Sales Tips |
|
Those who have heard my seminars know that I talk about CZ! COMFORT ZONE!
Your mind is designed to keep you safe, secure and it also can be the human bodies worst organ to grow and be more successful. Yes you heard right. When I started to listen to my HEART, instead of my mind, then I started to move forward at a much more rapid pace.
Your mind is designed to keep you exactly where you are now-Comfortable! I have news for you, until you are uncomfortable then you cannot and probably will not grow to the next level. Mediocrity is what this society is geared toward. Mediocrity is our worst enemy! MEDIOCRITY IS THE FOOLS GOLD OF TODAY! Who wants to keep up with the Joneses, I want to PASS Them! I believe what our biggest gift in this country is to grow to a level of success that we choose, no one else!
Your business is a living organism that you feed, water and care for. If you want to see it grow, then you have to grow! Thank your Mind for Sharing and listen to your HEART! I hear this every day, as dealers say things like " Well My Business can only do........." I think to myself, Your right, your business will only do what you think it can do! HOW ABOUT STRETCHING, GETTING OUT OF THAT COMFORT ZONE!
Take a critical look at your strategies, systems and ask yourself-" How is it working for me?".
A. Check your marketing strategies with the number of prospects walking into the door. "Is it working, or not."
B. Check your sales and ask yourself if the numbers are satisfactory or not.
C. Are your clients referrals or not. Remember one of my articles either an A or an F. No in between. You either earn a referral or you don't.
Take a look at all of your systems, think outside the box. If not me, hire someone who is impartial to your business and can look at it like a consumer. Like I have said before, my business got on track by hiring a consultant, and no I did not have the money either, but I found a way to make it happen. What is Nike's saying- Just do it!
By making excuses and fooling yourself into mediocrity you are taking away huge sales and profit dollars from your business.
My point is this my friends, stretch yourself and do things that you do not normally do. During a time of low sales, raise your prices or try and achieve more revenue streams for your business.
I see many many dealerships every week, and the differences between the ones that succeed and the ones stuck in mediocrity is that extra effort and the ability of the owner to think outside of the box and outside of their comfort zone!
Now commit to 2008 being the best year ever for your business! Make it happen.
Have a Safe and Happy New Year and a Merry Christmas.
Robert Foltz, CKD
Kitchen Sales Coach |
|
As Kitchen Sales Coach closes out its' first year, I want to acknowledge who and what I am grateful for. Although not a complete list, just a few since space is at a premium..:)
A. Joe Tralongo of Leeds Custom Design for encouraging me to put some of my forms and documents on the computer so that other businesses can benefit and profit from them. Hence my "Increase Your Bottom Line" Product button.
B. Pat Levenson of Levenson and Associates for being the best webmaster I have ever worked with. It is really nice to work with someone who's interest is her clients first. She is smart enough to realize that putting her clients interest ahead of her own, makes her own interest better served!
C. My Coach, Suzi Elton who has given me the encouragement and kicking me in the butt to keep going toward my goals. Serving as many Kitchen and Bath Retailers with knowledge and strategies to make them more successful financially so that they can not only love what they do, but get paid for loving what they do! I promised a mission statement by January 1st..It is going to happen. Coaches hold you accountable to your own goals. keeps you on track.
D. As my readership and client list grow I want to thank each one of you who read, enjoy and email me input. Thank you all and lets go forward to a great 2008.
Sincerely,
Robert Foltz, CKD
Kitchen Sales Coach.com | |
|
| Issue: #12 |
December 20, 2007 |
|
Greetings!
As we enter the last of 2007, I hope all of you take the time to reflect on what you have accomplished and celebrate your successes! I hope all of you have a wonderful Christmas Season and a Happy and Safe New Year.
Enjoy this final newsletter for 2007. 2008 is going to be a break out year for Kitchen Sales Coach and its' Clients.
If you would do the honor of passing my newsletter on so that other Kitchen & Bath Professionals might enjoy it- I appreciate, and they will too. See the " Forward Email link below"
Enjoy the Information and have a profitable week!
Robert Foltz, CKD
|
|
Why 90 % of New Years "Resolutions" are ineffective,Versus the "Annual Strategic Plan". For your Business and Personal, Strategic Planning is a must every year. |
|
Over 90 % of New Years Resolutions are given up before March 1st-Why? It is simple really, Resolutions are about giving up something. It is huge on the NEGATIVE! Strategic Planning on the other hand is about setting goals what you are going to accomplish!! POSITIVE Message, about your goals of what you are going to Achieve!
It is a simple fact that if you dwell on what you don't have (The Lack of...) then you get more of it. I suggest that you change your mindset and think about what you desire, and work on making the changes to make it happen. No matter what economy or who is elected President! The only thing that matters is what you decide to do and change for the New Year.
I started doing Strategic Planning about 6 or 7 years ago. It really does not take long at all, and will only be one page long. It is fluid and will change. For example, I wanted to loose 20 lbs in 2007. It did NOT happen, despite me working out 4 to 5 times a week, every week! I am adapting the 2008 goals, because I measured what I was doing that prevented me from loosing the weight. It is about measurable progress toward your goals. Adjusting and staying on track. There should only be about 4 or 5 categories to start with.
The categories can be adjusted to fit, but keep it simple and short at first just to get used to the idea of this wonderful annual tradition.
My wife and I sit down over a nice bottle of wine, a fruit & cheese plate and look at last years plan, and start brainstorming together.
Categories to start with should be:
5 year Plan for Business & Career-Think about where you want to be in 5 years, envision your level of success! Don't be "realistic" Be optimistic and challenge your status quo!!
1 Year Plan for Business & Career-Take your current sales level or customer count or customer service policies to the next level. Here you need to be optimistic, yet stretch yourself just a bit more than your comfortable. For example. If your doing 1 Million in Sales , and you write down 2 Million for next year, that is doubling and you need to have a specific plan to achieve that higher level. I would write down how your going to achieve the next level of sales. Then write a number down that is achievable, yet still makes you "squirm" a bit. Outside your comfort zone is always positive as you stretch yourself to new heights!
Professional Mastery- That is education and trying to learn what you "Don't Know". Do not get stuck in what your doing now without learning what you might not know. I know allot of great people that are so close minded about learning new techniques or strategies that they are "Stuck at their current level of financial success". Weather your earning 50K a year or 250K a year, earning more money so that you can help more people is always a positive-right!!!
Money & Finance- Write down your level of income that you desire for the New Year! It is important to write down how your going to achieve this as well. Again, stretch yourself out of your comfort zone!
Personal & Family-These are vacation goals & personal achievement goals for the new year. "Spend more time with....." is a good example. Balance of personal and business life is a key to overall success and happiness. If your out of balance then achievement of any goal is nearly impossible because your energy is spent on getting back in balance instead of moving forward toward your goals.
Health & Fitness- This speaks to balance again. I don't want to talk about this.... I know what I am going to do next year..:)
Strategic Planning is about your winning attitude and achievement. No matter what the level of achievement you desire, movement forward is the key.
Tell yourself as your reading this that I am finished with Resolutions and write down your Strategic Plan for 2008!
|
| Who is Your "Ideal Customer"? How to Identify & Attract More of Them! |
|
When I sat down and wrote My Business's Ideal Customer, I "fired" my biggest customer the next job. It was the best move I made for the profit of my business.
Sit down and write down who your best customer is and what they look like. For example: Middle Age Couple, living in their house for 10 years or more. Household income of 120K. College Educated, Understands Construction & Has done projects before in other areas of the house.
Notice the components of the profile.
A. Geographic & Demographic
B. Income level
C. Education level
D. Awareness of Construction or Prior Experience Levels
This will help you identify who your business SHOULD Market & Brand yourself to attract. What it also does is recognize who is NOT your customer and that saves you time and money!
Going after builders when you are not set up to handle the decreased cash flow, write offs and lower margins that they require is business suicide. Conversely Going after high end consumers when your set up for builder or lower end "do it yourselfers is pointless and a waste of your time & money.
You must have the proper showroom and systems to cater to "Your Ideal Customer".
What is an IDEAL CUSTOMER? They are 80% of your business, They represent the most of your referral base, and profit center base. Why? Because they desire your particular services and products. They appreciate what your business does best and will spread the word to their friends.
This brings me to a point. If you lower your price to get a particular job then the client refers you, who do you think they are going to refer you to.. ANOTHER PRICE SHOPPER!!!! HELLOOOOOOO!!!!
Look around at your friends, you will find that 80-90% are in the same income and economic, educational bracket as you are. People tend to hang around others similar to them. Remember that when it comes to your ideal customer and referrals.
Take a few minutes, go over the last 10 nicely profitable jobs from last year and write down the customer profile. This will give you a head start on who is your IDEAL CUSTOMER!
Then go over the jobs that you might have struggled a bit, or were less profitable, that will give you and idea of who is NOT your ideal customer.
Write down your IDEAL CUSTOMER , pin it on a wall in your office and every time they walk in the door you will recognize and be able to cater to them and SELL them your products and services.
Have a profitable week, see you next year!
I will be able to assist you in identifying your "Ideal Customer" if you would like. Simply email me for more specific details.
Robert Foltz, CKD
Kitchen Sales Coach | |
Kitchen Sales Coach operates under the following principles.
Of the things we think, say or do
1. Is it the Truth?
2. Is it fair to all concerned?
3.Will it build goodwill and better friendships?
4.Will it be beneficial to all concerned?
Sincerely,
Robert Foltz, CKD
Kitchen Sales Coach.com | |
|
