Super Busy Costs you, here is a Solution

From so many commitments that you can’t seem to breathe, to working so hard on everyday problems and issues you never seem to see beyond today. ‘Super busy’ can look different for different people.

Define “Busy”
You need to be able to define what it means when you say that you are “busy.” Everybody is doing something every single hour of every day. What does your busy look like? Are you working more hours than is healthy, are you inefficient because you cannot solve a time management issue, or do you have a problem saying no and are now overcommitted in a number of areas and cannot seem to juggle it all?

A very common scenario is growing in a business until you are maxed out, then hiring someone to help in the front office. This person handles all the phone calls, customer complaints, invoicing, bill payment preparation, errands, occasional social media posting, and whatever else you can dump on them. But it is never enough. So, who is the next person that you can add to take some load off of you? You can’t afford someone who doesn’t produce income.

The Hard Part
More importantly, why is your “busy” a problem? You need to determine what really going on that is causing you to be too busy. What are the implications of you being so busy? What is the price?  Is it causing stress, sleepless nights? Maybe it is impacting relationships in your life, but you just grunt on and keep going, not knowing when or how it will stop!

The Solution
Find time. Take time. You might need an hour, so take it in 10-minute increments. Whatever it takes, but do it. You must find some time to breathe.  Once you take some time, we invest that time to find a little more time, and then we take that extra time to make more money to buy you your freedom. Here is where you start.

First, list ALL of your roles and responsibilities, from selling to the prospect to cleaning the toilets. Whatever you do in the company as a part of owning your business, WRITE IT DOWN!

Second, prioritize every listed item from the most critical and money producing activity to the least.

Third, look for ways to delegate or contract out the less income producing and impactful activities to someone else. If you are worried about quality control, as many are, that is a problem of systems and management skills (and Crossroads Consultants can help you with that).

Fourth, make a plan. Once you have freed up some time, use it to plan out your future and solve problems of delegation, control and bringing in more income. It takes time to make a good plan but that is what you need to have the freedom you need to reach your goals. Being Super Busy can be great for the ego, but the cost can be devastating.

Stan Broesder is the owner of Crossroads Consultants a business management and growth consulting company. If your business is going to grow the owners and management team must grow with it, or it won’t work. Marketing today is beyond the expertise of most owners and manager. In order to effectively market your business and grow you need someone who can plan and manage your marketing. Crossroads Consultants will provide you with a lower cost provisional marketing management solution. Contact Stan at 980-241-0189 or Stan@MyCrossroadsConsultants.com

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Don’t Blame the Sales Team for Poor Marketing

There is a big difference between marketing and sales. If you confuse these two areas in your business you can be creating problems that you don’t want and might not even know you have.

Marketing involves everything that brings attention to your business, public relations, advertising, promotions, pricing, store layout, and location, etc., up to the point of personal contact.  The sales area is personal. Anytime a prospect or customer has a personal interaction with another person in your business, they have stepped into the sales department. In a broad sense, your installers, technicians, receptionist and customer service personnel all work in the sales department.

I know that Amazon doesn’t have salespeople per se and they still make sales, I get it. But they don’t have a very big sales department. Most of their sales come through their marketing. So an email from the company is marketing. If a personal email comes from a person in the company then we have crossed over into sales, because now you are starting to develop a personal relationship with the prospect and a person in the company.

When the marketing department and the sales department do not work together like a hand and glove you will be inefficient, less effective and it will cost you money. The key is to work together as a team. Sales need to utilize marketing to their advantage and marketing needs to communicate with the sales team what they are trying to do. Any conflict needs to be resolved so that everyone can benefit.

Make sure both departments are accountable for their own goals as well as working together. Be very careful when one department starts to point fingers at the other. Marketing and branding help to build the impression of a company, but the sales team helps to build the relationships and personal customer relationships.

If you want to know more about how to build a sales and marketing team while setting the accountability standards, I would love to have that conversation. Stan@MyCrossroadsConsultants.com

How is A Good Business Consultant Like Your Top Sales Person? — They make you more money than they cost.

A good business consultant is like your top sales person in that they don’t cost you any money, they make you money.

Sales people bring in more money than you pay them or you wouldn’t do it. But your best or top sales person tends to bring more than just income to the company. They also bring repeat business, they develop relationships and they give you feedback on products, quality and what is going on in the marketplace.

What follows isn’t blatant marketing, it is just good advice, and I can prove it.

If your business doesn’t need improvement than the task or opportunities for a Business Consultant are short lived, like a summer camp room inspection when it is done right, it is quick. When a consultant really doesn’t have much to do, as you may think, the cost is low and you get the reassurance that you were right.

A good business consultant will provide you with direction and how to grow your business. They will help you to work ON your business while you work IN your business. They will help you to discover, define and solve problems and not just symptoms.

A good business consultant will help you to build a higher performing work force. By looking at and improve your communications and accountability systems. Improving motivation as well as efficiencies can go a long way to helping morale and performance. And a good business consultant helps you to have a higher performing workforce that will reduce your stress and give you more freedom to choose how to use your time and money.

A good business consultant can help you to better understand the customer experience and how to help your customers to come back time after time. In the process, your customers may also buy more from you and buy more often. Relationships with your customers should be built beyond just with the sales person. A good business consultant can help you to see the world through your customers’ eyes better as a third party.

When a good business consultant who works in any area of marketing or sales will have a definite impact on your sales income. A good business consultant improves your position in the marketplace which brings in better and repeat business.

A good business consultant is not trying to sell you some product like a website or software or training programs. A good business consultant is an independent third party who allows you to see your business differently. Will challenge you to raise the bar just a little more and to achieve more than you thought you could have done before. A good business consultant will help to develop you as a manager/leader as well as your business.

The one thing that a good business consultant does that most sales personnel don’t is to save you money. That is what they do, they look for better efficiencies and effective use of resources so that every dollar they save goes straight to the bottom line.

Think about that management position that you really want to but haven’t filled yet, but wish you could. Maybe someone is doing the job, kind of. You can’t afford to pay an $80,000.00 salary but you really need someone to relieve the pressure from you. Outsource what you need to be done to a good business consultant. Pay them a fraction of what you would normally pay. You get their expertise and help in managing your business. It is like skimming the cream off of the top. You get the best information and support, without paying the high dollar.

So a good business consultant like top sales professionals won’t cost you money, they make you money. Give me a chance to prove it to you! I don’t want to waste your time or mine. Before I take on any client I must be confident and the client must be confident that I can make them or save them money or solve a value problem for them.

If you want and need to see some change take place in your business, call me at Crossroads Consultants 980-241-0189 / Stan@MyCrossroadsConsultants.com

Do You Want More Customers? — Who are they and where do you find them?

As they say, if you want to catch fish, you need to go where the fish are. If you want more customers you have to go where they are as well. The first question is, what does your customer look like? How would you identify your ideal client? This will prevent you from wasting your time talking to the wrong prospect.

Your ideal client is the person that, if you were able to sit down with them and make your presentation, they would buy from you 100% of the time. Now that is ideal, and yes we agree, that it is very unlikely to identify that perfect prospect, but the closer you can come to it the better.

Identifying your ideal client will allow you to target your marketing and minimize your qualification process. While someone with a 50% match may also buy they are much less likely to purchase than the prospect who is a 90% match.

Once you have identified your ideal client, then you start to think about those who fit the profile with similar characteristics. This will help to reveal the best places to locate those prospects and the best methods to reach them.

What are their commonalities? Is it geographic or their hobbies and interests? Maybe they read similar books and magazines or they are at a particular stage in life. Once you can identify these similar characteristics it will give you some ideas on how to market to them with the best return on your investment.

Many business owners make the mistake of saying, “well we have always done well by doing this or that.” The problem is that market is always changing and marketing techniques are also changing. So you may be missing out on a potential customer group or your target group has changed how they want to be marketed to. I recommend you go through this exercise at least every two years and once a year would be better.

This exercise will enable you to improve your lead generation, improve the quality of your leads, improve your conversion rate and make you more money. It can be challenging once you decide to seriously give it a try and that is why most people don’t do it. This means if you do the exercise and your competitors don’t, you will have another advantage over them. If you have questions or would like some help in working through the process, let me know.

Stan Broesder, MBA, the “General Contractor” for Marketing and Business Development with My Marketing Crossroads. You can reach me at Stan@MyMarketingCrossroads.com

Three Big Marketing Mistakes Small Businesses Make!

Small businesses complain that their marketing is just not working the way that they feel it should. Here are three big marketing mistakes that small businesses often make trying to grow their business.

 1. Having all tactics, and no strategy

You keep trying things and you keep what works and throw out the rest. But what if you could leverage one tactic off of another? This would boost the effectiveness of each tactic. In order to do that you need to start with a strategy. Focus your efforts and resources to accomplish the most important goals first. This will provide the best results.

2. Not measuring results

Many will say that you really can’t measure the results of marketing, but that is not totally true. Part of the problem is that you have not designed your marketing to be measurable. With a little adjustment many marketing tactics can be measured. Once you see the numbers accurately, then you can make the most effective changes to get the best results.

 3. Not aligning your sales with marketing.

When you treat sales and marketing as two different functions then you lose some of the efficiency that is possible. Marketing and sales must be seen from the customer’s perspective and need to reinforce each other with the same or complimentary message. When both of these are in alignment you will see dramatic improvements in results.

Correcting these three mistakes can really have an impact on your marketing results, which should translate into more income. But some really struggle with making these corrections and getting a different perspective can often make the difference.

Call me (980-241-0189) to discuss growing your business and correcting these three big mistakes in marketing. Or email me at Stan@MyCrossroadsConsultants.com and ask about a Marketing Strategy evaluation for your business. Then get ready to grow!

Crossroads Consultants is a Business Management Consulting company that services small and mid-sized businesses and professionals with profitable growth strategies. Your customers don’t care about your growth. Ultimately, it is an inside job. We can help!



Solve your number one problem — Start today!

Solving this one problem makes solving all of the other problems easier. In his book, “Six Disciplines Execution Revolution” Gary Harpst explains that there are really only two things that you have to master to have the life and business that you want.

Have you ever struggled and wished for some help in getting everything done? Have you wanted to have more control in your life? Are you searching for the secret to success, or just how to get through the end of the month?

There are two things to Master. Once you have mastered these two things you can accomplish just about anything. It isn’t real complicated but it does take some motivation. Once you master these things, you will realize that there is almost always someone, or now somewhere to get the knowledge you want or need to succeed. You will also realize there is almost always someone who has the skills that you need to succeed.

So what are these two things? Before that, ask yourself if you want to live a life of chance or intention. Do you believe that luck; chance or fate is the way to live your life or is choice, intention and determination a better way to go? Now don’t just casually give a flippant answer, think about it. Decide right now which way do you believe to be the best for your future? Of course no one wants to put their future in the hands of chance, luck or fate, but what is the alternative?

The first thing that you must master is being able to pull together all the relevant information and to create a blueprint or plan to specifically map out or layout what your future is going to look like and how exactly you are going to get there. It is that simple, just not that easy.

I recognize that real architects didn’t just pick up a pencil and start designing a home and overnight create the world’s best residence. But most of them started somewhere back when Crayons were being used, and not today’s computers. It may take a little work creating a plan and then making it better, and learning, and then making it even better. But if you don’t start planning by doing, you will never create the plan that you want. No one else is going to create the plan for you that you want. Jack Welch is credited with saying, and a book is titled: “Control your own destiny or someone else will”

Let’s revisit your decision to put your future in the hands of fate, luck or chance or to put your future in the hands of decision, choice, and intention. If you are not planning you’re taking a chance. I wish you luck, because that is all you have to go on. Or you can plan to succeed; ultimately it is your choice.

Assuming that you have created a plan, “any” plan, what is the second ingredient? Well as difficult as creating a life changing plan is, this second part can be much more difficult. But if your plan is a good one, then this second element is taken into account. Besides having a good plan, The second ingredient that you need is to be able to execute that plan efficiently. That’s right; the world’s best plans will not build a house or accomplish anything for that matter. Someone has to do the work of implementing or executing the plan to see accomplishments.

If the plan is a good one it will take into account the skills and abilities of the person who must execute it. It may include that you take a course in learning a skill or figuring out the best way to hire someone else to do some of the work in the plan. But the work must get done.

So the next time you have a problem ask yourself, “do I have a plan that I can execute to solve this problem?” If not, remember that you are taking a chance. Start with the information that you know. Think about what information you need to know to make the best decisions, and then plan out a way to learn what you need to know. It may only be a step to solving a problem but it is a step in the right direction.

The purpose of this article is to get you to really think and be hones to yourself about planning. Do you think about things or do you really plan? Make it a practice and you will continue to get better at it. We will continue this discussion, you can plan on it, I know I am.

Stan Broesder is a Business Consultant with Crossroads Consultants. He can be reached at 980-241-0189, or you can visit his website: www.MyCrossroadsConsultants.com

Which way to go? Too many choices!

On Friday morning you see a pile of tasks on your schedule that kept falling over from each day during the week. Two items on Monday dropped into an already full Tuesday, which then dropped 5 items onto Wednesday. Now on Friday it is way more than you can do and you hope you can push it out over next week and so you dump it on to Monday.

Too many opportunities
In business today there are so many opportunities and choices and things to do. All of them are urgent and important, at least it seems that way. So how do you handle phone calls, complaints, emergencies, emails, proposals, bills, critical undelivered materials that you need to get your project completed, and on, and on, and on?

The Big Rocks Story
There is a great story that is often told in seminars that deal with planning and time management, but most people miss the point. It is generally called “The Big Rocks” you can read the story <here:> or go to: http://www.successfulacademic.com/ezines/apr252005.htm

There will always be more to do than you can possibly get done, more opportunities, no matter if you see them all or not. The key is developing your skill of prioritizing. It is a matter of being able to look at all of the tasks, opportunities and urgencies and determining which are the most important to do at this time. Okay, I would agree it is a little more difficult than that. But if you look at a few key principles of setting priorities you will at least improve your skills and start making great strides in the right direction.

Not values again!
Deciding what is most important is where you start the process. And in order to do that you have to decide what your values are. “You have got to be kidding, really?!” It is like the old joke when a robber meets a couple out for a walk. The robber jumps out from the bushes and says “your money or your life!” So the man grabs his wife and shoves her toward the robber who is stunned and says, “What are you doing?” Too which the man replies, “I thought you said my money or my wife”. Yes values are important. You wake up in the middle of the night because you thought you heard something. When you get halfway through the house you realize there is a fire at the far end of the house, what do you do? 1. Grab your most recent Sports Illustrated, 2. Rescue the fish 3. Get the marshmallows or 4. Oh, yeah, wake up your family.

Life isn’t that easy, but it helps to understand ahead of time what your values are and even which are more important than others. Loyalty is a very important value, but is it more important than integrity? You get two big project opportunities, but you cannot handle both. You must decide which has priority, money or an opportunity to expand into a great developing area of your industry. Again the choices won’t be that easy. In fact, the problem is that the choices are subtle, and NOW. The choices that are the most difficult are the ones that demand your decision right now and the consequences are sometimes obscured.

Watch your emotions
Too many times our emotions play a role in our prioritizing skills. When we don’t have our values down clearly it is an opportunity for our emotions to create conflict and frustration. Having a clear understanding about our goals and our values is critical to being able to prioritize our lives.

Learn to see end results
In developing our ability to prioritize our opportunities and tasks we need to develop our ability to see the value of the outcomes of our efforts. To be able to think through the effects of our work and the value of those results is critical and is missed by a lot of people. We’ve all known someone who could buy things at garage sales or from the classified ads and could turn them around and make money on them. They would see a motorcycle or boat along the road with a for sale sign on it and the next thing you know they bought it and then sold it within a week for a nice profit. How do they do that? It isn’t luck. They know the value of certain items and they know a deal when they see it. What happens is some of us try that and lose our shirt and scratch our heads. You have to know the value of the outcome.

Clearly understanding your goals and your values and understanding the consequences of our choices, while keeping your emotions in check, are important to being able to prioritize your life. Creating the discipline to follow through on what you know is best, and to do the most important thing now is the key to success.