AtlantaEvent.com NewsFlash - Hey Mr. Client - You're Fired!

Intro
From Jeff Glaze

Jeff Glaze
Editor

Seasons Greetings!

We are in the stretch, so to speak. It is time to reflect on the past year and prepare for the new one.

As I look back on the year, I see that there were many success and many disappointments. There were areas where I performed really well, and there were things I could have done very differently that would have had a more positive impact on my business.

To me, in seeing the disappointments, it is important to change the things that I can, but to let the rest of it be filed into the learning folder. If I continue to do the things next year that failed this year, I can only expect that next year will be a repeat of this year.

So I have included two articles this week that are geared to improving next years performance and also an article that I have written to help you make an important decision. Is it time to fire a client?

I hope that you find the next several days filled with joy and that all your wishes come true.

My gift to you is a promise to provide you with more useful information in the coming year. In the coming days as you face the challenges that this season brings, I would remind you that when things begin to get difficult, we do have the power to change them by using the most powerful tool available at our disposal. It is a tool that costs nothing, yet without it costs us everything. That tool is our attitude.

It is the only thing in our lives that we truly have control of and the only thing that can control the outcome of our lives. Here is wishing you the power to take control of your attitude and to make your life the very best that it can be.

Jeff Glaze
www.AtlantaEvent.com Editor

Seminar not to be missed!

I hope that 2004 was a banner year for you! I met Jeff Glaze when I spoke at his "Big Event" in January 2003. Since then, I've been very impressed with the things that Jeff is doing. Thanks Jeff - for inviting me to share some key ideas for your readers to make 2005 their best year yet. In the article, I've included 5 key steps that you can take to make it happen. Here's a bonus step - Read Jeff's newsletter articles and take action! Have a fantastic year!

5 For '05!

What can you do to propel your business in 2005? Here are 5 things that will help you make the year a success:

1. Help your Customers with a major challenge

There is one thing that every one of your Customers wishes they had more of - time! To set yourself apart from the competition, help your Customers by being as efficient as you can. Is there an easier way for them to place an order with your firm? For the past few years, to order a book or CD from The Mayberry Group, you had to go to my website, print out an order form, fill out the form, then fax it to me. In 2005, you will be able to simply connect with either one of my websites (www.MarkMayberry.com or www.Nudgin.com) and you'll be able to order straight from that website. What other ways can you help your Customers save time?

2. "24/7"

This past summer, I was driving from Minneapolis to Rockford, IL, to visit my Mom during a business trip. I was in the middle of "nowhere" in Wisconsin, when I saw something that I had never seen before. Along side the freeway was a car dealership that was open 24 hours a day! This would not have surprised me if it had been in Manhattan. But this was in a sparsely populated area along the interstate in Wisconsin. When I finally arrived in Rockford, I passed a health club that had a big sign outside, announcing that they were soon going to be open 24 hours a day.

For some of you, this might seem crazy. If you're like me, "Early to bed, early to rise" is the way we live our lives. But that's not the question. What you need to ask yourself is, "What hours do my Customers do their shopping?" Not everyone is like you and me. One of the things that I find is that many of the "under 30" generation stays up all hours of the night. And this is not about partying! They're watching TV, on the internet, reading a book - or ordering and/or using someone else's products and services!

3. Build Your Own "Dream Workforce"

As you probably know, the title of my book is "Building The Dream Workforce." Unless you run your business by yourself, this continues to be one of the most important trends in business today. Make sure that you are taking the time to develop the skills of your Team Members. They need to know more than just the technical parts of their jobs - they must be taught the "soft" skills too. This would include things like Customer Service, sales, time management and leadership skills. Companies that "get it" are making sure that they are spending the dollars - and the time - to have a highly trained work force. You can't afford not to!

4. Put Yourself In Your Customers' Shoes

How you perceive your product and/or service is important. But it's not nearly as important as how your Customers perceive it. Are you doing things that make sense for you - or for your Customer? Potato chip companies are a great example. They put their products in "stay fresh" bags, but once you open them, the original packaging is next to worthless if you don't eat the entire bag. That's great for the potato chip companies - the chips go stale and you have to buy new chips. But it's very inconvenient for the people that are buying the potato chips. They either have to hope that some kind of "clip" stays on the bag, or put the remaining chips in another bag. Cheese makers, for one, include a package that re-seals after you open the product. Chip manufacturers could do the same. What can you do to empathize with your Customers?

5. SMILE more!

It's that simple. Take time to make sure that you and your Team Members are having fun - and that your Customers enjoy working with you too.

I hope that 2005 is a fantastic year for you - and that our paths cross soon.

To subscribe to Mark Mayberry's Shazam Newsletter, or to book Mark for a speech, send Mark an e-mail at Mark@MarkMayberry.com, visit his website, www.MarkMayberry.com, or call him at (770) 928-0056. Be sure to ask Mark about his brand new audio CD series, "Nudgin!" You'll learn how to make positive word-of-mouth happen at your company!

The Only Option is to Succeed

By Kathleen Gage

With the end of the year fast approaching, now is a great time to take stock of 2004. It is likely that your company set specific goals at the beginning of the year. As you review the past year, the question that must be asked is, "Have I achieved my goals? Has my company achieved the outcomes we set?" If your answer is yes, congratulations! If not, what stopped you?

There are always unplanned occurrences that prevent us from accomplishing all the goals we set. However, our roadblocks are often as simple as getting caught up in the day to day activities of running our business.

Without constant reminders of our vision and goals, they probably won’t materialize. It’s as simple as that.

The difference between those who achieve a desired outcome and those who don’t is evident. The most common causes of failure in achieving a desired outcome are a lack of goals and focus, lack of direction, lack of appropriate action and lack of being willing to risk – and risk big. On the other hand, those who seem to get the desired result have specific goals, clearly visualize what they want, have clear direction, take massive action and are willing to take incredible risks.
One of my goals for 2004 included writing and publishing another book by year’s end. In creating my newly released book, 101 Ways to Get Your Foot in the Door, this goal was accomplished.

As my co-authors and I were in the initial planning stages of the project we all expressed our desired outcomes or goals. First, the book had to convey quality to the art of selling. Second, we wanted it to be unique, like nothing else currently on the market. Lastly, we wanted to have little, if any, out-of-pocket expenses on what is normally an extremely expensive proposition.

With these goals clearly stated, we set out to create something from the seed of an idea. We were all confident we could achieve the first two goals based on our over 100 years of combined sales knowledge.

It was the goal of achieving as close to a debt free product that would add even more excitement to an already high energy project. The fact is, once we made a public announcement of our book release we had to figure out how to make it work. We did what many high achievers do - we gave ourselves no option but to succeed. We would have to figure out a way to make it work.

Although there are people who would buy simply because they know us, that was not our objective. Our objective was to reach multiple markets where we weren’t necessarily known.

In a moment of high creativity, we decided to sell the book before it was published. We knew if people were willing to buy the book sight unseen we either had to deliver on our promise or lose all credibility in the marketplace and with clients who trust us.

We had to develop an incentive for buying the book before it was printed. As an information products specialist, I know that people value great information. My co-authors also know this to be true. Based on this information we decided to host a complimentary bonus training session for anyone who bought the book before it was published.

The response we received was more than we anticipated. Right from the start the bonus session created quite a few sales. This helped us to pay for a portion of our production costs up front. It also forced us to stay within our stated timeframe for delivery. After all, we couldn’t very well promise hundreds of buyers they would have something on a specified date and not deliver it. Our reputation and credibility was at stake.

With these clear goals, focus, creativity and action, 101 Ways to Get Your Foot in the Door was released on December 2nd. I’m proud to say we achieved all our goals.

As you review the past year, what accomplishments are you extremely proud of? What would you have done differently? What roadblocks got in your way?

The New Year is here and with it the opportunity to focus on your personal and business goals. What are the outcomes you truly desire for 2005? Are you willing to give yourself no option but to succeed?

Kathleen Gage is an award-winning keynote speaker; business advisor and author who helps others gain visibility within their market. Visit http://www.kathleengage.com to learn more about Gage’s newest release and to receive a FR*EE report entitled “Learn How a Salt Lake City Based Business Consultant Made over $100,000 From One Idea.”

Have you ever had the client from he*ll? The one who has been with you for some time, maybe from the beginning, that every time you do a project for them they put you through so much grief that you feel like taking a flying leap from the top of a freeway overpass?

We my friend, DON'T JUMP - FIRE THAT CLIENT!

It may sound like an unusual bit of advice, fire a client, but let's take a look at what a very difficult client does to our business.

I know you are saying, but I make a lot of money from that guy - hang on there is an alternative.

Yesterday I was working with a guy who was working on a project for a client. During the time I was there he received at least four calls with the client asking him to change this and tweak that. Each time he got off of the phone, he let fly with a tirade of reasons why this client was a pain in the neck.

So I asked him. "Well, why not fire that client?" He looked at me as if I were crazy. He began to say that he had been with this guy for three years and blah, blah, blah. So I told him the following:

Look, you said that each project you work on with this client is a three hour project that turns into a three day project because of changes and follow up and approvals and the like. In three days I am guessing that you could complete nine projects of the same size and value. Not only that, each time that phone rings, your stress level goes through the roof, so you have to re-adjust after each call before you can even make the changes.

To which he replied:

Well, I know that this guy is a sure thing and will give me business every month. There have been times when that business was there when I did not have any other stuff going on.

So I said:

OK then, if you do not want to fire the client, it is time to change the terms of the working relationship. You could instead write or re-write a contract that states that after a specified amount of change that each additional change will incur an additional charge. At least then you would be compensated for the extra stress to a degree.

He agreed that he might need to do that. He said however, to present this client with a contract after three years would not be acceptable. They had worked all of this time without one.

So my final answer was this:

You are faced with a decision of three items.

Item One: Fire the Client or continue to go through the stress that it brings to continue to work with him.

Item Two: Re-define the relationship through contractual agreement that at least compensates you for the extra time and grief

or

Item Three: Adjust your attitude to accept this client for the evil person that he is. Realize that no matter how stressed you get, he will not change. Feel pity for him and each time the phone rings with yet another change, say to yourself " I am smart, I am good-looking, and people like me for who I am."

So I ask you, informed reader, which of those options would you choose?

In our world today, opportunity is everywhere. It is true that there will always be difficult clients, the question remains - if they become too difficult is it cost effective to keep working with them? I suggest that you look at your client list and ask youself is there someone on it whose time has come? If the answer to those questions is yes, then do the right thing and let them go.

I guarantee that your competitor is out there waiting to call on them and do some work for them, and while they are dealing with all of the stress and issues, you have an opportunity to pitch the clients that they no longer are able to serve while they deal with their new client from he*ll.