Lake County Business Coaching Newsletter Archive

The Newsletter Archive

Each of the newsletters is a snapshot of the things we were thinking about as we approached that month.

Note: When the older newsletters were converted to html files some of the punctuation didn't covert correctly. We are in the process of creating new files and appreciate your understanding.

Our Most Recent Newsletters

July, 2016

Marketing is not necessarily about what people want to hear, it is about what they need to hear if you want to gat - and keep - keep them as a customer.

June, 2016

Customer service is about the greater good, it often involves sacrifice of present pain for future rewards.

May, 2016

Doing - or saying - the right thing take courage. It's the exchange of temporary pain for future gain and better relationships.

April, 2016

Emotional intelligence is the key to successful sales.

February, 2016

Are you constantly afraid of missing something - FOMO? Might you be worried about the trivial instead of the consequential?

January, 2016

You could be planning for the next hour of the next 10 years. Which do you think will provide you the greater benefit?

December, 2015

We are all leaders, consciously or unconsciously. It is through our words and deeds that we influence others. What do we want the world to look like when we're gone?

November, 2015

What you see when you look at the world is different from what anyone else sees. It depends on your history - and theirs.

October, 2015

Sales is like performing. The best performers don't hold anything back when they're onstage. It isn't an act, they're baring their soul.

September, 2015

Your present relationship with your customers is built on your past actions. What can you do if some of those actions were problematic?

August, 2015

Change is inevitable and at this point I can't resist predicting what will happen with health insurance over the next few years.

July, 2015

If you have a true vocation, you can understand how to help customers embrace solutions that help them to realize their vision.

June, 2015

Success in sales requires that you lose yourself in order to find you customer, that you give up on being rewarded to be given the order. It has to do with your character.

May, 2015

Successful salespeople are great listeners, not to just the words but also the emotions behind the words.

April, 2015

Often our greatest success comes in the instant we decide to do what's right for the right reason. But, how will you know?

March, 2015
It's easier to get referrals when you position the request in a way that gives your customer the feeling they are also helping their friends and neighbors, not just you.
February, 2015
Can you afford to take the time to make sure your customer understands what she is purchasing? When is a sale not a sale?
January, 2015
Which is more important to you, making the sale or satisfying the customer's needs? Each has implications.
December, 2014
As you look back on the year - and your life - how have your experiences changed your perspective?
November, 2014
Life - and work - is about choices. How do you choose to see your role?
October, 2014
Surviving a bad day has more to do with how you prepared for the day than having the patience and stamina to survive it.
September, 2014
Uncovering a person's reason for making a purchase can often be the deciding factor in making a sale.
August, 2014
We develop procedures to eliminate errors but sometimes the procedures we create don't have the intended result.
July, 2014
Online we all have a history. No matter what you say today, what you said yesterday is there for all to find. What is it saying about you?
June, 2014
Learning to answer test questions correctly is not the same as being able to solve problems in real life. How are you training your employees to solve those problems?
May, 2014
In exercise we know about muscle memory. The concept is similar for mental activities - like work. Take advantage of it.
April, 2014
To create great employees there's more required that teaching skills, They need to know how to apply those skills in situations you can't imagine.
March, 2014
The key to connecting with customers is to appreciate what they are feeling.
February, 2014
You and your customers have a common goal, working together you can achieve it.
January, 2014
What drives your decisions? As you set goals, are they meaningful to you? It matters.
December, 2013
Sometimes the easiest sales are the ones you didn't make - at that time. Are they ready to buy now?
November, 2013
More often than not, a balanced approach will yield better results than trying to maximize one element. There's a reason for that.
October 2013
So many things to do, so little time. How do you decide what to do next? What you do determines what you'll accomplish.
September 2013
Can you explain what you do in a dozen words? How about six? Three? Sometimes fewer words have a greater impact.
August 2013
Asking more and better questions, and then being an active listener, can actually save time in the sales process.
July 2013
Your employees have expectations - of you. Are you meeting their expectations?
June 2013
There must be a reason you are investing all that time, money and resources in your business. Are you getting a return to match?
May 2013
The Boston Marathon bombing had teach us much about how a successful business can work and respond.
April 2013
Random acts of kindness can affect people in unpredictable ways and have far-reaching consequences.
March 2013
We all have expectations. But, where did they come from? Are they accurate? We have the opportunity to create expectations in others. Will they be great?
February 2013
As humans, we've been doing business for thousands of years. Did we do it differently then than we do now?
January 2013
While we can't know what the future holds, we certainly have a pretty good idea of where things are headed just by recognizing trends.
December 2012
You've probably been an employee, but are you using that experience to get better performance from your employees?
November 2012
As business owners we appreciate clear and straightforward communication. Do we expect the same of ourselves? Just look at our political discourse.
October 2012
Starting a business has unique challenges. Planning can alleviate some of the biggest risks.
September 2012
Does it always seem to be feast or famine in your business? Have you ever asked yourself why?
August 2012
People make buying decisions based on perceived value. They can calculate it and so can you. If you do, you can control that value.
July 2012
The population is becoming more and more diverse. If your customer base tends to look just like you, you might be neglecting a lot of potential customers.
June 2012
We all strive to be honest with people, but sometimes it's hard to be honest without being hurtfull. It's an art.
May 2012
Communication is all about the words we use. Yet, the same word might have different meanings and messages. How do you choose your words?
April 2012
Do your employees have the authority to make the decisions that will keep your customers loyal to your brand? Do they have the authority to spend money to do that?
March 2012
We plan for "the future" but when exactly is that? How does that affect our planning?
February 2012
In business, just as in sports, how the entire team plays will determine how well you do in the "game".
January 2012
Random acts of kindness are nice, but a business can't be successful based on random acts.
December 2011
We make decisions everyday. But, are those decisions based on our real needs and goals?
November 2011
The season is traditionally a time for giving thanks. Are you thanking the right people in the right way?
October 2011
Over the years I've learned a few things critical to business success. Recognizing them could help your business.
September 2011
In golf, par is a way to measure performance. In business it can work in a similar way but needs to be measured with care.
August 2011
Starting a business isn't easy, but asking the right questions helps assure success.
July 2011
Sometimes symptoms indicate a deeper underlying problem. If the symptoms disappear does it mean the problem is gone?
June 2011
We all know that it's easier to maintain our momentum than to create it in the first place. Just how can we get started?
May 2011
When you're out of sync you certainly know it. The challenge is to find a way to be in sync every day.
April 2011
Humans are driven by emotion. But in business we need to operate based on reason. What influence should emotion have on our decisions?
March 2011
There's a real danger when you ignore what your customers want. It could lead to your own downfall.
February 2011
What would you say if you were asked to address The State of Your Business? Can you communicate a clear and honest picture?
January 2011
Some people make resolutions, successful people have a planning strategy. Do you?
December 2010
Sometimes it's our own expectations that stand in our way. Do yours?
November 2010
The election season can be particularly frustrating for those of us in business. We look at the facts and make business decisions based on a return on our investment, don't we?
October 2010
We may all be players on a stage, but acting is best left to the professionals. Most of us can't play someone else in our businesses, so try being the best parts of yourself.
September 2010
Is it ADD or just the technology that surrounds you? Our bodies actually begin to crave those distractions. Are you addicted?
August 2010
In business we need to maintain the balance between enough information and too much, sometimes irrevelant, information. Have you ever been is a situation where someone crossed that line?
July 2010
Time can't be controlled or managed, it passes despite our desires or intentions. What will you be doing during your available time?
June 2010
One of the challenges we all face is to figure out what we don't know. How can you know what you don't know? There are ways.
May 2010
Often our business decisions are made on the basis of the balance in the bank account. There is a better way.
April 2010
Why is it that uncertainty makes business owners avoid making decisions - even in the situations where they feel most confident?
March 2010
Fewer customers, lower sales, the credit crisis, are all problems that are adressed by reducing expenses. There is another approach, increase revenue.
February 2010
Disasters are, by their nature, unexpected. What would you do if disaster struck your business? What's your Plan B?
January 2010
Most owners agree that planning is important. Yet, they often have trouble getting it done. It shouldn't be an overwhelming task if you approach it strategically.
December 2009
What should you do when the customer is unhappy? Perhaps the better question is what will the customer do if you don't pay attention to their concerns.
November 2009
Managing customer expectations would seem to be a simple process, but many businesses don't recognize the implications of their actions. Do You?
October 2009
What would you say if someone offered to buy your business? Do you know what it's worth to you? Do you know what it's worth to someone else?
September 2009
Just as there are things we can do to avoid the flu, there are certain afflictions in a business that we need to treat.
August 2009
The summer of 2009 was historic in the world of professional sport. There are business lessons to be learned from each of those historic performances.
July 2009
In business the tools we use to communicate have changed over the years, but the object remains the same: we want people to understand our message. How can we do that effectively today?
June 2009
Prospering during the "Difficulties", our Great Recession, requires that you understand what your customers want. That requires asking the hard questions.
May 2009
Who you are is directly related to your personal history. Fortunately, it doesn't determine your future.
April 2009
Rat-like Cunning? It was years before I truly understood how that could help me to be more successful in business.
March 2009
What can baseball teach us about today's business climate? Watching how a hitter responds to different pitchers can help you to understand how to respond to challenging economic times.
February 2009
One of the joys in life is experiencing those magic moments when we really feel connected as human beings. Wouldn't it be great to experience more?
January 2009
The start of a new year is the time to review your goals and update your plans. The key to a good plan is making it easy to follow - and measure. These small steps will lead to big results.
December 2008
Your customers are the engine driving your business. How can you thank them appropriately for their contribution? Let me count the ways........
November 2008
The election campaign is a good lesson in sales and marketing - what works and what doesn't. The lessons can be applied directly to your approach.
October 2008
Leadership is not about ability or attributes, it's about results. Without the results, people with ability are quickly forgotten.
September 2008
Is your glass half full or half empty? How you view your business could be affecting your results.
August 2008
For people in business, the courage to have faith in your own abilities can be the deciding difference.
July 2008
Sometimes it's excess baggage that holds us back. What are you carrying that's slowing you down?
June 2008
How hard is it really to do the things you need to do for business success? It's probably not as hard as it seems.
May 2008
Too much on your plate? Are you finding it hard to get the important things done? Maybe it's time to take a hard look at what's on your plate.
April 2008
My dog has taught me some important lessons about business. It's important to recognize when your actions might be driven by instinct rather than reason.
March 2008
Having good ideas is the first step. Actually implementing those ideas is the key to results.
February 2008
Will you be more successful this year than last? Perhaps it's the way you look at your opportunities that needs to change.
January 2008
The new year is an opportunity to move forward with a new mindset and new approaches. Take advantage of the opportunity!
December 2007
My clients often need my help to "think outside the box" with their marketing and business processes. What I actually do is to help them to regress to the 'conscious competent' stage and examine the way they are doing things, to look for those possibilities.
November 2007
It's not just about tasks and skills. The success of a hire will be determined by how well that person performs over time.
October 2007
By categorizing the information presented to us without first understanding why we have created those categories, we have traded possibility for simplicity.
September 2007
As a coach, I am often working with people to help them develop a different perspective about what's possible in their current situation, a different mindset.
August 2007
When is "good enough" actually good enough? The key is optimizing the variables, not maximizing them.
July 2007
People still do business with people. They constantly declare their independence by the decisions they make about where they spend their money.
June 2007
In our sales role we are prepared to respond to these objections. We ask questions, we find out the history and we uncover the emotions that give rise to the objections. We don't give up in the face of objection, we respond to it.
May 2007
We've all heard the phrase "Practice makes perfect." But, what is it about the act of practicing that yields the desired result?
April 2007
As a coach, I hesitate to criticize anything that results in success. But, you don’t need an advanced physics degree to understand the "Law of Attraction".
March 2007
The biggest challenge we all face is to stop making excuses for ourselves. When we stop making excuses we start making changes.
February 2007
You've probably noticed that men and women see the world around them from different perspectives.
January 2007
If you want the coming year to be a great one, start it off with a different mindset.
December 2006
During my years in the corporate world and as a coach I've found seven practices that can adversely affect any business.
November 2006
When was the last time you really gave a gift of thanks to those who have put you where you are today, something personal, specific, and heartfelt? That's what it really means to give thanks.
October 2006
Remember, every day both the optimists and pessimists will have exactly the same thought: "This day couldn't possibly get any better."
September 2006
What you have really learned is that it's not about who you know, it's about what you know and who knows you.
August 2006
The people I have met who are passionate about their business, have clear goals, and put realistic plans in place to reach those goals, are much more content than those who dream but fail to take action.

Lake County Business Coaching, Inc.
Libertyville, Illinois 60048
847-968-2468

d.ferguson@LCBC-Inc.com

www.LakeCountyBusinessCoaching.com