There are two major reasons that business owners seek out a business coach. 1) They are working too hard and want to learn how to systemise. 2) They want to grow their business to the next level.
Regardless of whether you are seeking to grow, or to simply stop working as hard without losing your business, it is likely that you are stuck in processes where you are constantly ‘chasing the next sale’. In order to achieve your goal, that is the part that needs to change.
How this usually translates is that you are working really hard in your business and, unfortunately, there is no direct correlation between working hard and success. What you need to learn how to work smart – and to learn how to work less!
I say this to my clients and after a year of working with me, they start to get it: I actually like it if you are looking for the lazy way of doing things. When you are getting the results and output and you think, “How do I be lazy about this?” then you are looking for what is known as leverage – you want to get more impact with less effort. And this is the path to success.
Look at the business owners of the most successful businesses in the world. Do you think they work late nights and early mornings almost every day and even working weekends? Do you think they are sacrificing their holidays in order to keep their business running 24/7?
No, they’re enjoying life. They may be busy, but they are usually doing different and exciting things – things that excite them. This is because they have learned how to systemise the right things. They are busy out of choice.
The question you need to keep asking yourself is: “How do I do more with less?”
Remove the idea that you need to work hard all the time in order to be successful in your business. You may actually find that it’s your ‘hard work’ that’s holding you back.
How to get more with less
There are a number of things that give you leverage in your business. It starts with consistent strategic planning, and then there’s using an effective recruitment process in order to have the right team members, having the right strategy for upgrading those team members, having the right kind of brand strategy, and having the right kind of niche.
However, the most basic of these that I can cover briefly in this article is the ultimate equation for creating growth:
Customers = Leads x Conversions
While most businesses focus on getting customers – i.e. chasing the next sale – if you really want to start finding the leverage in your business, shift your focus from ‘getting customers’ to 1) creating predictable lead flow and 2) developing a powerful conversion process.
To achieve the first part, we help our clients select the correct Marketing Avatar for their business, and then move on to find an effective inbound marketing strategy for that Avatar from our list of 84 lead generation strategies.
The achieve the second part, we identify which of the 83 conversion strategies are best contributing to the Money Map – something we do with all our clients every quarter at the Strategic Growth Intensive.
This is one of the best ways to navigate the overwhelm from the myriad of marketing strategies business owners are bombarded with. Focus on strategies specifically for increasing lead generation and enhancing conversions, and immediately you will begin to see the power of leverage, and how when you stop chasing sales you can start creating a flow of customers that come to you.