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Learn How to Delegate

Business Development, Professional Development No Comments »

Anyone managing a factory, office, home or any group situation will have tussled with delegation. The next eight points may be used when working with clients to delegate tasks to better manage their time (Le Boeuf, 1985; Moss, 2001):

1. When first delegating a task make eye contact with the other person. This helps to get the message across.

2. Having explained the task/activity verbally, it pays to make sure the requests are written down and understood. One way of doing this is to have the other person read the request and then check for understanding (ie. ask them questions).

If the person does not understand some of the terminology involved, make sure they get this cleared up as anything not understood or misunderstood will lead to complications later. Having a written explanation of the task or activity saves time as the person carrying out these functions can re-read rather than the need for repeating explanations.

3. If you don’t want to write down what you are requesting, at least get the person to say back to you what it is they are expected to do.

4. Orient people towards the final product. There is a difference between “I want you to clean the bathroom” and “I want the bathroom to be clean and shiny and fit for royalty to come and visit”. The first request asks for the activity to be completed to no particular quality. The likely result is a grudging twenty minutes of poor cleaning. The second request asks for something specific which will call upon the person to apply effort and initiative. This is further enhanced if rewards are offered for a satisfactory product.

5. Praise the person at the start of the task, tell them you know they can do it and praise them when it is successfully completed. If it is not successfully completed, praise them for making the effort, ask them if they had problems with it and jointly discuss how it might be improved next time.

6. If you really want to offload the task, don’t interfere with this person as they try to do it. Bypassing them tells them that you are not really relinquishing your ownership of the task, and they will end up leaving it to you.

7. Allow the person to make mistakes. In the long run you will come out on top in terms of time and you will make the people around you feel more useful and productive, thereby boosting your self esteem.

8. If you get the reward system right, such as awarding points for tasks done and having monthly prizes and recognition, you may end up with people coming to you looking for more things to do.

Tracy (2007) advises to watch for ‘reverse delegation’. ‘Reverse delegation’ is where those people we have given tasks to come back to us for a solution to the problem.
 
References:

  1. Le Boeuf, M. (1985). How to motivate people. Melbourne, Australia: Schwartz and Wilkinson.
  2. Moss, G. (2001). Time savers. New Zealand: Moss Associates Ltd.
  3. Tracy, B. (2007). Time power. USA: Amacom Books.

For more information about productivity strategies, subscribe to a free 1-month trial at www.coachingclub.com.au.

10 Facts About Products

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A product is a packaged and branded educational resource. Successful coaches all over the world know that developing products should be a top of mind exercise to grow their business.

In a nutshell, coaches that develop products are significantly more successful than coaches that don’t. In this article, we review WHY it is so important to have products and; HOW you can use your products to grow your business.

WHY are coaching products important?

Increased Credibility. Delivering high quality, branded products to your niche is one of the most powerful means to build your credibility. There is virtually no other way to accelerate your perception as an expert in your niche.

Better networks. Authorities in your niche are usually very willing to assist and participate in the development of products that assist their industry. Networking with these authorities will give you an immediate, highly leveraged entry into your niche. It will open many doors to Joint Ventures; list sharing; public forums; group meetings; etc.

Less reliance on time. As a coach, what is your commodity? When everything is distilled down, what are you selling? Coaching? No. Happiness? No. Success? No. Health? No. You are selling your time! Time is your commodity. And when time is your commodity, when you are reliant on selling your time, your income potential is extremely limited.

You can only realistically work 8-hours a day. So the only way to earn more money is to charge more. There is a limit to how much you can charge. And when you stop selling your time (go on holidays with your family; get sick), your income stops. Products are your escape from being time reliant. By commercialising products you rely less on time as your commodity.

Switch from one-to-one to one-to-many. Most coaches sell one-to-one coaching as their core service. This restricts your time, and also limits your commercial reach. Commercialising products allows you to leverage your intellectual property by 10, 100, 1000 times. You can be selling hundreds of eBooks; eCourse; tele-clinic seats; per week. Now that’s how to leverage your knowledge and time!

Once you have products, how can you put them to use for maximum affect? We’ll now investigate ways you can use your products to increase enquiries; conversions and sales. Let’s look at HOW you can use your products:

Building your list. In an earlier module we discussed the sales funnel, and how important it is to get as many qualified prospects in the top of your funnel as possible. Using your products is a highly leveraged means to do this. Here are a few examples:

  1. Offer a free eBook as an incentive to join an online club; eZine; newsletter.
  2. Let people download a “Special Report” after subscribing to your list.
  3. Mention your list (education-based) on your tele-clinic call.
  4. Gather business cards or contacts at your seminar.

Loss Leader. You know by now the net marginal worth of your clients, and hence how much you can afford to invest at the front-end on acquiring a client. A strategy to attain client contracts is to use a ‘loss leader’. This means you make a financial loss at the front-end, knowing you’ll make gains over the term of the life of your client.

For instance, you may give away free vouchers to a group coaching workshop to members of your niche. This may cost you $100 per attendee. However, you get 90% of attendees into the top of your funnel; 30% of them to level 2 within 3-months; 20% to level 3 within 6-months. The net result may be a $1,750 gain over 6-12 months per attendee.

Value-add. Products are an excellent way to value-add your services. For instance, you may use a 6-week ticket to your specialist tele-clinic as an incentive to upsell prospects from a 3-month contract to a 6-month contract.

Referral. Your products can be an excellent tool to incentivise referrals. You may go to the prospects in your funnel and say to them “We know you enjoy the information we provide you, and we’re sure you know other that would benefit from it. If you put us in touch with these people, as a thank-you we’ll give you this XYZ product”.

JV Incentives. Products are an excellent way to provide incentives for joint ventures. For instance, just say you approach a gym or a health spa, and undertake some cooperative marketing.

They write to their members and inform them that for a limited time they can go to your website and download a free special report “How to Overcome the 7 Biggest Barriers to Achieving Your Fitness Goals, by specialist coach ABC”. To download the report they have to give you their name and email address.

Conversion. You can use your products to improve conversion and shorten conversion time lines. For instance, offer your product as a value-add to a core service for a limited time.

As you can see, there are many powerful advantages to creating products, and many flexible ways to use them.

Optimising Lead Conversion

Business Development No Comments »

Most marketing processes have a strong emphasis on follow up. And rightly so. Despite your best sales efforts, there is always only a portion of prospects ready and willing to buy at a particular point in time. This is the cycle of life.

Consumers go through a process whereby their desire for a product or service (actually the benefit of the product/ service) comes into their consciousness. That desire has an intensity that determines their next course of action.

If it’s mildly intense, which is the vast majority of the time; they’re driven to simply ‘learn more’. When the intensity is extremely strong and overwhelming, they buy.

The primary task of sales is to move your prospect from the ‘learn more’ intensity, to the overwhelming ‘need to have’ intensity.

But this is not always possible in a short timeframe. So you need follow up processes. Follow up is a means of gradually and continuously moving your client to ‘need to have’ intensity.

Your prospects are always at different phases of intensity. That’s why it’s crucial you maintain their momentum toward ‘need to have’ intensity.

As it is very difficult to know where on the intensity scale your prospect is, you must always give them an opportunity to buy in EVERY follow up. It doesn’t matter what form your follow up takes, it must contain a call to action and give your prospect the opportunity to buy.

We suggest the best method of follow up is educational, such as:

  • An educational eNewsletter (eZine)
  • eCourse
  • Teleconference series
  • Etc

These educational contacts continue to build rapport and trust, and establish you as a credible expert. Other follow ups to consider include:

  • Email
  • Hard copy letter
  • Phone calls
  • Special invitations
  • Reports
  • “Club” membership
  • Vouchers
  • Joint Venture promotions
  • Gifts
  • Parties/ meetings/ get togethers
  • Cards
  • Fax
  • Blogs
  • RSS subscriptions
  • Articles
  • How-To guides
  • Tip Sheets
  • Etc.

For more information about marketing strategies, subscribe to a free 1-month trial at www.coachingclub.com.au.

Using the Principle of Scarcity in Your Marketing

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“Because we know that the things that are difficult to possess are typically better than those that are easy to possess, we can often use an item’s availability to help us quickly and correctly decide on its quality…

[Additionally,] as opportunities become less available, we lose freedoms; and we hate to lose the freedoms we already have… So, when increasing scarcity… interferes with our prior access to some item, we will react against the interference by wanting and trying to possess the item more than before.”

(Robert Cialdini extracted from the book Influence: The Psychology of Persuasion).

According to the Principle of Scarcity, people assign more value to opportunities when they are less available. The use of this principle for profit can be seen in such high-pressure sales techniques as a “limited number” now available; and a “deadline” set for an offer.

Such tactics persuade people that number and/or time restrict access to what is offered. The scarcity principle holds true for two reasons:

  1. Things difficult to attain are typically more valuable. And the availability of an item or experience can serve as a shortcut clue or cue to its quality.
  2. When something becomes less accessible, the freedom to have it may be lost.

According to psychological reactance theory, people respond to the loss of freedom by wanting to have it more. This includes the freedom to have certain goods and services. As a motivator, psychological reactance is present throughout the great majority of a person’s life span.

However, it is especially evident at a pair of ages: “the terrible twos” and the teenage years. Both of these periods are characterized by an emerging sense of individuality, which brings to prominence such issues as control, individual rights, and freedoms. People at these ages are especially sensitive to restrictions.

In addition to its effect on the valuation of commodities, the Principle of Scarcity also applies to the way information is evaluated. Research indicates that the act of limiting access to a message may cause individuals to want it more and to become increasingly favourable to it.

The latter of these findings, that limited information is more persuasive, seems the most interesting. In the case of censorship, this effect occurs even when the message has not been received. When a message has been received, it is more effective if it is perceived to consist of some type of exclusive information.

The scarcity principle is more likely to hold true under two optimizing conditions:

  • Scarce items are heightened in value when they are newly scarce. That is, things have higher value when they have become recently restricted more than those than those things that were restricted all along have.
  • People are most attracted to scarce resources when they compete with others for them.

It is difficult to prepare ourselves cognitively against scarcity pressures because they have an emotional quality that makes thinking difficult.

In defence, we might attempt to be alert regarding the sudden rush of emotions in situations involving scarcity. Perhaps this awareness may allow us to remain calm and take steps to assess the merits of an opportunity in terms of why we really want and objectively need.

How to Apply the Rule of Scarcity   

  1. Make your promotions time limited.
  2. Make it known to potential clients that you have a limit to the number of clients that you can work with at any one time. Perhaps during a certain period of time… like each calendar quarter. So you let them know that you only work with 25 clients a quarter and if they are not within those 25 then they’ll need to go on a waiting list. To make the scarcity rule work for you, you need to have successfully applied most of the other key principles we have already mentioned… particularly ‘Authority’ and ‘Social Proof’.
  3. Limit the number of clients within the coaching groups you have and be sure to set up a waiting list. This is also beneficial for existing clients to be aware of. They will not want to leave something that means they could ‘miss out’.
  4. Respect your own time during sessions with clients. Don’t run overtime, place importance on the time you have, and let your clients understand this. ‘Helen we’ll need to finish up our session now, I have another commitment to keep at 12noon, but we can pick this up at our next session, which will be…’
  5. When you are promoting workshops, events or group session to potential or existing clients be sure to create an offer or call to action and place a time limit on the response date. Be one of the first 15 people to register by the 11th and you’ll receive the complete set of ‘Successful Coaching Case Studies’ valued at $119.95 for FREE. 

Release a limited number of ‘exclusive’ spots in a product, service or event. Create a premium “Platinum” or “Gold” level service that’s ‘invitation’ only.

Source: www.coachingclub.com.au/ucbbp

Effective Communication Within a Team

Business Development, Professional Development No Comments »

Coaching teams within an organisation is one of the most on-demand areas of Coaching. And when it comes to teams, the number one aspect that dictates the results attained by that team is effective communication amongst its members.

In this article, we discuss some elements of effective communication within a team environment and provide a range of strategies that coaches can successfully apply when working with teams.

What is effective communication?

Effective communication does more than just convey information. In an effective communication transaction a message is conveyed with shared meaning. It may be helpful to reflect on the following key areas to assist you in developing or enhancing your communication with other team members:

The message you think you are sending may not be the same message being received. Within a team environment, members still bring their own experiences, beliefs and interpretations. When communicating a message, expect to be misinterpreted and make adjustments to your message to account for potential areas of misunderstanding.

Seek feedback. As misinterpretations are common in communication, it is often advisable that you continually seek feedback to ensure that your messages have been received accurately.

Make it your priority to express rather than impress. The aim of communication is to express an opinion, idea or to transfer knowledge.  It is important to remember that your primary aim is to get your message across, try not to obstruct it by being focused on sounding impressive or knowledgeable.

Choose the right medium. Effective communication means choosing the appropriate medium for your message. Some information is best conveyed in a team meeting, whilst other information may be received more appropriately in an email or memo, other information should be communicated face to face. Select the medium to suit the message and the person you are communicating with.

Be conscious of your non-verbal communication. Be conscious of what you are conveying non-verbally. Avoid diluting the impact of your message with mismatched or incongruent body language. Where possible, adjust your body language to align with your message.

Why is communication important for a team to be effective?

Team communication processes that function effectively can increase team motivation, foster trust and respect between members, greatly improve decision making processes and contribute substantially to the overall productivity and performance of the team.

Yet, communication processes that are ineffective can decrease member motivation, lessen team commitment, increase team gossip and lower productivity. Effective communication processes, therefore are vital to team performance.

What makes a communication process effective?

Effective communication processes are:

Regular. Regular communication within, and between teams helps members to maintain focus, allows all members to keep up to date with team progress and ensures that difficulties or setbacks can be dealt with promptly and collaboratively.

Transparent. Transparent communication processes provide all team members with the same information where possible and keep all members adequately informed.

Transparent processes maximise the likelihood that team members will be aligned in their concept of where they are going and how they are going to get there. Failing to adequately inform all team members, equally, may greatly compromise their ability to contribute equally to team processes and decision making.

Focused and related to team goals. Communication processes that are focused and related to team goals encourage team members to similarly remain goal focused and outcome directed.

Modes of communication

Within the work environment, communication can occur through a variety of modes depending on personal preference. Some of the more popular modes for team communication are:

  1. Team meetings
  2. Newsletters
  3. Email updates

When using these modes it is important to remain mindful of the 3 characteristics that make communication processes effective (i.e. should be regular, transparent and goal focused).

1. Team meetings
One of the primary forums for team communication is the team meeting. When conducted with structure and purpose, regular team meetings can be an effective and productive means of team communication.

However, team meetings can evolve into a drawn-out procedure that fritters away valuable time and results in decreasing motivation, frustration and productivity. To conduct an effective team meeting the following principles should be considered:

What is the purpose of the meeting? Prior to the commencement of the meeting, all team members should be aware of the meeting’s purpose. Set an agenda and stick to it. The meeting should remain focused on team goals and objectives. It may be necessary to note down some of the areas of discussion that arise as side issues or tangents to the purpose at hand. These issues may need to be addressed in a later forum.

Are members aware of what they may be asked to contribute to the meeting? It is helpful for team members to have a clear idea of the kind of information they may be asked to contribute. Contributing facts, knowledge or recommendations may require different preparation than contributing opinions or brainstorming.

Team members, who are provided with an idea of what they may be asked to contribute, are thus provided with an opportunity to prepare accordingly. If you put team members on the spot - it can decrease their commitment.

Has a meeting agenda been distributed to all members prior to the meeting? In addition to understanding the purpose of the meeting and their likely contribution, team members should all be furnished with an agenda prior to commencement of the meeting. A meeting agenda will state the purpose and focus of the meeting as well as outline the proposed topics and areas for discussion.

Has a time-frame been established prior to the commencement of the meeting? Team meetings should commence and finish on time. When members are aware of a finishing time from the outset they are better equipped to budget time accordingly.

Finish the meeting on a note of accomplishment. The completion of a meeting should be a reflection of what has been accomplished within the meeting’s time-frame. The original goal or objective should be revisited and comment should be made on its achievement (whether the achievement was partial or full).

2. Newsletters
Newsletters can be a creative and effective method of regularly conveying information to fellow team members. Newsletters may also serve as a useful mode for distributing information from your team to other teams.

Constructing an effective newsletter
In the process of constructing an effective team newsletter, consider the following points. Decide on the basics early on:

  • What is the purpose of the newsletter?
  • Who are its intended audience?
  • How frequently will it be circulated?
  • How will it be circulated?

Clear concise information. Effective newsletters are concise and easily understood. They should provide relevant information that is both up to date and useful.

Informal and humorous. Newsletters do not necessarily need to be formal documents. A light, humorous tone may encourage regular readers and consequently increase the newsletter’s effectiveness.

It may be helpful to remember that newsletters are an ideal tool for highlighting team achievements and recognising individual accomplishments.

3. Email updates
Email has fast become the one of the most widely used mediums for business communication. Mastering email correspondence is one of the simplest and most effective ways of ensuring that your messages are not only read but followed up accordingly.

Inboxes are often overloaded with numerous messages of varying importance. If you are sending emails as a means of communicating with your fellow team members you will want to ensure that your message gets read and is clearly understood.

Constructing an effective email
To construct an effective email it may be helpful to remember the following key points

Make use of the subject line. The subject line provides an opportunity to inform the receiver of the purpose of the email. A subject line ideally should describe exactly what the email is about. An appropriate subject line will maximise the possibility of your message being read.

Use concise language. Like any written business correspondence it’s important to keep business emails concise and to the point. Often the viewing area for emails is limited, so if possible limit messages to a few short paragraphs. Everyone is busy - don’t waste their time - be clear and concise.

Make any required follow up clear. If your email is a request for action or follow up from a team member make this clear in your message. Remember to include any contact details (such as phone or fax numbers and addresses for snail mail) that the receiver may require.

Respond to emails in a timely manner. Prompt responses to emails not only promotes efficiency but often encourages team members to respond in a similar timely manner.