A powerful series of short and long training courses, that enable you and your team to develop your business and day to day work skills.
My whole purpose for putting this program together, is to help you the business owner or childcare centre owner, to be able to access material for working with the issues involved in growing and developing your business or centre.
You can go to courses and events that are one, two, or three days in length, or even do a long-term training program. But the problem is, do you get the time to work on and implement the material you learn, when you get back to the office? There is generally a lot of information that you need to work through from the event. Or, you learn something that you may not do for a number of years and you forget it.
I wanted to develop something that enables you to be able to access affordable training based on the issues you are dealing with in the moment. Something that, when the issue happens, you can go and view the material in 10 to 20 minutes and then go and deal with it there and then.
Material that is available to you immediately at your fingertips, 24hrs a day, 365 days a year, when and where you need it.
I also want to ensure that you are working on the longer-term development of your business.
So, this program provides you the training courses as individual components, and also some of these individual courses have been grouped together as long courses, for the future planning and growth of your business.
The courses aren’t just for you, they can be used to help train your team members in a wide array of skills that are required for them to be able to work effectively and efficiently in your business.
You can use these courses in your regular meetings, where a part of the meeting is based on training your team. You can use them in specific training days or training sessions, and they can be used as individual training, where your team members can be setup with access to the course you want them to work on.
Again, my whole aim is to provide you with as much business and work skills training for you and your team, as I can. All of these skills are what I found I needed to develop in myself and my teams, to be successful in the roles I was involved in, and in the services I still provide today.
You will notice, that I mentionbusinessand childcare centres, that’s because we have been working with business and childcare owners for many years now, and you will find that although the courses in the program work with generic issues relative to both business and childcare, some of the courses may use childcare centre terminology and examples.
We are adding new courses to the program on a regular basis, at no extra cost to you. I have a long list of courses to develop and I welcome input from you, on what course you feel would be beneficial to our subscribers.
When you subscribe to this program, you will also receive a digital copy of “The Time Retriever” book, access to the free weekly “Ask The Time Retriever” webinars, where you can have your questions answered, and access to our Time Retrievers group on FaceBook.
You are welcome to subscribe to this program by clicking on the “Join today”button, or if you would like to combine this training program with being involved in a group or 1 to 1 coaching program, you can simply email me and I will be in contact with you to provide the information and talk about your business or childcare centre.
Peter Johnson – The Time Retriever – www.timeretrievers.com.au
Peter is an experienced business coach who has been working with over 158 businesses and childcare centres, and thousands of people in his workshops and speaking engagements.
He found that another of the big issues for business owners, is the lack of knowledge and skill on how to employ high quality team members .
He has helped business owners create successful businesses, through first developing their time management skills and then using these skills, plus many others, to grow and develop the critical areas of their businesses.
Whenever you are ready, there are four ways we can help you;
Are you a start-up or small business owner trying to get your business of the ground?
Maybe you have been in business for a while and are having issues in your business.
The Time Retriever has launched their new “Live Online Group Business Coaching” program for small business owners. The Time Retriever has been coaching business owners for over 8 years and 6 years ago introduced face to face ongoing group business coaching for business owners who were looking for affordable coaching that did not break the bank.
The new Live Online Group Business Coaching program covers all the key facets of growing and building a profitable business;
Recruiting Quality Team Members
Creating a Sustainable Business
Investing Your Profits
The new coaching program utilises The Time Retriever Academy.com e-Learning system to help you learn and build your skills in the 5 key areas of growing your business;
More Transactions with your current customers
We emphasize the word “Live” as this is not a recorded program that you can download and watch or listen to. True coaching is about being accountable for taking action. In each session, you will be interacting with your coach, creating your action plan and being held accountable for taking action.
If you are a startup business, there are three very important start up marketing tools you need to get and keep new customers.
Face to Face: It’s essential you meet with customers/clients in person whenever possible. This shows you respect them and take the time to work with your clients to give personal attention to each of them.
Follow up letter/email: Always take a moment to send a follow up letter/email about what you talked about, new agreements or partnerships made and to thank them for taking the time to meet with you. Likewise, you should always send thank you letters or small gifts to partners you find success with.
Phone call: Use a telephone call to follow up with them to talk again about the matters you talked about in your meeting and offer any assistance you can to help their business run smoothly and more successfully.
None of these will work if you don’t have a quality product/service to back you up!
Here are the key steps for putting together your start-up marketing tools:
Do your research on potential customers, buyers, competitors and their preferred methods of distribution.
Communicate with potential customers. Take a hard look at your product from a customer’s perspective and see what it needs to be successful.
Follow up with your 3-step process from above.
Develop systems for contact follow through, quality control standards and customer service.
Develop post-sale follow up system to keep lines of communication open is customers and build on your current relationship which increases future purchases.
“Marketing and innovation produce results; all the rest are costs” Peter Drucker, management consultant
Here’s another one I love from an icon:
“If there is any one secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own.” Henry Ford, Founder of Ford Motor Company
This lesson has offered you the knowledge of the tools to put together a start-up marketing plan that can be used over and over again to help your customer base and business grow in a manageable way. It is now up to you to turn this knowledge into a skill and get results for you and your prospect/client. The tools offered in our FREE test drive offer these very same things.
Charging by the hour is Kryptonite for aspiring entrepreneurs. If your revenue is in any way linked to your time, you’re not only setting up a conflict of interest between you and your customer, it’s a completely unscalable business model. In fact, it not a business model. It’s a job model. But why do I suggest it’s unethical?
If you think “unethical” is too strong a word, read on and decide for yourself. I’d appreciate your thoughts. I believe when a business owner knowingly creates an agreement that’s win-lose, it’s unethical.
Therefore, charging by the hour is unethical.
Imagine this scenario: Bill’s an Accountant and charges by the hour. His client Ted runs a small business and needs his tax sorted. The reality is, Ted doesn’t value Bill’s time; what he values is the result Bill can offer.
Ted wants the result as fast as possible, however because Bill’s livelihood is linked to the hours he works; the longer it takes, the better off he is.
That’s a win-lose, in Bill’s favour.
Of course, Bill takes umbrage to being called unethical and to the mere suggestion he might wilfully extend a job to line his own pockets. In his mind (and possibly yours), that would be unethical. Bill’s invested thousands of hours mastering his craft and argues that he can get the job done much faster, and at a higher standard, than most in his industry.
However, Bill can’t charge a premium proportionate to the speed and quality he provides because people who tend to pay for time also tend to shop on price. He’s great at what he does, but he’s no PWC. Therefore, the faster Bill get’s the result for Ted, the worse off he is.
That’s win-lose, Ted’s favour.
Time based billing creates a conflict of interest between you and your client. (Think about how uneasy you feel when you’re the one paying someone by the hour) Time based billing also creates a conflict of interest between you and yourself. (The better and faster you get, the worse off you are)
If your revenue is in any way linked to your time, you’re creating a powerful conflict of interest between you and your customers while limiting your ability to scale.
The bottom line is, if your fees are linked to your time, someone’s getting a bad deal.
The most common complaint we get today as business coaches to small to medium business owners is that they can’t compete with the big guys on price.
The perception in the market place is that people are shopping on price alone. In fact the only reason your customer asks the price up front is because that is what we as business owners have trained them to do.
How many times have you rung or gone into a business not really knowing what model, style, colour or features you were looking for and purely asked for the price? At this point did the sales person come back with “that is $29.95” or did they ask you some questions about what you were looking to use the product/service for? In this instance let’s say it is a kettle.
Now in most people’s eyes a kettle is a kettle but they have many different features and offer many different benefits. So what if the sales person simply said to you when you inquired about price, “just so I can help you best, is it OK if I ask you a couple of questions about the kettle you are looking for?” Would you have answered yes? My bet is that the answer would most definitely be yes!
The sales person could then ask questions like; are you looking to replace an existing kettle or is it a gift for someone? Do you regularly use your kettle or is it rarely used? Would you like a kettle with a quick boiling time? Have you seen the cordless options that are available? Are you looking for something to match your kitchen? So what colour are you looking for? Is it important that it has an automatic cut off when the kettle is boiled? Are you after a stove-top option, or an electric kettle? Kettles come in different cup capacity; do you require 10 cup capacity or is 5 a better size for you?
From these questions the customer gets the idea that the sales person is genuinely interested in their needs and the salesperson is able to offer options in the range of kettles most suitable for their needs. The price is therefore negated. It is just a matter of now asking the customer to buy.
A good salesperson would then ask, “well based on what we have just spoken about there are two options to choose from, model X and model Y, which one suits you best? Great, I can either put that away for now or I can process it on credit card for you and have it delivered to you tomorrow – which do you prefer?”
If the option is credit card ask “which credit card is it easiest to process that on?” and make sure the prospect is aware there will be a delivery charge of x amount. If the option they choose is to have it put away, this gives the sales person the opportunity to get the customers name and contact details. If the customer chooses this option make sure the sales person gets a time frame for them to pick the item up. Be definite with the infinite. If the customer is in your business the sales person then simply takes them to the point of sale terminal and transacts the sale.
This example was based on a kettle, a relatively small dollar item, but how does this apply to your business, this process works equally well on cars, houses, furniture, service based business and any other product I can think of, including funeral homes. You just need to work out what your customers are actually looking for when they ask for the price and what’s more important to them in their buying decision!
Time Retrievers is a business coaching and training company that works with start-up to small sized business educating the business owner how to improve the sales, marketing and practically every other aspect of their business.
In recent years, I have noticed a growing lack of ability of small business owners to manage their sales people properly. Whether this is because they have never been trained in sales themselves or have not worked in a sales team and never seen a good sales manager in action, they burn a lot of money turning over unproductive sales people.
If you are going to hire sales people, you need to learn how to manage them properly.
From years of working with sales managers, teams and representatives, I have seen that the best results achieved, came from business owners and sales managers who apply these 8 items;
Learn how to recruit good sales people, Recruiting and managing staff is the most important task of a business owner. Learning how to recruit, manage and work with people will be the best thing you can do for your business.
Set clear Targets, it is important for both you and your sales representatives that there is a clear understanding on the targeted revenue the sales person is expected to achieve on a monthly and yearly basis. Sales roles have the sole purpose of generating the businesses revenue, for the business to be successful you need to be clear on how much revenue needs to be generated.
Set clear Territories, ensure your sales people have clarity on the product or geographic territory that they are expected to work in.
4. Hold weekly Sales Meetings, You need to meet with your sales team on a weekly basis. The purpose of this meeting is to monitor results, activities and the next weeks plan. The meeting is also used to for motivation, training and working with issues. Depending on the size of your team, this meeting should go for no longer than 1 hour. In 35 years of working with and around sales teams, the best time frame I have seen for a weekly meeting is 8.00am on Monday mornings.
Don’t give sales people non sales duties, your sales team are there to sell your company’s products or services, and that is it. Do not give them other duties. Giving sales reps other duties, i.e. delivering product to customers, gives them the opportunity to have excuses for not achieving their targets. It makes it a lot more difficult to counsel a sales rep over poor results when you give them the opportunity to say “but I have to spend so much time delivering to customers”. The reason I use deliveries as an example is because businesses have sales reps deliver goods, believing it is a good reason to visit and talk to their customer. They should be visiting them on a regular pattern already.
Regular Training, the best sales reps are always improving their skills and knowledge in their product and sales skills. As the business owner, you need to encourage them to always be developing their sales skills. You also need to let them know that it is just as much their responsibility for their training as it is the companies.
Don’t pay a high retainer, good sales people can sell and they have the confidence in their sales ability. The higher the retainer a person is looking for, the lower their sales skills and achievements are likely to be. Pay a low retainer, and higher commission, encourage them to make a higher income by selling more. They are sales people aren’t they?
Don’t micro manage your sales people, looking over their shoulder every minute of the day will destroy your sales reps. Provide them with clear targets, good training, support and guidance and let them go. If they need you to hold their hand all of the time, they need to be moved on.
Managing your sales people is not hard if you follow these steps; take the time to learn how to recruit and manage a good sales team and your business will boom.