A Second Look Business Consultingmotivation

Are You Giving or Taking?

Ken — Sun, 07 Mar 2010 18:38:30 +0000

Most people hate to be sold something. Consumers like to buy and they would rather buy from those willing to help rather then sell them. That is why so many people dread buying a car. They hate dealing with those creatures, which were formed from some sort of slimy ooze caused by decaying matter. You know, a car salesperson. They look nice, but soon they will try to trap you into buying a car you don’t want and can’t afford.

Motivation is critical in determining a marketing plan. Are you just interested in a sale, or do you actually care about your customer. If your eye is on the money you will make, I classify you as a Taker. Your goal is to separate your customer from the money it takes to purchase your product or services. Your focus is predominately on the $.

A Giver is much more interested in fulfilling the customer’s needs. Givers understand that a customer-focused relationship will benefit them more in the long run. I always offer a no-charge consultation to any potential client. Sometimes I recommend that they not hire me at that time. They have other pressing needs and decisions to make before considering paying for my services. Some need legal counsel. Others need financing. These are areas that I am not qualified to provide good advise, so I try to refer them to other professionals. Many return to me later as clients because I showed them that I am interested in their success. I have earned their trust and respect.

Become a Giver and your customers will love you for it!

Ken Bear Cole

A Second Look Business Consulting LLC

Improving Morale Will Prevent Losses

Ken — Wed, 02 Dec 2009 05:03:41 +0000

In a down economy you need to improve you business operations to prevent losses. It is often the lower paid employees who have the greatest opportunity to cost you money. The losses happen because of waste, accidents, carelessness and apathy. This is typically caused by a lack of belonging and poor motivation. Your worker bees don’t see themselves as important to the company, but the truth is, they are critical to your success.

It is much like linemen on a football team. They are seldom mentioned unless they cause a penalty for the team. But without a solid group of linemen no team could win a game. Linemen make it possible for the superstars of the team to score the points. It is much the same in your business. Think of those employees who fix the errors of others. They get the products to your customers or greet everyone with a smile and professionalism. Without these heroes your company would loose customers and profits.

But how do you reward these unsung heroes during a recession? Pay raises are seldom the answer. When things are tight you cannot afford a 15% – 25% pay raise. A small 3% raise is more likely to become an irritant to your employee. Appreciation of their hard work will work wonders! Support people are not looking for a parade, but the do need a heart felt Thank You! Appreciation does not add any strain to your budget, but it will cause your employees to work harder and make fewer mistakes. Your operation will run smoother as you create a team like atmosphere.

I remember a route driver who was having his truck repaired at the company motor pool. He ran into the CEO of this company of over 500 employees, while waiting for his truck. The commission route driver offered to have the mechanic work on the CEO’s car before his truck. The CEO said this in response. “No you need to get back on the road. I am sorry you need to take time for maintenance, because you guys are the Important Ones. I am just overhead. This company wouldn’t exist with out you doing your job!” What a smart manager and he really made me feel great. Those words helped make me a loyal employee.

Ken Bear Cole

A Second Look Business Consulting LLC

Management Skills – Appreciation

Ken — Mon, 23 Nov 2009 17:57:42 +0000

Few things run well without leadership. Even mechanical devices required innovative engineers to develop a quality design. An experienced leader understands it’s about being able to focus and direct the combined energy of a group of people. Motivation is your accelerator. It will shift your team into a higher gear allowing you to achieve more with less effort.

Threats, spoken or not, will achieve the opposite effect. They will cause an automatic reaction in your employee’s brain, which will cause then to make more errors and cut off their problem solving skills.

Unexplained closed-door meetings are like introducing the flu to the group. Some employees feel secure with their job and will not react, while others will need to take a sick day and upgrade their resume. An information vacuum will suck the life from your workers and replace it with fear.

Your team needs the nutrition of appreciation and encouragement to grow to their potential. You can transform a lagging employee with a simple, “Good Job” or “Thank You.” Utilizing appreciation will make your job much easier. You will also find that appreciation is contagious. You will find your team working together rather then protecting their work by sabotaging others.

It would be easier to work with machines, because they do not have emotions. Simply add a little lubrication now and then, and they will work well for years. Your job as a manager of living, breathing employees, is much more challenging then that of a mechanic. So treat them with respect. They are your number one assets!

Ken Bear Cole

A Second Look Business Consulting LLC.