Does your business need a makeover? Ten tools for the job

It’s amazing what a good haircut, a touch of makeup, and a $5,000 credit card for a new wardrobe will do.
Television is king of the makeover. We see transformed homes, people, bathrooms, and backyards – to name a few. The before/after pictures in these shows are amazing. (Frankly, I’d just be happy with the $5,000 shopping spree.)

Wouldn’t it be easy if what works on TV for a late night infomercial would work for business? Just add a touch of paint here and a room renovation there… a dose of positive thinking here and a sleek new business plan there. These items are important but nevertheless don’t determine a business’ ultimate success.

What makes one business thrive while another one suffers, especially if those businesses have very similar product and service offerings? Both strive to do the best they can for the customer. Both claim to have the best service and the most knowledgeable staff. Yet one struggles to make payroll and another booms. What’s the difference?

If you want to succeed…and I mean REALLY want to succeed… then it’s your responsibility to shed undesirable habits that hold your business’s growth hostage. A superficial transformation won’t cut it anymore. Gone are the days when the illusion of success could propel you forward. It’s time for business to change on the inside. It’s time for a makeover.

I’d like to offer 10 powerful words that will guide you through the kind of internal makeover your company may need:

1. Vision: Take the time to see where you are going. Most of us move so fast we react to our environment instead of questioning it. Define your personal vision, and tie your corporate vision to it.

2. Strategy: Most companies are masters of the tactics that yield success – the day-to-day “what” we do and attempt to deliver in a consistent fashion. Strategy, however, relates more to “how” and “why.” Make sure your daily deliverables are consistent with an overall strategy, and be sure your strategy supports your vision.

3. Initiative: Make things happen! Don’t wait for the business world to snap back to the “good old days.” To use a cliché…it’s not about waiting for the storm to pass; it’s about learning to dance in the rain.

4. Compass: Don’t stray from the path you choose. Anyone who has been lost in the woods knows the value of a compass. Know who you are and what you stand for, and use it as a guide when you’re searching for direction.

5. Knowledge: Continuous education will keep you a step ahead of the competition. Seek knowledge, and it will reward you. Being well-read is an attribute of professionals.

6. Guts: Have the courage to “do what’s right.” Those who prosper in 2009 will be the fearless ones who take bold actions for themselves personally and professionally. Straighten your spine in 2009.

7. Growth: If you’re not growing, you’re shrinking in significance. Be an example for customers and comrades about how to deal with all the negative economic views. Find one way each day, however simple, to be better than you were the day before.

8. Image: Re-create the way your prospects and customers view you. If your customers catch you pulling a sales “move” or trying to put something over on them, you lose trust, credibility, and sales. Take stock of your image and present yourself as a problem-solver, one who sells from the heart with an authentic desire to help.

9. Leverage: Give yourself a business inventory review. What are the areas of your products, services, relationships, processes, methodologies, etc. that may give you leverage in the marketplace? This list will focus you less on price and more on impact.

10. Compassion: Have empathy for those less fortunate than you. “Give back” in 2009 as it builds character and self-worth. Touch one life each week and you will develop a persona that is impervious to doubt.

Stop obsessing about the troubles you see and hear about. It’s like looking at the world through a magnifying glass. What you look at becomes amplified. Don’t amplify your fears. Choose instead to transform them. Ghandi said “Be the change you want to see in the world.” Use this makeover as a roadmap for a prosperous future.

© 2009 Sandler Systems, Inc. Catherine Atkins is your exclusive authorized franchisee of Sandler Training. Visit www.savant.sandler.com or email at [email protected].