Focus, Identify, Create Value and Repeat
Your recipe for working with people you enjoy, know you can help, and making more money.
by Garrett B. Gunderson
To be as productive as possible it is essential to be crystal clear about what your business is specifically designed to do, and who you are ideally positioned to serve. This means identifying your best existing patients and figuring out who they really are as people.
If you can understand what age group, gender, education level, what they do for hobbies, what books they read, where they hang out, how much money they make, etc. then you can make it a point to go out and find more people who are just like your best patients/customers.
To do this make a conscious choice to determine who is already existing and “Ideal”, and build a relationship with them. Have appreciation dinners, invite them out to hike or snowshoe, or share experiences with them. Let them become more than just clients or patients – build a relationship.
In this process you will not only learn how to serve them better, you’ll understand how to attract more people just like them. This leads to a business full of people that you love to see and who love to come see you. Once this happens the profits are an inevitable result of serving those that appreciate your value the most.
They key is to overcome the concern that is you focus or get to narrow that you will miss out on others you could have otherwise have worked with. Here are some questions and considerations to help address and overcome this objection.
If you were to look at your top 20 percent of people you work with what percentage of your revenue are they responsible for? How many people have they referred versus the bottom 20 percent?
What percentage of your time is used for addressing people that do not pay on time, do not refer people and do not appreciate your service? What impact does that have on your energy, confidence and ultimately the bottom-line?
Do you think there are plenty of people in your community or even your state that fit the “ideal” profile? What would your life look like if that was who you spent your time and focus on? What level of value could you create for them? How would it allow you to focus more on value creation and less on appeasing people that do not appreciate who you are, what you do or that simply are not compliant with implementing your recommendations and getting the full value you offer?
So, find the best people that you enjoy working with the most. That gets the best results and refer the most people. Focus on building those relationships, cultivating those relationships, and asking them how you can create the most value for them.
To discover other overlooked opportunities most business owners miss and to gain more freedom in your business as we expose models most didn’t think was possible, yet are achievable in a short period of time, check out www.freedomfasttrack.com/cfw as I interview business strategist Brandon Allen.
Brandon opened up and built Wells Fargo branches for a decade before becoming the COO of my firm, Freedom FastTrack. In order to more fully express his expertise and purpose he now shares his insights and discoveries through business expansion and management with Freedom FastTrack members.
In a bottom-line, no fluff interview he will be sharing how to:
- integrate metrics and numbers to improve business
- unveil the biggest mistakes business owners make in managing their business (he exposed this for me and transformed my INC 500 business)
- how can you create and leverage your authority in your market
- how to address and confront employee behavior in the business
- time management
- the key habits to run a successful business and more
Read more blogs by Garrett B. Gunderson.