Trick Your Brain To Help You Succeed

Use these 3 powerful strategies to trick your brain into helping you succeed by unlocking the solutions it has hidden.

# Trick 1

Instead of saying “I can’t afford it”, rephrase it with “How can I afford it?”

I learnt this technique 16 years ago when starting my property investing and in three years I went from regularly saying “I can’t afford it” to finding ways to afford property in WA, Qld and VIC.

Try it. When you say “how can I afford it?” your brain gets on task and works to help you see ways you CAN afford it. Saying you ‘can’t afford it’ can only cause your brain to do one thing and that is confirm how you can’t. Apply this technique in business when faced with an expense whether it’s hiring, marketing, new equipment, training, whatever.

# Trick 2

“I don’t know” versus “I don’t know…yet”.

Try it. Repeat each one and note how you feel after saying it. Can you feel the difference?
First one shuts done solutions and is a deadend. Second one triggers the brain to unlock hidden knowledge.

# Trick 3

“I’m confused” versus “I’m seeking clarification”

First one reinforces an unhelpful state that is a deadend. Try them and note how you feel after each one. This is a great one to encourage staff to use. Whether it’s in meetings, daily activities or conversation.

Start using one of these today.

Moral of the story is watch your language! Our brains are like the internet. Our language is like the search terms we enter. If we google “how to…?” we get all kinds of random ‘how to’ suggestions. If we use more accurate and specific search terms, eg “how to make chocolate cake” we get the answers we are looking for. No brainer! 🙂 Our brains may be complex and amazing but they are actually quite simple to operate…once we know how.

3 CORE NEEDS YOU MUST KNOW IN SALES AND BUSINESS

You matter by volunteer houstonby David J Lennon

Three top core needs we all have as humans (whether its work, relationships, as a customer):

to belong,
to feel significant,
to contribute.

Applying this to your customer relationships and courting prospects, we can explore ways to make them feel they belong and are significant.

Seems a bit esoteric perhaps, the belonging part. But we like to belong to tribes. There is security and comfort in a tribe.

I think one ‘tribe’ your prospects can be offered to ‘join’ is the tribe of customers who have used your service or product and are absolutely loving it.

This is how businesses milk the power of facebook and customers posting how much they love the product. It satisfies the need to belong to a tribe, to feel significant and contribute.

How to promote your tribe??

You can do this by statements such as:
“Over 5,000 happy customers” or whatever the number is. Testimonials are another way to demonstrate there is a ‘tribe’ that use your product/service.

“<your business> is the preferred ??? by leading Melbourne ???”

This demonstrates there is a tribe that trust you and its safe to join.

How else are you promoting your tribe? Or could promote your tribe?

SIGNIFICANCE
To feel significant. It’s good customer service. Whether a prospect or customer.

Every touch point with them can make them feel significant or insignificant. We all experience this every week. A simple greeting when walking into a business can make us feel significant or insignificant. Review your touchpoints (eg emails to new enquiries, calls, meetings, brochure wording, website wording and ease of use, forms, followup service, etc etc)

The small touches often have the biggest impact on helping us feel significant.

If you are looking to increase conversion of prospects, review what you are saying or sending to them and grade it’s level of ‘specialness’. How special are you making them feel?

How can you make prospects and customers feel more significant when;

-inquiring?
-ordering?
-receiving?

Visualisation Not Affirmations Is the Secret

Are affirmations to think positive or get yourself motivated not working? Never really worked for me either. The secret is visualisation.

And not really surprising considering research shows that the brain can’t distinguish between an imagined event and real event and still changes body chemistry accordingly.

Visualisation Not Affirmations Is The Secret

I think it’s one of the best kept secrets. Might do the trick for you as well.

For example, if you need to get yourself into a positive mindset to tackle a business task, simply spend a minute or two bringing up a memory of a time when you were super motivated. A time that you were on fire and raring to go. Spend as long with that memory as you need. You will find your mood immediately changes.

Visualisation can be used for any mindset – confident speaker/trainer, loving partner, focused and productive, or confident and positive seller.

David Lennon
Troubleshooting Expert and Business Coach
www.davidlennon.com.au
david@davidlennon.com.au

 

3 Great Ways to Boost Business with Your Vision

If you don’t have a vision for your business written down and regularly used, you are missing out. Here’s 3 ways you should be using your vision statement to boost your business:

1. Assess existing staff and candidates you are interviewing by asking yourself this question, “Will this person take my business towards my vision?”
You might be surprised at the answer! I’ve seen business owners that are chronic bad hirers – rarely getting the right people for the job – turn things around just by doing this.

Business Visualisation

You also attract better candidates when you include your vision in your job ads. It can scare away the one’s that are not serious and motivate the one’s that resonate with it.

And that is what you want. Employees are one of your biggest expenses in business and are like the wheels on your car, you will go nowhere without them – therefore make sure they are the right wheels to take you to your vision.

2. Test your marketing material with your vision statement.
Hold them side by side and ask yourself if there is a match. For example:

  • Does your website, your branding, your choice of wording, your offers, your pricing…match your vision?
  • Will your marketing and branding take your business towards your vision?

There HAS to be a match. And this technique of testing your marketing against your vision is a great way to reduce the time required deciding what marketing to do.

3. Share it!
Don’t hide it. Put it on the wall in a respectful frame, put it on quotes, on your website, in your email signatures. In essence if it’s your vision, it’s worth sharing.
And being proud of. If you can’t be proud of it, then your staff won’t be and guess what that means? You are not likely to achieve it.
Remember, to achieve any vision, you have to first be sold on it yourself. With any goal, you have to have it in your heart and head before you can have it in your hand.

 

FREE VISION WORKSHEET
If you are having trouble figuring out how to describe your vision, I have a worksheet that might help. Shoot me an email and I’ll send it to you.

David Lennon
Troubleshooting Expert and Business Coach
www.davidlennon.com.au
david@davidlennon.com.au

Business Boosting Strategy : Consult Your Staff and Customers

You only need to consult two sources for the answers in how to boost your business – your staff and your customers.

If you are only doing average to poor in sales, you are crazy not to.

In this post I cover the following:

  • How to consult with staff for business boosting ideas
  • Why you should listen to customers, and how
Your Staff

Staff are at the coal face dealing with issues and hearing complaints and compliments. They are a great source of insights into what is causing excessive time, repeated issues or repeated requests for a new service. Make sure you are tapping into this resource.
Here’s a strategy to do this:

Step 1.
Give them a voice. Have a brainstorming session (provide lunch or cake if you want) and put all their ideas and issues on a whiteboard and don’t disregard any ideas, otherwise they will start to shut down and feel you are not prepared to listen. Yes there could be some duds and ‘silly’ issues but this is the time to get the ideas flowing and removing walls in their brains that are holding back gold intel. And brains can be like a muscle and take a few dud ideas to warm up and really start cranking out the good stuff.

Step 2.
Rank the ideas/ issues in order of impact – this can vary depending upon your goal. For example if your ultimate goal is to increase profit by reducing the number of times staff need to return to a customer to sort out a problem, which issue, if you stopped it from happening ever again would have the biggest impact on reducing the reason you need to do repeat visits? Or if you need to increase customer satisfaction so they buy again, what issue or issues are preventing this?

Step 3.
After ranking the ideas, brainstorm ways with the team to fix them. Assign responsibility to individuals to carry out the fixes and agree on a deadline. It’s preferable if you allow staff to volunteer for the various jobs so there is greater ownership and increased likelihood it will happen.

Step 4.
Roll out the fixes and review and acknowledge improvements on a regular basis so it maintains momentum and support. It’s important you actually score goals and issues are resolved. This can take weekly meetings to monitor and adapt how you tackle the issues. Stay on top of it as the business owner. Otherwise enthusiasm will evaporate.

This exercise should be an annual exercise in any business at a minimum. I would recommend every 6 months or every 3 months.

Tapping into your Customers

You don’t have a business without your customers. Who better to ask for feedback? Customers are the source of three great things you can use to help improve your business:

1. Improve your marketing material and website.

Positive feedback on what you are doing well and why they bought from you. This is gold. And not just to pump up your ego.

    • Make sure your marketing material and your website is mentioning or covering the reasons people buy your product or service. Go and check it right now!
    • Danger! As the business owner you can fall into the trap of ‘assuming’ you know why they buy! For example, one of my clients had the repeated comment that it was their speed of service that customers appreciated but that was not mentioned anywhere on their website! Another client received compliments on their accuracy of results – so their tagline became ‘results you can trust’. Until then they never thought to mention this. What are your customers telling you verbally that you do well and are you covering this on your website???
    • What got your customer across the line when selecting you? Mentioning that reason on your homepage and main promo material could make all the difference.

Some additional questions to explore:

  • Can you do more of what they like? Can you take it up a notch and do it even better?
  • Are you wasting time and money on a service that they don’t really care about and wouldn’t miss if you stopped it?
  • Can you direct this time and money into the service they really love and value – see point above?

2. Use their positive feedback as testimonials on your website and in your promo material and your quotes.

It can be challenging to ask for testimonials. Positive feedback can be restated instead – even if you don’t use their name and company.

3. Ask your customers what else they would like in terms of service and product.

Business Boosting Strategy : Consult your Staff and Customers

Always always always encourage them to let you know what they think would like. Most customers never mention this and assume the service and product is the best it’s going to be.

Danger! Your customer assumes that you are the best you can be, and your competitor comes along and has taken care of solving the minor gripe they have and steals them from you.

I did a customer survey for one client and pre-addressed labels was the request. That is all. Nothing major but made a significant difference in the customers mind and experience when engaging with my client. Easy fix, easy win. Another client preferred contacts with reps on a different day. Another client simply wanted

How to ask?
Numerous ways: online, feedback forms with each purchase, in store form, verbally at time of purchase, during annual lunch or dinner event, as part of a competition. Keep it simple, not more than 4 questions, and research has shown that the most telling question you can ask is “how likely would you be to refer us?”. This answer says it all…but doesn’t tick the box of telling you what to improve so don’t forget your questions on this topic.
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Need help? I can facilitate staff and customer interviews – I even conduct the interviews which is extremely valuable because I obtain information that staff or customers tend not to share with business owners. I then provide my recommendations and an independent viewpoint on what needs to be improved, how and by when.

Give me a call for an obligation free quote.

David Lennon
Troubleshooting Expert and Business Coach
www.davidlennon.com.au
david@davidlennon.com.au