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

 2. It will teach you how to get a bigger vision for your life, and build a business to make that vision a reality.

 3. It will teach you how to create a Lifestyle Business.  A business that works without you in the day to day. WOW!

 4. It will teach you how to do your Genius Work.  The work of 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.

 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.

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 very likely Locked up inside your own head

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”

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

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.

5. It is Marketing Driven. And Sales Driven

6. You have RR – Recurring Revenue

7. It is your Gift to the world.  It is your work

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

Why most small business owners don’t think?

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?

About What?

TIPS and TECHNIQUES:

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

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

Creating your New Client Acquisition Process:

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”

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

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

Geographics

Psychographics

Interior Plant Scapes

My Avatar Client – MY Favorite and most profitable client in every way.

GENERAL

Specific to my industry

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

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.

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

How does it start?  What are the roots?

Parenting

The church

Business owner

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

Leave you with these 3 thoughts

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…

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

My Consultants…My Experts

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.

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?

Vision FIRST – – – then the systems to make that happen

Second:  Marketing

There is an Equation for marketing – – –

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

Third:  Sales

It is different from Marketing.

Sales is putting the numbers on the board – Score!

Sales Training is a Life-Long Pursuit!

The difference between coaching and consulting – And why you need both – TO GROW YOUR BUSINESS.

Coaching and consulting are really two different things.

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

Our personal trainer Barry.

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!

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…

The Positive Spin:  how to break free…

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

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.

2. Understand why your current customers buy

3. Describe your ideal customer – THIS ONE IS BIG!  Dream BIG!

My dream customer:

4. Focus on Customer Segments –

5. Differentiate Your Business

6.  What must your prospect BELIEVE – if they are going to buy from you?

7. NOW…focus your energy on your best prospects…