5 Essentials to Include in Your Business Development Plan

SITUATION: You feel you need to write a business development plan for 2018 but the thought of it bores you to death, or you can’t decide what to put in it, or you don’t have the time…or all of the above!

SOLUTION: Try my C-L-E-A-R business development plan format. It might be just the thing you need. It’s quick and simple but covers the absolute essentials that will make a difference.

C = customer.

What customers do you want in 2018? Most businesses have three main types, A, B and C.

‘A’ stands for awesome. They buy big, don’t mind paying and they love you.

‘B’ are bread and butter customers. They are the regulars, they just keep coming and provide the bulk of your revenue.

‘C’ are the complainers. Never happy, haggle on price and take the most time to serve.

You can’t buy more time in life. Don’t waste time chasing customers that aren’t going to take you to your goal. Do you need to change your mix of customers in 2018? Who will you focus on? Get real clear on this. Your marketing, your presentation, your strategies, your staff, your product, your pricing…everything, is dictated by who you want as a customer.

L = looking for?

What are your target customers looking for in 2018? Features, pricing, packages, service etc. Get clear on this. Brainstorm with your team, customers, partner, colleague, customers, suppliers, customers, coach, and customers. Hint: ask your customers what they want! 🙂 In order to win more of a particular customer you would like in 2018, what do you need to provide?

E = earnings.

How much do you want to earn in 2018? How much do you want to pay yourself? How many customers do you need to achieve this? Or how many sales of products XYZ?

There is immense power in writing this number down. It makes a very powerful statement to the universe and your subconscious. Our brains prioritise what they focus on and notice. They have to. Our brains are processing millions and millions of bits of info every second. If our brains didn’t filter this info they would bog down like a computer with too many programs running. By writing your goals down, you help your brain know what it should focus on. The result? You will ‘miraculously’ notice opportunities you didn’t before because your subconscious is showing them to you. It’s the red car effect. You buy a red car (or a particular model) and suddenly there seem to be hundreds on the road.

A = actions required?

What actions are required to achieve the above? You might want to break it down into monthly actions, quarterly actions. Or weekly. Just as you don’t plan a dream holiday and then do nothing about it, get clear on what actions need to be taken. And this can include what different actions you need to take. What type of person do you need to be?

Workshop the actions required with your team. Very important if you want them to be clear on your plans and vision for 2018.

R = roles and responsibilities?

Now you have your action list, put names and dates to each action. Who will do them? If your team is involved, it is best to workshop this with them so they are on board. Do you need an accountability buddy to keep you on track? Break actions down into bite size pieces so they get done rather than delayed.

If you have staff that are not doing the actions you want, I have a module on the 5 common reasons and what to do about it. Email me if you want to know.

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So there you go! Simple business planning with the essentials you need to kick goals.

Have fun with it. Here if you need help.

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CLEAR business planning infographic

‘About You’ page should be about THEM

Situation: your ‘About You’ page is about you and not about your potential customer.

Solution: write your About You page from the perspective of your customer.

They are tuned into WIIFM and want to know whats in it for them.

Ironically an ‘about you’ page is NOT about YOU, it’s about them.

Word it so that it is clear how your background, your experience, your quals, your awards, your life experiences, your roles, your age, your location, your industry, your personality, your nationality, your hobbies…can benefit the prospect reading it.

Think of a dark cave…we are biologically wired to avoid scary places like a dark cave. We don’t go running in do we? Sharing about you on your website is like turning on a few lights in that ‘dark cave’. It helps your potential customer feel comfortable taking a step inside. They get to see things they can relate to and even like.

STAFF NOT DOING WHAT THEY SHOULD

SITUATION: STAFF MEMBER NOT DOING WHAT THEY SHOULD DO

SOLUTION: REVIEW THESE 5 COMMON CAUSES

These five causes are the common ones I see with my clients. The trick is to accept responsibility for the them not doing what you want and be open to exploring these five causes.

5 reasons staff are not doing what they should
Check these 5 reasons when staff are not doing what they should.

ROOKIE SALES PEOPLE DON’T ASK QUESTIONS

OMG – sales people, pls, ask questions!!!!!

Just got off the phone with a salesperson with a service I actually want but she didn’t stop talking long enough for me to ask a single question. She just kept throwing more and more and more and more and more and more and……more info at me.

Rookie mistake.

Their focus is all about THEM and getting what THEY want.

  • Good sales people make the interaction about the PROSPECT.
  • Good sales people remain neutral and don’t mind if they get a no.
  • Good sales people have one goal…provide a product or service that best matches the customers needs.

This is how you get a good match and create raving fans that refer more customers to you. And I have yet to meet a business that didn’t tell me referrals are their number one lead generation tool.

To do this requires asking questions, and tailoring the info to specifically answer those questions.

When pitching your product or service, regularly check-in with them to confirm you are providing the info they want.

State a feature or benefit in one sentence, and ask “Is this something that is important to you?”

Don’t waste their time or yours talking about a feature for 5 mins only to find out they don’t care about that.

YOUR FM STATION COULD BE AFFECTING BUSINESS

We all tune into an FM station…and this station dictates how we feel.

What we choose to ‘FOCUS’ on.
And the ‘MEANING’ we give it.

What station have you tuned into this past week in your business, personal life? How did it make you feel and most importantly, how did you act as a result??

As business owners, the station we pick can make or break us!

For example, how’s your mood when you focus on all the knock backs or sales you haven’t won, or customers that weren’t happy?

vs your mood when you focus on the amazing happy customer(s), how fortunate you are to be able to serve, and how another day is another amazing chance to win.

To get different results we need to think differently. Picking a different FM station is the key.

What FM station will you tune into next week?