business

Are Your Delivering On Your Promise?

One of the biggest mistakes you can make on the inside of your business (that will cause great frustration while it continues to remain unidentified) is trying to dictate to your clients what you want for them, rather than simply listening to what they want, and doing your best to deliver that.

Great service businesses become great, by serving their clients.

I know it sounds simple (which is why it’s probably so often overlooked), but you must find out what value looks like for your client and do everything you can to provide that for them.

For example:

Some clients KNOW exactly what to do, and even HOW to do it, but they aren’t sure how to hold themselves accountable or they need someone to keep them on track with their pre-defined strategy.

In this case, they don’t need education, or strategy, or your help to switch their game plan…they just need someone to check-in and hold them accountable to their word.

Let’s look at another example that’s the opposite of the above.

You may work with a client who is able to hold themselves accountable to their word, but doesn’t have the education or the game plan to actually follow. In this case, they are going to highly value your help in working out how to get them from point A to point B, but they’re going to require a lot less attention for accountability.

I have a saying: ‘Don’t spend your clients’ value dollars for them.’ What I mean by this, is each and every client sees value in completely different ways. And it’s wise to identify exactly what that is for them.

Here are some big ones:

  1. They want your accountability and for you to keep them on track.

  2. They want a strategy to execute.

  3. They need tools and tactics to get the job done at an actionable level.

  4. They want to meet others in a similar space and not feel so alone.

  5. They want to fill up their tank with information and education to go back and implement what they’ve learned.

There is a great book by best selling author, Gary Chapman, called “The Five Love Languages” (maybe you’ve read it?). Inside, Chapman talks about the five types of ways that we show love to our partner. They are: words of affirmation, physical touch, acts of service, gift giving, and quality time.

The biggest caveat of all of this however, (and one of the main purposes of the book), is to highlight to the reader, that often the way we show love, is how WE like to receive love…which is not necessarily how the other person likes to receive it.

For example, just because you love receiving gifts, doesn’t mean others do. Sometimes they just love to spend time with you.

Well…the same goes in business relationships. It’s always wise to discover exactly how the client sees value and get busy delivering that to them.

As you know, it’s 15 times cheaper to maintain a client relationship than it is to go out there and find a new one. It’s costly, time consuming and to be honest, not the most effective use of your time.

Take the time to sit down with a piece of paper and ask yourself how each of your top 10, 25 or 50 clients identify’s value (from their point of view), and then perform an honest appraisal of whether you are providing it to them or not.

In business, whether you’re aware of it or not, the client is continually asking themselves: “is this person delivering on their promise…or not?”

With the modern day client, there is no grey area.

If you know you are, keep it up, if not, maybe it’s time to make a switch.

I hope that helps.

Hayden

How to Resign Clients


There's a simple rule I like to focus on inside my business: harvest > hunting.

It's pretty well known now that it costs 5 times as much (or more) to create a new customer, than it does to just keep your existing ones happy.

So many ads have been popping up on my feed lately from people who're obsessed with showing me how to drive lead costs down or how to master Facebook 'bots', or whatever else is in vogue this month.

Maybe that's how they like to spend their time, but I know for me, I'd rather put your energy into those who're already paying me to do the work I love.

Truth is, there's already a goldmine sitting in your current business database that we haven't even begun to tap into yet.

Just like most only ever use 10% of their brain capacity, the same goes for business owners and profits within their existing client base.

To get good, you need to work at extracting more and more from those who already know like and trust you.

Simple.

Which means you'll want to get really good at the re-sign conversation.

Here's the only two steps you need to know:

1. Genuinely listen to them (wants, needs, fears, frustrations)
and
2. Repackage and re-organise your offers so as to 'conveniently' provide them what they've always dreamed of.

I call it The Internal Sell.

Really it's just a friendly conversation explaining how you can help them even more inside their lives with problems that ALREADY EXIST.

If they want to go ahead, great! If not, then you'll know how serious they are about their goals (or that you didn't listen closely enough).

The problem a lot face, is they're like the builder whose only tool is a hammer - they try and make everything around them a hammer.

You can be different.

Dive in head first, drop the ego, and ask your clients exactly what they want more (and less) of.

Because the truth is...if you don't, someone else is.

The key to building successful business is NOT going to be who can master Facebook advertising or the latest algorithms.

It's the one who listens closely enough to their customers and then makes the most relevant, direct and timely offer.

Get that right, and you'll continue to build an empire that you love.

Enough winging it or playing out of your depth. 

Check out this page here and let's master the systems on the inside of your business and get you on track to really make a difference.

Today's Quote:
"An individual without information can't take responsibility. An individual with information, can't help but take responsibility" - Jan Carlzon
 

The Power (and importance) of Momentum

It's day 1 of a new ketogenic 'way of life' for me here at HW HQ, and I'm pumped for what's to come over the following weeks and months. It's going to be an interesting challenge. 

Having made some incredible progress with Keto a couple of years ago, I know the power of the high fat, mod protein, low carb on my body (and mind...seriously my thinking becomes crystal clear!).

And yet, for some reason (lifestyle and mind was not conditioned enough at the time) I 'fell off the wagon' and never continued with it some years ago. Well, it's time to give it another proper crack and hit my long-awaited (never attained) goal of 9% bodyfat.

The thing is, intellectually I know after a few weeks I always feel so great on it. Once the results come, is not hard to continue.

And that's the key to all of life really. Sticking at something long enough, to show yourself that the results will come...But only after the work has been put in first.

To win, we're going to need to gain and gather momentum. Starting is always the hardest part. With anything. Dieting. Business. Social anxiety.

But once you have that momentum, the work suddenly becomes a lot easier. Day by day, inch by inch, the work starts to become second nature as you continue to make progress towards your chosen goal.

Will you always feel like it? No. Is it wise to shut off the emotions and just do the work anyway? Yes.

As the saying goes, nothing worth having comes easy.

When I was writing my first book, Why Wait To Be Great? I would rise at 3:50am 6 mornings a week, and write for 2 hours straight at a local 24 hour cafe. Within 8 months I had a completed book in the hands of hungry leaders all around the world.

Some days sucked and all I could think about was bed. Other days I couldn't stop. But I can tell you one thing for sure, if I allowed my emotions to dictate whether or not I did the work, I certainly wouldn't be sitting here calling myself an author. 

It's time you did the same. Learn how to embrace the suck, show up anyway and do the damn work. 

Because every day you do, becomes another boost to your momentum counter and leads you another step closer to the goal you've chosen. 

Get after it.

Hayden

Hero, Villain or Victim?

In life, you can either be your own best friend, or your own worst enemy. The challenge is, most of the time, anyone with a bias for achievement and potential exploration, will often be the latter. Feelings of never being good enough or that there's always more to be done, (over)populate the mind and send us into overdrive.

Instead of allowing yourself to accept the anxiety that comes along with the above (something I am personally all too familiar with), I wanted to share a simple exercise for you to try in order to make sense of the current chaos, and get through it alive.

I want you to imagine you're sitting inside a cinema right now. Except instead of watching Brad Pitt, Ed Norton or Jake Gyllenhaal on the big screen...it's you. We're watching 'Movie You' right now.

The particular scene on the screen is a snapshot of your current life. Your friends are there, your profession is set, you can see your body, your mind, your loves ones, and most importantly, the thoughts running through your head.

Right now, are you the hero, the villain or the victim of that story?

Too often, we accept our lives as they are, without ever questioning the possibility that things could be different. Instead, we allow our body and mind to lay dormant, while our soul screams from the depths of our heart to be released from the prison called 'Fear'.

Thing is, we all long to be the hero and make a difference in the world, and yet, it seems near impossible to ever imagine ourselves as the Clark Kent's or Bruce Wayne's, when we're sitting on the sidelines, struggling to even make it through the month, the week or the day without feeling beat up and battered.

Here's the thing...whether you like it or not, you are already the hero of your own journey...it just depends what stage you're currently in that determines how you feel about it.

Allow me to share with you the general structure of all good storytelling based movies that come out of Hollywood (something which Joseph Campbell called 'The Hero's Journey').

Basically, it goes that a normal guy/gal is living a normal life when something happens that suggests an adventure is on the horizon.

At first, they resist the challenge, before meeting someone (a mentor) who highlights to them that things could be different.

The power of curiosity and becoming a more evolved version of themselves is enticing, so they take on the challenge. 

They'll then face a whole bunch of surface level challenges, meet new friends, gain a few 'haters' and continue walking this exciting path.

That is, until they come across the real challenge. The 'innermost cave' - which is the technical term for the thing that scares them the most. Inside that cave is the ultimate 'baddy'.

In order to defeat the fear, however, they'll need to muster every bit of courage they've got and walk into that cave alone to face it head on (it must always be done alone).

After nearly dying, they'll find a way to defeat this fear and return back to the homeland as a completely transformed human being, capable of much more than they ever thought possible.

Now, whether you're conscious to it or not, you're on the exact same journey. The Hero's Journey is life. Instead of wondering why things aren't the way you want them to be, maybe it's time to ask, what am I avoiding? Why won't I enter my innermost cave?

Alternatively, if things are going smoothly for you right now, perhaps you're trying to ignore the next call to adventure, and stopping yourself from becoming more of who you need to be?

It's time to get honest with yourself and decide right here, right now that you are the hero of your own movie, and instead of sitting back and allowing your fears to take control, you jump in (head first) and face the fears that are holidng you back.

Go.

Death of the Personal Trainer (Part 1)

Death of the Personal Trainer (Part 1)

As we progress further and further into the new age of fitness, the idea of simply being a personal trainer is quickly becoming redundant. The new standard is to be a coach.

In a four-part series, I've been writing called: "Death of the Personal Trainer" (this is part 1) I share what you can do to transform from PT to coach, which I hope is helpful for you and your business.

Mr Gym Guy vs Mr Business Man

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Along your journey inside the business of fitness, you will meet two different types of people. I wanted to introduce them to you here, so you can be aware when you do see them. They're Mr Gym Guy and Mr Business Man.

Mr Gym Guy loves his curls, feeling the burn, getting his nutrition on point and eating from Tupperwear.

Mr Business Owner loves creating new products, serving his customers, carefully watching his bottom line, and enjoys planning for the future.

There is no right or wrong. In fact both are great people. It's not a matter of personality, it's a matter of who wants to reach their desired goals 

See if the goal is to compete on stage, hit a new deadlift PR or show off your great results on social media, than most Gym Guy's (and girls) are doing a great job.

But if your goal is to create a business that just works, gives you the income you desire and allows you to create long term freedom, than Mr Business Man

There really is nothing other than outcomes. We get out what we put in. That's the best thing about life. You're rewarded by effort, not luck.

I've learned in my life, that if you don't ever define a future for yourself, nature will give you the bare minimum. And so if you want a big future, it's time to start taking big action.

Invest the time this week to discover what that future might look like and how you can go about making it happen. 

If you would like a little boost of inspiration on the way, be sure to sign up to my daily emails where I will push you each day to realise the dream that exists within. 

Hayden