Business planning
Staying Accountable to Yourself and your Business
Who Has Control of Your Workday?
One of the biggest issues every business owner has is time…or rather the lack of time. We all want more time in our day, but the reality is there is no known way to change how the universe is setup and add more hours to the day. What has to change is us and how we use our time.
No matter how in control things may feel, if you track your activity throughout the day, you generally will be surprised at the results. You will see where your time is being spent and who or what is controlling that time. It is the control of your time that can help you find more hours in the day.
To figure out how you spend your time, you will need to do a bit of work, but it always pays off in seeing what is actually happening to your workday. You start by keeping a record of all your activity – everything you do, how long it takes – do this for one week. Picking a normal week too – not a week when you are at a conference or not doing your ‘typical’ work.
Your time log should include:
- The Task
- The start time and stop time
- Interruptions
- Who or What interrupted you
- The start and stop time after the interruptions too
- Whether you completed the task
This will take dedication to do and do for a whole week. I suggest doing it on paper – keep the sheet of paper by your side so you can quickly take out your pen and fill in the sheet. Using a computer-based tracking means leaving your work and interrupting the task at hand to enter the time. Paper is a little mightier and more effective in this case. (I have created a sample sheet you can print out and keep handy. You can copy the sheet template from this Google doc.)
Once the week is up, tally up your results. Review the “interrupted by” column more than anything. Make a tick sheet of the interruptions and the instigator of each. Tally up your top 10 ‘interruptions’. This list will tell you who or what is controlling your workday and you may be surprised at what you find.
If the list is full of names, other than yourself, this tells you others are in control of your day and time. If your name or just a new task is the top factor, then it is, in fact, you controlling your day by the choices you make. Now you know what or who is in control. So, what can you do about it???
Take the next week and track yourself, even if you think everything is fine. You may be surprised at what shows up on the tracking sheet that can help you regain control of your day.
Make Changes to Improve your Business
Last week in an email, one of my clients, a General Contractor in Halifax Nova Scotia, wrote a sentence that really struck home for me. He said:
If I do what I do time after time, obviously the results will always be the same. Something has to change.
I think it was the word ‘obviously’ that really makes this statement stand out. Especially this time of year – the year end is always a time where I am looking back at what happened this past year and thinking and planning about changes to improve for next. And “Obviously” if nothing changes nothing improves, unless you have reached perfection already!!
These are words that should ring true for any business owner. No matter what your business goals are, in most cases we all want to improve; to have increased sales and more business. Putting your plans and goals in writing, assessing where you are and analyzing past results are ways to make certain you are seriously tackling the issue of improving your business and not just keeping it at a standstill, a pipe dream.
The assessment and analysis is especially important. Without looking at what you did in the past you will have a hard time figuring out what worked, what didn’t and more importantly, what needs to change.
Here are a few simple steps to take you through the process of making changes in your business:
- Know your results to this point – Financial results and overall Business Practices.
- Have goals set in place and understand where your results have taken you with regards to these goals.
- Have your goals changed? If so, look at the new goals compared to the results.
- Look at what worked to achieve these goals – or what did not. Think about the obstacles (no matter how small) that got in the way of achievement.
- Develop new plans to help you overcome the obstacles and plans to build on what worked this past year.
- Set your goals for the coming year, taking into account all the changes to be implemented.
- Communicate these plans to all who are involved in your business and all who will be affected by the changes.
- Implement the changes and then re-evaluate during the year to assess results and make changes along the way (better than waiting it out til the next year end!)
4 Tips to Keeping Focus during a Sales Call or Consult
Consults, Sales Calls, Consultations…
They have different names but their purpose is the same for all…you spend time with a prospective client to determine if your services will fits the needs they have and if you want to work together (make a sale).
There is a point to every sales call or consult that is like the saying “sink or swim”. There are many ways to ruin a sales call and beating around the bush is just one of them. You need to make sure you get to the point and stay focused on the purpose of the call.
You don’t want to spend too much time during a sales call or consult or you risk the prospect losing interest and can also end up giving away too much information. This was something I found I did … A LOT! It’s easy to get talking and lose control because you are enjoying the conversation. But time was an issue for me and not wasting it, was a goal I had.
After a year in business I made a few changes with regards to my consults and since then I have been able to make much better use of my time during these calls. The solution?
A consult process and an agenda tick sheet for each call to be as effective as possible. 
Here are my Top 4 Tips to Keeping Focus during a Sales Call:
1. PRE-Consult Info: One of the most effective tools I do is to send a consult form to everyone looking to have a call with me. The form includes all relevant background information I am looking for when talking to prospective clients. I find this fills me in on a lot of the information that clients want to share about their business. I find if I have the info up front then I have a better idea of their business and their needs.
2. Consult Questions on a Form: The best way to spend time during a consult or sales call is to have an agenda. I created myself a consult form that contains a lot of the normal information I want to learn about a client and the questions I want to ask based on the background I already know. Most of the form is setup like a checklist, so I write less information as opposed to ticking or circling answers. With the form by my side I can keep on track during the call and better spend our time together. If the conversation gets off topic, I use this form to get me back to earth and to keep the focus during the call. It also helps that I have many areas I ask questions and have a lot of the standard answers. I only need to circle the answer from the client. Saves me time and helps me keep better notes.
3. Services & Benefits info: My consult form also has areas on it that remind me of the benefits I want to share about our services and how they can help the client. I keep a list of prices as well so I am not thinking about them as the list is right there in front of me.
4. Set a Time Limit: My consults are free but if I didn’t keep them to a time limit I would have many hours a month spent on these calls. Not every call converts into a client; so keeping them focused is essential to remaining productive. I let prospective clients know how long my free consults take. This sets the expectations up front as to how much time is needed. If it goes over (and occasionally it does) they are appreciative of the extra time I spent with them. The form helps a lot to keep me to a shorter time on the calls. It is easy to lose track of where you are and one look at the form and I know what to ask about next.
My process and form mean that I now have an agenda to follow and the time is focused on the real issues at hand. It keeps clients from getting confused with too much information and me learning how I can help solve their issues.
How do you make your own process and forms?
Look back at your notes from the last 5 sales calls or consults you have had. Take note of the common information you wanted to know and the questions you asked. Using this information you can setup two documents; one to gather info prior to the call and one to use during the call. Make certain to include a part on the form that lists your services, benefits and prices. You may not always refer to this part as you get more familiar with your process, but it’s always good to have the notes there to back you up.
Good luck with your Sales Process, and let me know how your first call goes once you have tried this method.
Missing appointments? This Tool can Help
Last week I scheduled an appointment with a renovation company to go over possible work, get an estimate and get it started. I am asking this of someone who I have worked with before, so the odds are good I will hire them again, and home renovations is not chump change.
But they ‘forgot’ about me and never showed up. When I called because I wanted to check on when they were going to be there, I was told “Oh I completely forgot, sorry. How about Friday morning?” This could be enough for some people to say forget it, you missed this appointment, how will you be when it comes to doing the work? Your presence for consults or estimate say a lot about how you work – making them appointments you should never miss, never forget. I will give them one chance, and frankly if they are not here when noted; I will be writing them off.
As a small business owner working in a any business but even more so a business like home renos or other work where you get calls for estimates and have to followup on these you need an easy reminder / appointment calendar system. This is a must if you don’t want to miss out on business.
Most likely you have it already and just do not use it. Few people working in the trades these days go without a cell phone or smartphone, they are on the go and do not want to miss call or be unreachable. That phone is the answer. Almost everyone of these devices has a calendar system of some sort. USE IT! Make this calendar your friend.
- Learn how to enter appointments in your calendar and set reminders as well.
- Have reminder times that make sense. If it takes you on average 30 min to get to an appointment (if in person) then set your reminders 1 hour ahead. Give yourself reminder time to be on time, if you forget a lot.
- Use it immediately. If someone emails, then move that email to your calendar and setup the appointment. Or once you hang up the phone then enter the name / info into your calendar right there. DO NOT do one other thing until this has been done.
It’s all about keeping yourself organized no matter what line of business you are in. I have even started getting my 12 year old son to start using his phone for his homework / assignments. It’s the one device he always has on his person, so we’re using it to make certain he stays on track.
What tools are you using to stay on track? Please post a comment here with other tips you have to share.
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