The Brad Miller Show - Growing You, Growing Your Business

By Brad MillerBusiness Religion & Spirituality Christianity Education

The Brad Miller Show - Growing You, Growing Your Business episodes

March 24, 2019Get Your Business Out of Your Head – Part 1
SHOWNOTES:
The Systems Manual Blueprints
What it WILL do for you!
Sidenote: To get your copy of the “Your Best Work, The Best Way Process” Flowchart, send an email to
[email protected] – in the subject line type, Flowchart

FIRST, the Systems Manual Blueprints journey… is the destination.
What does that mean?
YES, you are working on your systems manuals, But You are working on your Business. THINKING DEEPLY about your business….You see opportunities and ideas previously hidden from you
It will get your business out of your head (and your employees head) and into documented systems manuals
The amount of information you have in your head about your business is huge
The problem is … that information can’t be used by anyone else – To serve others
You have some amazing things you’ve learned through years of doing your work.
Your Employees Head. If your staff knows more about aspects of your business than you – that is not a bad thing. That’s Smart, it means you’re a leader. But What’s not smart is to let that information Stay in their head. BC if they leave – so does your business.
2. It will teach you how to get a bigger vision for your life, and build a business to make that vision a reality.
Visualize Your Work – – – using sticky notes – Now you have a Visual Representation…
Without a vision the people perish. You perish.
Sign on a work van – you were not just born to pay bills and die.
Without a Vision, work feels like drudgery.
3. It will teach you how to create a Lifestyle Business. A business that works without you in the day to day. WOW!
See the Big picture – not just of your work – BUT MORE – your life
That may be a new idea for you. YOU don’t have to be an employee in your own business. Wait What???
Unless you want to be.
You can still Think lifestyle by bringing a lot of Intention to your work
4. It will teach you how to do your Genius Work. The work of transformation.
From the big Leap book. Incompetence, Competence, Excellence, Genius.
It is work you love bc You know you were created for this.
It’s no longer just a transaction – of money – it is transformation.

5. It will teach you how to expect more – A Bigger Vision. Your Vision is Too Small!
– and create more wealth from your business. Cash follows clarity and intention creates income.
When you bring this level of Intention to your work, it naturally leads to more profitability
More efficiency – doing things right – BUT MORE
More effectiveness – doing the Right things.
6. It will teach you how to create a company culture of clarity around your vision – so that your team is inspired that their work is part of the big picture.
Quote: a vision without a task is but a dream, a task without a vision is drudgery, a vision and a task is the hope of the world.
Company culture is a REAL thing – a knowing and a sense that my work (my tasks) are part of something bigger.
22 min
March 18, 2019Disorder is Your Greatest Enemy
SHOW NOTES:
DISORDER IS YOUR GREATEST ENEMY. And I got a plan to fix that.
What is my Plan you ask?
My plan is a Process.
“Your Best Work – The Best Way Process”
It is a process. A process to teach a process

I want you to see this Process – I have created a Flowchart that makes this simple.
EMAIL me at [email protected] to get a PDF of the Flowchart

Here is the big idea:
Business is a puzzle – open the box and what do you see? Chaos.
Business is complicated. It has a lot of moving parts. It is always heading the direction of dis-order.

Your work as a business leader is to Show Up big each day – and deliver on all your promises – and Do It in an orderly and predictable way. And then show up tomorrow and do the same thing – again.

My premise is the best way to do that is with Systems.
Hesiod – “It is best to do things systemically, since we are only human, and disorder is our greatest enemy.”
DISORDER IS OUR GREATEST ENEMY.
“Your Best Work – The Best Way Process” It’s Not just about Systems – it is also about your Vision.

Deming quote: It’s not enough to do your best, you must know what to do and then do your best
Your Best Work is Vision
The Best Way is Systems

YOUR Best WORK is very likely Locked up inside your own head
There’s magic in your work.
But only you know that magic
And it doesn’t happen in a predictable way
You can’t share it with others – Because it’s inside your head
THAT’S why we start with Vision.

This process is the foundation of a course
The Systems Manual Blueprint course
It is an online course. Check it out at www.MillerMarketingand Training.com

I am going to teach you how to WORK ON your business.
Gerber…”Stop working in your business and go to work On it”
Create a business – and not just a job!
All the divisions of your work – not just the technical work
Get your business Or your work – out of your head and into systems manuals
Create documented curriculum – – – SO THAT…IT CAN BE TRANSFERRED SUCCESSFULLY TO another person
Training is Transfer!
Email for the Your Best Work, The Best Way Flowchart
EMAIL me at [email protected] to get a PDF of the Flowchart
16 min
February 14, 2019My 7 Core Principles of a Lifestyle Business
My 7 Core Principles of a Lifestyle business.
Business is a choice also – If you have decided that you Want Business as part of your Life – Choose the very best scenario – then you have a lifestyle business, not just any ole business.

By lifestyle business I mean…
It is work that you love. Yes work is hard and sometimes it is drudgery, but work should also bring you great joy. Your work is how you show up in the world to serve others.
Your business is your work. And work is not a 4 letter word that ends in k. We were created for work, and work was created for us.
A lifestyle business is an entity that you have created that serves your life, so that you can have the longest run possible, serving other people’s lives.
People focused. Considering all the stakeholders. Employees, clients and vendors.
It serves YOU. You must think about your life and your lifestyle first.
It serves your STAFF – your company is a GREAT place to work.
It serves your Customers – Yes they come third. If you don’t take care of the other two first – – – you’ll never pull off this one. Customers are important of course
Vendors
It is Preeminent. Best in class
Quality makes work worth doing.
Choose to be a Premier Provider
It is Vision Driven. You have a Big vision
Your Vision is bigger than just the Technical Work
Your vision is bigger than being Self Employed
Self employed is better than Employee ??? Is it?
Your Vision includes Divisions
It is Systems Driven.
You have recipes. For EVERYTHING
You make the complex simple
You have a lot of moving parts to your business – that’s good… IT IS A BARRIER TO ENTRY.
You are a Systems Thinker and you systemize the complex
5. It is Marketing Driven. And Sales Driven
Everything is Marketing – and Marketing is Everything
You have to know how to bring in clients – lead generation
You know how to get them to say yes. You make it simple to say yes – lead conversion
6. You have RR – Recurring Revenue
RR is like compound interest – the 8th wonder of the world.
Compounding interest separates the rich from the broke. The great Albert Einstein once said “Compound interest is the eighth wonder of the world. He who understands it, earns it … he who doesn’t … pays it.”
Look around – everything is built on RR – – – Because it is so smart
7. It is your Gift to the world. It is your work
Your Work is your Gift to the world
It is how you serve other people
Just think of all the amazing things you enjoy – these trades are other peoples gifts – for how they serve you
23 min
February 03, 2019The One Thing 99% of Small Business Owners Don’t Do
What’s The one thing 99 percent of small business owners don’t do?
Hmmm let me think. Yep that’s it. THINK

Not only do most small people not do this, they think it is a waste of time
THINKING about your business.

It was Michael Gerber who taught me, not only that it’s OK to think about your business – it’s the exact thing you should be doing.

Tom Watson, the Founder of IBM
My dad’s office. Sign on the wall. THINK

IBM archives.
And we must study through reading, listening, discussing, observing and thinking. We must not neglect any one of those ways of study. The trouble with most of us is that we fall down on the latter — thinking — because it’s hard work for people to think, And, as Dr. Nicholas Murray Butler said recently, ‘all of the problems of the world could be settled easily if men were only willing to think.’ “

Wikipedia
At an uninspiring sales meeting Watson interrupted, saying The trouble with every one of us is that we don’t think enough. We don’t get paid for working with our feet — we get paid for working with our heads. Watson then wrote THINK on the easel.
Asked later what he meant by the slogan, Watson replied, “By THINK I mean take everything into consideration. I refuse to make the sign more specific. If a man just sees THINK, he’ll find out what I mean. We’re not interested in a logic course.”

That’s all it was, a one word quote…THINK.

Thinking time
THE E-MYTH Changed me life BECAUSE it changed my thinking.
Thinking differently.
THINKING about my business, not just doing my business.

Why most small business owners don’t think?
Guilt. I should be working.
They are technicians in their own business – employees
Measure themselves by Their productivity not the company
Don’t have time
Don’t know how
Heads are too full.
They don’t value thinking.

What happens when you don’t think…
Peter Drucker – “There is nothing quite so useless, as doing with great efficiency, something that does not need doing.”
OUCH! That is so true it hurts!

How to do it?
Earl Nightingale. Legal pad
Vision. See what you want to experience
Believe that you can.
Believe in your own intelligence and ability to solve problems
Believe in Innovations and Breakthroughs
Think outside of your Industry box – industry incest
Stop relying on others to do your thinking for you – your industry

About What?
START with your business systems…
Think about how you do everything
How to increase sales
How to increase the value of your business to your clients
How to create an amazing client experience
How to improve your systems
Reduce steps
Eliminate steps
Improve the marketing equation: Rich Harshaw…quote.
THINK about your Marketing to make that happen
PLUS it. Think about your business value, and then PLUS IT.
Think Big

TIPS and TECHNIQUES:
Walking and Thinking
Writing and Thinking
Group Thinking – Master Mind
28 min
January 27, 2019The Fish aren’t biting… how to create a New Client Acquisition System
Last episode we went to work On your Avatar Client Profile
If you now have an Avatar client profile – this is a BIG Deal. You have this beautiful thing – you have the profile of your VERY Best client. Now what do you do with it?
Your Avatar Client Profile is the essential first step to creating…wait for it, this is huge, cue the echo chamber…your New Client Acquisition System. Once you have that, you have something truly special. You have a business that works.

“The Purpose of Business is to Create and Keep a Customer” – Peter Drucker
If you want your business to grow, it’s critical to keep your existing customers happy and add on new ones.
That’s the work of MILLER MARKETING AND TRAINING
TO CREATE AND KEEP A CUSTOMER

MARKETING = CREATE
TRAINING = KEEP. You need really powerful systems to create a predictable and stellar customer experience

You have to learn how to CREATE customers – it is the most important Skill and Process you can possibly learn. Invest yourself in this process.

YOU CAN CREATE AN ASSET IN YOUR BUSINESS BY FOCUSING ON SYSTEMS
It is process equity
There is process equity in every area of your business
But NONE so powerful as when your New Client Acquisition Process.

Creating your New Client Acquisition Process:
The John Smith Question: “You cant sell John Smith, what John Smith buys, until you can See the world Through John Smiths eyes.” You have your Avatar Client profile – pretend like it’s Google Translate – everything you want to say to your prospect – put it through Avatar Profile. Speak the language of your client – NOT your language. Brings up #2
Message to Market match. You can be selling the same product or service – but the message you use to sell is different DEPENDING ON THE MARKET
The market is your WHO – the Avatar Client
Be customer focused – not product focused. You want to talk about you – STOP It. Talk about your client
Be very specific – not broad. Niche in a niche in niche
3. Micro-Manage the process. If you use sales people – do not leave the message up to the sales people
Don’t leave The Follow Up to the sales people.

4. Now Think about the Step By Step process – from cold prospect to new client. It Begins with the Interrupt
This is a Multiple Step Campaign. Think of dating… you are courting, wooing, and getting to know each other. Know Like and Trust you…

IF YOU’LL INVEST THE TIME DOING THESE THINGS – – – You are WELL on your way to creating a “New Client Acquisition System”
21 min
January 15, 2019What the Heck is an Avatar Client?
What the Heck is an Avatar Client?
I am going to ask you to do some work on your business that will serve you in amazing ways

I’m asking you to Work on describing your Avatar Client.
If you are asking “What the heck is an Avatar Client ?? You’re in the right place…more on that in a minute

I really hope you will do this, but most people who have a small business don’t work ON their business – they only work in it.
I’m going to do my Best to convince you to Go to Work on your business.
I have created a process – Your Best Work, The Best Way
It is a process for working on your business.

Introduce this with 3 of my favorite business mentors – they have mentored me from afar, through their books and other work.

First… Michael Gerber – Stop going to work in your business as an employee, and go to work on it. E-Myth

Second… Efficiency is doing things right, effectiveness is doing the right things. – Drucker.

Third…It’s not enough to do your best, you must know what to do, and then do your best – Deming.

That’s the quote that’s inspiration for the Process – Your Best Work, The Best Way…

Your Best Work is VISION.
It’s not enough to do your best – know WHAT to do…
Knowing what to do is VISION

The vision of what?
For this Podcast….
Knowing what to do, and WHO to do it for is your VISION.
Your Avatar Client is your BEST CLIENT

Vision of your ideal customer
You only have the capacity and time to do business with so many customers – Why not have them be the best?
YES you can scale to add more customers – BUT They should be the best too.
Don’t complain about your customers – Choose the Best
Listen you’re gonna live with this person for the next year, or five years, or hopefully 10 years or longer. Ask yourself, what kind of clients do I want to do life with.

If you can only think of the movie AVATAR …
Avatar Client
A customer avatar is a fictional character that represents your ideal prospect. When complete, it will help you understand the motivating beliefs, fears and secret desires that influence your customer’s buying decisions. … Answer each question so that your customer avatar is as real to you as a living human being.

What’s your vision for your ideal client.
Give them a name
Describe them in exact detail
Demographics
How much money do they make
Geographics
Where to they live
Psychographics
the study and classification of people according to their attitudes, aspirations, and other psychological criteria, especially in market research.
Their dreams
Their problems or pain
What are they thinking about
What are they reading

Interior Plant Scapes
My Avatar Client – MY Favorite and most profitable client in every way.
GENERAL
They are good people
They have a real appreciation for the work I do
They believe what I do is an important service
They have money to pay for what I do
They think long term
They will likely be a client for a very long time

Specific to my industry
Logistics…of Interior Plant Scapes – my industry
They have a nice facility
They appreciate ambiance and sense of arrival
They have clients, customers, guests, or members that they have to impress
Their facility is suitable – Light and space
They are in my market area
23 min
January 07, 2019Getting Free from Mental Lies and Limiting Beliefs
Getting Free from Mental Lies and Limiting Beliefs

Business is not Just Strategy and Planning – IT IS ALSO A HEAD GAME. And you have to have BOTH.
And you have to take the Head Game very seriously – or your best plans will never launch!

MY VISION FOR Miller Marketing and Training…
Vision
Miller Marketing and Training helps people get a bigger vision of their life and business, then teaches them how to make that vision a reality.
We set people free from mental lies and limiting beliefs that are holding them back from becoming everything they were created to be.

That’s huge:
Mental lies and limiting beliefs that are holding them back from becoming everything they were created to be.

The big idea is …
That… ONE TOXIC thought is Enough to hold you back from – – – every bit of love, success and prosperity you desire for your life.

BUT…the Up Side is – if you are aware – and Take those rogue thoughts captive – – – it can set you Free to BECOME EVERY THING YOU WERE CREATED TO BE.

This is what I want to cover: 3 Things
The battleground really is the mind.
How to fight a battle that is in the mind
The Mental Lie and Limiting Belief that I am fighting –
The battleground in the mind…
YOUR LIFE IS WHAT YOUR THOUGHTS MAKE OF IT.

Getting FREE from Mental Lies and Limiting Beliefs
The Battleground of the Mind – Joyce Meyer.
Earl Nightengale – The Strangest Secret – We Become what we think about…

Chuck Swindoll – “Living above the level of mediocrity”
The Human Mind holds the key to soaring. The enemy of our soul has made it the bulls-eye of his target.

The problem is … there is some stuff going on in our head that is just not true.
It is holding you back from becoming everything you were created to be
Joy and Peace
Patient and Kind
Able to Respond to life and its circumstances – not react

You Agree, “yes, I believe it, The battleground in my mind…

I do have stinkin thinkin. Help me, how do I change?”

2. How to fight a battle that is in the mind

What if you could change?
First you have to believe that you can.

Therefore, we go to our highest and best source of truth…
You, Your Business and the Book:
Romans 12: do not conform to the pattern of this world, but be transformed by the renewing of your mind.
So first – WOW. You can be transformed by thinking differently – Renewing your mind. That’s what the Subject of this episode is
The greek word for transformed is – Meta morpho.
The transformation by renewing your mind is not skin deep or temporary – it is a Complete Metamorphsis
You were a worm – now you can fly.

A Fascinating Book to recommend: Caroline Leaf, Switch On Your Brain – the key to peak happiness, thinking and health.
Switch On Your Brain teaches you the amazing power of the Mind and The Brain.

The mind and the brain are – two separate things.
The mind – our thoughts, our thinking, can change the Brain – – – for Good!

Neuroplasticity – the physical make up of the brain can be changed by our thinking.
You will have to read the book …there is a 21-day Brain Detox plan.

What she Teaches is – – – – decide upon a Negative thought that you want to eliminate from your life – and actually reprogram your thinking – replace it with a new positive thought

Just think about that…
If there was one thought you could eliminate from your mind, what would it be?

3. The Mental Lie and Limiting Belief that I am fighting

AND…..
The one Negative thought in particular that I am on a journey of Demolishing from my own mind is this: Criticism, Condemnation and Complaining.
I know other people struggle with this same toxic negative thinking – but I am talking about me.
CCC saps you of joy
And peace
And kindness
And love

How did this happen in my life?
How did CCC become part of my thinking?

Here are some synonyms, causes and related negative thoughts to CCC
Blame
Guilt
Shame
Accusations
Perfectionism
People-pleaser
Anger
Legalism
Fear
Bullying
Shoulds

How does it start? What are the roots?
Parenting
Anger
Guilt
Guilt and SHAME
Bullying
The church
Fear
Guilt
Shame
Legalism
Business owner
Fear of failure
Perfectionism
Shoulds – and shoulding on myself

Where does this come from: Is there someone responsible. I believe Yes.
His name is satan

Overtime the affects of this kind of mental Toxicity will wear you down
Physical
Emotional
Joy and Peace and a love for life

Leave you with these 3 thoughts
It is a struggle. The first step to winning the battle is realizing there is one.
FIGHT. Decide this is important and fight. Get Help from others. Even a therapist
Switch On Your Brain – The book and plan. Take it seriously
34 min
December 31, 2018The difference between coaching and consulting Part II – and why you need both to Grow Your Business.
The difference between coaching and consulting Part II – And why you need both, TO GROW YOUR BUSINESS

The analogy I used last week was a sports analogy – For a Football team…The coach for the team is also a consultant.

Because not only does he Encourage the Team that You are Champions and you Can WIN – the coach is also an expert in the game of football – THAT is the consultant – an expert.

Our vision includes both coaching and consulting:
Vision
Miller Marketing and Training helps people get a bigger vision of their life and business, then teaches them how to make that vision a reality.
We set people free from lies and limiting beliefs that are holding them back from becoming everything they were created to be.
Consulting VS Coaching
Consulting:
Miller Marketing and Training helps people get a bigger vision of their life and business, then teaches them how to make that vision a reality.
Coaching:
We set people free from lies and limiting beliefs that are holding them back from becoming everything they were created to be.

That is the topic today – You need a consultant to learn the strategy of business.
Where does the consultant information come from?
The Consultant is THE EXPERT.
Someone who has studied and has real world experience…
School
Experience
Authors
Courses
Conferences
Fellow business people
Trial and error and trial and success…just doing it. Being bold enough to be ok with failure…

You stand on the shoulders – of men who are standing on the shoulders of others…

My Consultants…My Experts
Micheal Gerber. The E-Myth
Peter Drucker – “Efficiency is doing things right, effectiveness is doing the right things.”
Edwards Deming – It’s not enough to do your best, you must know what to do and Then do your best.

When I think of strategy I Definitely have a Certain Bent in my thinking – it is Vision and Systems

And you need both…Vision and Systems

I have a process that I teach it is called “Your Best Work, The Best Way”

The inspiration for that process was those three men – all super smart business men

My favorite quote on vision and systems (tasks) and why you need both.
A vision without a task is but a dream, a task without a vision is drudgery, But a vision and a task – that is the hope of the world. – inscription on a church wall in Sussex England.

Business is a multidisciplinary enterprise
You have to be good a lot of different things – only one of which is the technical skill of the business.
Business is Multifaceted – You need to be EXPERT in a lot of different things.

Here are my Top 3 – you need to be Expert in.
Order fulfillment
Marketing
Sales

You have to be really really good and several things. Here’s some others – – – that get little attention
Staff Development
Finance and accounting
Office Admin

But you need a strategy for these

It’s not enough to do your best, you must know what to do and Then do your best.

Your Best Work = Vision
The Best Way = Systems

First: Order Fulfillment
What is your Vision for Your Customer Experience?
I tell the story in my book about Dr Ken McCaffry – who have a new bigger Better vision for a patient experience. You are a guest at a first class hotel…
Vision FIRST – – – then the systems to make that happen
What’s your vision?
Whats the WOW to your work?
How have differentiated your work – you defy comparison
How do you Plus It
THEN…how do you make sure that happens EVERY TIME! You have the systems too.

Second: Marketing
Marketing is Lead Generation!
Marketing starts with really understanding What you sell – Then Who is the best customer for what you sell

There is an Equation for marketing – – –
Interrupt
Engage
Educate
Offer
Close

You can Create Marketing Systems. Predictable with Follow Up and Follow Through

Third: Sales
Sales is lead conversion
It is different from Marketing.
Sales is putting the numbers on the board – Score!
Sales Training is a Life-Long Pursuit!
30 min
December 23, 2018Part 1: The difference between coaching and consulting – And why you need both, to grow your business.
The difference between coaching and consulting – And why you need both – TO GROW YOUR BUSINESS.
Coaching and consulting are really two different things.
There is some overlap, but the two serve very different purposes
The two can come from The Same person – your coach can also be your consultant.

A Sports analogy
Consulting is the pregame practice sessions – the conditioning, the drills, the blocking and tackling – The play book. It is studying the game films of the team you’re going to play – AND your own game film…
That’s ALL before the game starts

Coaching is the head game
Coaching is the head game of Encouraging your team – You can do this! You are Champions.
Especially…
When the game plan is not going as planned
– it’s halftime and you’re down by 24 points and the momentum is not with you
– And you want to Give Up.
That’s when you need a coach to Get Your Mind Right
Your coach teaches to Mental Toughness!
Tom Brady QB of the Patriots – – – understands this. After every big win, you’ll hear talk about mental toughness.
Coaching is the heart matter DIGGING DEEP – Consulting is the head matter of strategy
COACHING IS EMOTIONS – – – CONSULTING IS LOGIC
Think of an exercise Personal Trainer
Our personal trainer Barry.
They need to have knowledge of the body and muscles and nutrition and exercise – Both strength training AND cardio and stretching
They also have to have the ability to Motivate you and Encourage you – You can do this! You are doing this! Awesome…way to go.
The Best piece of exercise equipment won’t work – if you don’t.
You can have the Very best Business plan and Market opportunity – BUT, if you don’t have the mindset that you deserve this – you can do this…IT will fail

This Truth of the fact that you need both – is a core belief of MMT – it is in our Vision Statement…
The reality that you need both Coaching and Consulting is a core belief of Miller Marketing and Training – it is in our Vision Statement. Rather, it is our Vision Statement
Vision
Miller Marketing and Training helps people get a bigger vision of their life and business, then teaches them how to make that vision a reality.
We set people free from lies and limiting beliefs that are holding them back from becoming everything they were created to be.

Consulting VS Coaching
Consulting:
Miller Marketing and Training helps people get a bigger vision of their life and business, then teaches them how to make that vision a reality.

Coaching:
We set people free from lies and limiting beliefs that are holding them back from becoming everything they were created to be.

Let’s start with Coaching: Getting Free from Lies and Limiting Beliefs

Starting HERE because a lot of people – jump right to the strategy – and don’t deal with the Junk of their mindset!
We all have Junk!
Too much success will ruin me
I can’t raise my prices
Too much money is bad
I always have to be an employee in my business
My customers Only want to work with me
I Can’t expect too much
Small expectations
Making payroll
Paying the bills
Making just a little more than your employees is all you can expect
I can’t say NO to a customer
If the economy is bad, then my business has to me bad too

You Your Business and the Bible
Hebrews 11:1
ESV: Now faith is the assurance of things hoped for, the conviction of things not seen.
NIV: Now faith is being sure of what we hope for, and certain of what we do not see.
KJV: Now is the substance of things hoped for, the evidence of things not seen.

Faith – is a huge part of business success.
If you don’t believe – Forget it!
Things NOT SEEN! That’s the reality of what business does – we create things from our ideas.
More Lies and Bad Beliefs…
I will always struggle
Putting out fires every day is just part of business
Business has to be difficult
Making money has to be hard
The Positive Spin: how to break free…
Think about what you’re thinking about….
Don’t believe Everything you think
Create Positive Affirmations…
Some Lies and Limiting beliefs NEED a lot of intention and effort – OVER TIME to Demolish
WE can be transformed by the renewing of our mind…Romans 12:2
28 min
December 16, 2018All customers are not created equal – 7 Prospecting Tips to Create The Best Customers
All customers are not created equal – 7 Prospecting Tips to Create The Best Customers
Show notes:
If you don’t like your customers, you only have one person to blame.
The topic of this podcast is not about customers – it is about the pre step – the prospect. Every customer was first a prospect.

Prospecting does not get enough attention – it is an essential activity for every business.
BUT not just an Activity – it is a Skill. Meaning: You can learn to do it better.

Prospecting needs both attention and intention.

You only have a limited amount of time in the day to do your work of selling – Don’t waste it on prospects that won’t turn into great customers.

How to Do Prospecting BETTER – 7 prospecting tips to create the best customers
Every time you make a sale, you’ve just lost your best prospect
Its hard to sell something if you don’t have a prospect to talk to
Prospecting Every Day – always planting seeds
Great Business friend: committed to “5 income producing calls each day”

The Goal for this podcast is this: The Golden Rule for Successful Selling is to spend more time with better prospects.

If YOU ARE a Business Owner, not just a salesperson – REMEMBER it is about better customers too.

Title: All customers are not created equal

7 Prospecting Tips to Create The Best Customers
Prospecting is planting seeds…
Before You START planting the seeds – know the soil

You, Your Business and the Book
LUKE 8:4- 8 The Parable of the Soil
Sometimes Called the Parable of the SOWER
So then the Sales Person is the sower

4 kinds of soil… only 25% of the seed took root and became a huge harvest
It says 100 times harvest. WOW!

NOT ALL SOIL IS GOOD SOIL. All Soil is not created equal. All Customers…same.
That’s what we are doing here – WE ARE EXAMINING THE SOIL
DON’T WASTE YOUR GOOD SEED ON BAD SOIL.

7 Prospecting Tips to Create The Best Customers

1. You have to understand your What it is you sell! Not just the features – THE BENEFITS.
The curse of the familiar
Spend some time with this – really thinking through.
How awful would it be if you didn’t exist
YOU HAVE TO BELIEVE IT IS THE BEST – if not
2. Understand why your current customers buy
Ask them
What do you like – What Frustrates you about our work
Ask the Key Question
3. Describe your ideal customer – THIS ONE IS BIG! Dream BIG!
My dream customer:
I am serving them in a deep and meaningful way – my service is essential to their success! I am making an impact on them and their customers. THOSE KIND OF CUSTOMERS NEVER LEAVE YOU
They are customers for a very long time. Decades – measured in. Now you’re talking lifetime value! What is a customer worth? Not just a one time sale – $500 a month – but 6K a year – ten years = 60K.
They are in a stable industry – Restaurants are not a good client for us.
They pay their bills on time – every month. It’s not what you invoice – Its what you collect! AR is essential
They are NICE people. You like them. You welcome their call. They appreciate the work you do. Some Business people think IT IS THEIR JOB TO BEAT UP VENDORS…
They are Profitable. Doing work for them is In Your “Area of Expertise” – your margins are high – – – You are charging them a High Price – and they are totally OK with it.
They are happy to refer you – or give you a testimonial any time.
4. Focus on Customer Segments –
This is owning whole industries in your market
In my neighborhood – Hendry Creek – access to the Gulf of Mexico. Realtor called – waterfront/authority.com
For us We Specialize in Hospitality – Country Clubs
Learn the language and the Hot buttons for that industry

5. Differentiate Your Business
How is your business different?
Never apples to apples ALWAYS apples to oranges.
We defy comparison
Innovation: Where is the untapped Secret of my business

6. What must your prospect BELIEVE – if they are going to buy from you?
Selling is more than 80% emotional reasons – then Logic
Tap into the emotions of their beliefs
Customer Experience is important

7. NOW…focus your energy on your best prospects…
You’ve done all this work – NOW use it
Before you invest yourself in planting a SEED – examine the soil.
26 min

Share The Brad Miller Show - Growing You, Growing Your Business

Sign up to save your podcasts

The Brad Miller Show - Growing You, Growing Your Business

The Brad Miller Show - Growing You, Growing Your Business episodes