technology? If you are a coach or consultant how can you help clients increase productivity?

So how do you improve productivity?

Well, you start by stop running away from a deep inward dive on productivity. Too many business leaders are frightened of possibly rocking the boat.

They will persevere with old systems, traditional processes because everyone feels comfortable with that – we’ve always done it that way syndrome

Meanwhile, competitors, from anywhere in the world, will be sailing by them.

Sorry but change has to happen. Disruption is happening all around – just look at the high street.

My approach is to start with what I call a Productivity Audit. I use a scorecard approach in my Productivity Deep Dive Sessions to identify problems and opportunities.

Now, you may not like facing the productivity question,– and certainly, many of your people may be the same or even obstructive – but if you don’t address it then the lure of the lights of 2020 may not be shining so bright for you.

Over to you! As always let me have your thoughts or comments or ideas. Please email me mg@bizvision.co.uk or comment below.

 

Why you lose customers

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In these uncertain times, you can’t afford to lose customers so here’s what you can do about it says Malcolm Gallagher of the BizVision Network.

But first, some research that I recently also chatted about from the BrexFit Bunker on the Get BrexFit podcast episode 75.

The research is from the US Chambers of Commerce and Brooks Group. It’s about customer loyalty. You know how expensive it is to get new customers so you obviously want to retain as many of your existing customers as possible. That may be hard with all the flux caused by uncertainty and the economy.

Here are the figures (see the Brooks Group graphic) why customers may leave you:

https://bizvision.co.uk Brooks Group figures on customer loyalty68% are upset with the treatment given to them by one of your team

14 % are dissatisfied with your product or service

9% just simply switch to one of your competitors

5% actively seek other alternatives or other relationships – It’s their nature!

3% move away

1% die or close down

 

Okay, those figures may not be new to some of you but I like what Brooks Group says. And it’s this that is the “nugget of learning” for you!

Based on those average percentages YOU, yes YOU, control 96% of the reasons customers will stop doing business with you. Now that means, likely with some skills training, you can remove most of the risk of customer loss.

And that’s one of the big worries of to-day out of the way for you. Probably not for your competitors because they will likely just follow the usual; bland coaching and training that is around for free.

Tackling the emotional issues around why customers leave is paramount.

So don’t forget you control at least 96% of the reasons why customers will stop doing business with you. Look at the research breakdown and tackle them. If you need any help with this then book one of my 2020 strategy sessions.

 

Daily Achiever Weekly Themes Nov & Dec 2019

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Here’s the list of the upcoming weekly themes ( 5 days a week) for the Daily Achiever videos from the BizVision Network. The videos are published every weekday on Linked In, Vimeo, YouTube and here on the Daily Achiever TV Channel 

If you would like to contribute an article or a video for any of the themes please contact Malcolm at mg@bizvision.co.uk

Has the “C-Family” already left the UK?

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https://bizvision.co.uk Has the C-Family left?What am I talking about- well it’s a bit of a rant in one way or perhaps time for reflection in another.

The thing is I’ve been very dismayed with the Brexit chaos and especially in the abhorrent behaviour of many of our politicians. After nearly 75 of my weekly BrexFit podcasts I think I have seen and witnessed some atrocious conduct.

The C family – well I grew up with them – but I think they’ve had enough and left.  Who are they? Well there are 3 of them in the family and they are:

Courtesy

Civility

and Considerate

Courtesy seems to have left early. How many times do you do something for someone – like send them some information they have asked for – and you never get a reply or even a word of thanks.

It also annoys me of the hundreds of companies who don’t respond to job applications claiming they get too many. Don’t those companies realise that  those applying may be future customers?

It seems to me to be too much give me, give me, give me. I guess most of us learned our “please and thank you” from our parents so why are we becoming a discourteous nation?

Civility is simply being polite. I watch politicians in the House of Commons being uncivil. I think that then starts to rub off into everyday life where people think it is the norm to be abrupt. And there’s a big danger. Incivility in the workplace can have an impact on productivity and commitment to the organisation.

And the final member of the C family is Considerate. Being considerate is about being polite and caring. People like it when you’re considerate of their feelings. We could all probably be more considerate of others. Considerate means you’re thinking of other people — considering them — and then treating them decently and with respect. Yet look at how social media has spawned so many inconsiderate remarks. Some totally hostile. Yes, I am like so many others and get angry at things and dash off letters and emails. But I have learned to put that letter in the drawer overnight and not to send that email but read them again the next morning before probably not sending them!

So how can we tempt the C family back to the UK or is it too late? What’re your thoughts on my rant?

 

7 tactics to boost sales

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By Malcolm Gallagher

Hello and welcome to  7 tactics to boost sales. Sales are the lifeblood of your business. Nothing happens until something is sold. However – often the approach to sales and selling becomes languid. So I am asking you to plan ahead with urgency and to ensure you take action to boost sales. How to do it? Watch the video or read below for 7 tactics to boost sales.
  1. Be clear on the BIG results you deliver for your customers. It’s not what you do that they buy, but the result they get from what they buy from you.
  2. Know your audience or customer. Make sure you have profiled your ideal customer. A good way to target them clearly is to segment them by their need.
  3. Now position your product or your service to deliver that BIG result you are delivering in step 1 above. Be careful that you are not fixated on what you do – remember they want results.
  4. Make it easy or them to buy from you or do business with you. How often have you been frustrated in dealing with a business, especially say a large utility company with complicated processes and systems? Many times I have had to bluntly say to a business leader how hard it was to buy from them – -they often say they didn’t know about it! The higher up the ladder they are the more removed they often become from what’s happening at the sharp end of sales.
  5. Add value to your customers by teaching them. Use your knowledge, expertise, and connections to help them be more successful. Use video, webinars, white papers, blogs. I often prepare for my clients what I call Go Kits which are digital learning packs.
  6. Keep your message relevant to your prospective customer. Remember it’s not about you, or what you do, it’s about them and how they will benefit.
  7. Execute a World Class sales set-up. You may need a little outside help here but an essential element is …….Ensure salespeople know how the BIG RESULT is delivered and how they fit into the process
REFLECTION I trust you want to boost your sales so how will to make sure you take action on all this?    

5 tips to Postpone Procrastination

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In this blog post, I’m bringing you my 5 top tips to postpone procrastination. Yes, I said postponing rather than say overcoming because, until you have embedded them, you’ll forever be postponing.

In this fast-moving business age, Procrastination is a serious condition suffered by too many companies. And, unfortunately, it starts at the top! Does that resonate?  Here are the 5 tips:

  1. Stop waiting for the right urge. You don’t have to feel like doing something in order to get doing it. My suggestion is to just get working.
  2. Avoid last minute stress. Too many people put things off until the last minute in the belief that they work best that way. I suggest all that is doing is just putting additional stress on you and everyone who works with you.
  3. Do the difficult bit first. It’s easy to be tempted in doing the easy bits first but go for the difficult bit first and you’ll feel a better sense of accomplishment what will keep you motivated
  4. Chunk the job. For many years I felt that I had to do a big job al at once. Inevitably distractions interrupted and I kept having to restart. Then I started chunking my big job into smaller ones and I accomplished more.
  5. Don’t punish yourself. Far too many people punish themselves when starting a job late. They’ll do things like skip meals, take no breaks even fall asleep at their computer. Don’t do this it only makes matters worse. Don’t worry about the late start or, as someone once told me, forgive yourself and move on.

And a final warning about procrastination is the well-known saying “You may delay but time will not”. What will you do about these 5 top tips? Do you procrastinate or does a colleague?

If you have any other postponing procrastination tips then Please email mg@bizvision.co.uk or comment below.

Winning at times of uncertainty – like NOW!

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Hello, its Malcolm Gallagher host of the BizVision.co.uk network of online business channels.

The words worry and uncertainty are looming larger than ever in UK business at the moment.

Yes, there’s a lot of frustration and annoyance but what is concerning is very little action being taken. Inaction causes decay. Coming up are my ten principles of winning at times of uncertainty.

  1. Get the right mindset – times of uncertainty brings an opportunity to build your business. I know I’ve been around long enough and done it.
  2. Don’t assume your business category will behave like all the others. Are you paying attention to the trends and what’s happening in your sector? There’s lots of information out there for you to grab & use.
  3. Run what I call “opportunity scans” to inform & strengthen your win strategy. Too many businesses are too introvert and don’t think laterally enough. Sometimes a fresh pair of eyes works wonders in seeing the opportunity.
  4. Raise your game at the Point of Purchase. How are you helping your customer make the decision to buy you? Or let me put it another way, where, or how, are you preventing your customer from buying. You’ll likely need an honest approach to manage this one!
  5. Know who your priority customers or buyers really are and what they are doing, thinking, feeling right now. How important to them is what you make, do or offer? How can you remind them of this importance so that you are NOT downgraded in their purchasing priority?
  6. Watch your competitors even more carefully and act against them decisively. Don’t be soft here as they are likely to be predatory in these uncertain times. I wrote and filmed recently about how to stop them from stealing your customers by using my negativity strategy. Click here for the “stop them stealing your customers” post
  7. Maximise your Marketing Mix – be flexible and experimental. Marketing is constantly changing in its channels and reach. Customers are constantly changing in their behaviour and needs. Don’t just stick to what you have been told is the norm. Make sure that, at the very least, you are measuring your marketing effectiveness with sound KPIs that are focused on the pull through to revenue.
  8. Spend and act smart – make efficiency and effectiveness your watchwords. Allow no waste and no complacency. What’s your conversion rate from enquiry to a customer? Is it slipping or improving? What’s the average spend? How long are sales taking to get through your sales funnel? Make sure you employ my favourite assistant here. She’s called Ruth Less!
  9. Prioritise keeping current customers over getting new ones (unless you can manage both!) Make sure you are ring-fencing existing customers and giving them all the benefits you would give to a new customer. Think creating a community or tribe to draw in their loyalty.
  10. Show leadership (both internally & externally) Show it with your close team, your broader company, your influencers, your customers and especially your suppliers.

I constantly see a lack of leadership in businesses but what I also see is the decay happening to that business and the missed opportunity from inadequate leadership. I’m not blaming those leaders, many of whom may not have ever experienced uncertain times. My grey hair testifies that I’ve lived and survived through a number of them!

So get stuck into the ten principles. Add or subtract as you want but at least do something! Have I missed any or have you got any to add?