Tag: business tips

6 Core Needs of Staff that We Need to Satisfy

Use these six core needs to help understand employee behaviour (good and bad) and how to create a motivated workplace. Based on the six core needs made popular by Tony Robbins. In a nutshell, we all strive to fulfil these core needs in either a resourceful way or unresourceful way (not good for us, not good for others). As a result, they are drivers of our actions and can help explain an employee’s actions. When one or more of the core needs aren’t met, negative effects can occur as listed in the table in addition to common problems such as increased sick days, decreased productivity, and increased contribution to a negative workplace culture.

How to use? When you are frustrated by a behaviour, think about whether there is a core need not being met in a resourceful way. Can be many small situations or one big one. You may not always figure it out until you talk to them and notice the wording they use.

CORE NEED DESCRIPTION EFFECT WHEN NOT SATISFIED SOME WAYS TO SATISFY IT
1.   Certainty Certainty of what is expected of them, the tasks, their future in the company, where the company is going, how they can move up (if they want to), certainty of who to take direction from, certainty about safety, salary, entitlements. –       Unmotivated staff that don’t hit targets, don’t seem to be ‘on board’

–       Staff looking for other work

–       No loyalty, leaves as soon as something better shows up

–       No desire to put in extra hours or effort, leave right on the dot

–       Bad mouthing the boss or company

–       Complaining

–       Clear instructions – clearly articulated, written down, manuals, good training programs

–       Regular opportunity to ask questions or hear what is expected, e.g. Weekly or daily production meetings

–       Career plan mapped out

–       Explain the company vision and mission, have it on display, refer to it, live it

–       OH&S procedures clearly explained, documented and followed

2.   Variety Opportunity to do different tasks, break up monotony, take on a new challenge, mix things up a bit, work with different people, customers, locations,

production, services.

 

–       Reduced motivation for the job

–       Poor performance, mistakes, can’t stay focused and moves around (with or without permission) within the workplace to provide variety

–       May actually create problems to create some variety

–       Discuss what they really enjoy doing and want to do more of and workout how this might be achieved

–       Mix up the workload. Recognise the signs when it is time to change

–       Change work location/division

3.   Connection Feeling connected to teammates, the company. Feeling part of the team. Connected to other divisions. Feeling loved.

 

–       Reduced motivation for the job, coming to work

–       Increased chance of leaving, increased sick days

–       Withdrawn from the team and contributing

–       Give them a role that requires them to connect with the team

–       Discuss this topic with them

–       Don’t force them if they are naturally suited to working independently

–       Include them in text, emails, newsletter, company social media, meetings

4.   Significance Feeling important, useful, capable, acknowledged, recognised –       Can result in unresourceful methods to achieve it such as criticising others, stealing the limelight, not giving credit where credit is due, sabotaging others –       Acknowledgement via mention in meetings, newsletters, position title, increased responsibility, certificate/award/gift
5.   Growth Desire to feel we are moving forward, learning, growing in some way. Considered a spiritual need. –       Reduced motivation

–       May start looking to jump ship – seek greener pastures

–       Discuss and understand their career plan, their personal goals and then workout with them what might be done within the workplace to help them achieve these if possible
6.   Contribution Second spiritual need within all of us. Desire to contribute to something greater than us. –       Reduced motivation

–       Reduced willingness to be a team player or belief they can be a team player

–       May implement changes without discussion or permission to satisfy the need to contribute

–       May start looking to jump ship – seek greener pastures

–       Discuss and understand their career plan, their personal goals and then workout with them what might be done within the workplace to help them achieve these if possible

–       Acknowledge their contributionDLennon Business Development Packages_2018 6 Core Needs of Staff_Tipsheet

Business Owners Need a Shot of O2!

‘That was like a shot of O2!’

This was a comment from one of my clients last week after our one hour session. He was motivated and pumped about his business again and felt like he’d had a shot of O2.

So often we focus on the financial rewards or reducing long hours and stress…but passion, excitement, motivation, enthusiasm and love for the work is equally important. And something I definitely can bring back to your life and business.

How did this particular client get a shot of O2? He was in a common situation of not knowing how to attract more work.

Finding and winning work is my specialty.

In our one-hour session we did two key things that gave him his O2 shot:

1. Build a quick table of existing customer categories ranked by dollars they spend, ease of dealing with them (A, B, C types, A are awesome, B are bread and butter, C are complainers and challenging), how he won them in the first place, and growth potential.

2. He was then able to look at this table and confirm which type of customer he wants more of. Great – all I need is to know is what type of customer you want and I’ll tell you have to get more of them. And that is what I did. I gave him a clear plan on how to win more of his target customer.

He came into the session starved of oxygen due to confusion about how to get more business. And I totally understand and appreciate this. When we do laps in our heads we burn ‘oxygen’ and it’s draining. We all need external input, help, advice in business, ie oxygen shots. I have my coaches and mentors.

If you are feeling you need a shot of oxygen – I’m here, at your service. Bottles of O2 in abundant supply!

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.

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?