Category: startup

Never Quit on Yourself

by chuckfasnacht, posted in entrepreneur, franchising, Goals, goalsetting, leadership, lifelong learner, startup

Never consider giving up on a worthwhile goal. The only way you will fail at achieving a goal is to quit. If you continue to hold your goal in mind and continue to work and evolve toward achievement of that goal, you will progress toward the ultimate achievement. A short-term failure or mistake is merely an educational lesson, and you will find that as you get more experienced and better at setting and achieving your goals, your educational lessons will become more and more expensive.

I remember the first time I lost $500 in an investment I was crushed! Then a couple years later, I learned a valuable lesson through making a $5,000 mistake. Years later, I again learned what NOT to do and lost $50,000 in one day! But each time I lost, I learned something that took me closer to more achievements and bigger numbers in income.

Making mistakes taught me how to identify red flags so I can hopefully prevent that mistake from happening again. Every time I recovered from the lesson learned, I more than made up for it on future efforts. I don’t fear making a mistake or losing because I compare it to the cost of a college education. I know the lessons I learn when I make a mistake will provide me strength and insight to achieve even greater successes. And creating and achieving more success will enable us to be a blessing to others!

Do well and be a blessing!

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Why WOULD they?

by chuckfasnacht, posted in entrepreneur, franchising, Goals, goalsetting, leadership, lifelong learner, startup

Selling Is Merely Helping Someone Do What They Want to Do!

Why would someone want to buy anything? If it is a thing, what will that thing help them do or be? People don’t buy a drill or other tool because they want the tool as much as what they want the tool to do for them. In the case of an electric drill, the buyer wants to make a hole!

If what you’re selling is a service, what will that service provide as a benefit to the buyer? And most importantly, why now, and why should they buy from you and not someone else? An excellent way to think about the career of sales is to think about it as a job to help people get something that they want, or maybe help them understand the benefit of something they didn’t know they wanted.

I remember a sales coaching situation with a salesman who was discouraged and struggling. In context, this same salesperson had great success early in his career and now found himself unsure of himself, and getting more no than yes. Getting a yes or a no is many times a function of timing, connecting on key needs and because it will provide a feeling or outcome the prospect desires. If we just consider the selling ratios and compare calls to closed sales, in this case the closing ratios were high early which gave a false impression to the salesperson. The compensation for early success is when the “no sale calls” begin to catch up later.

We were calling on a prospect that had already said no to the opportunity we were presenting. These are some of my favorite calls, because most of the time the prospect has already let there defensive walls down, because we acknowledge the no. Our goal is to have an open and honest discussion.

During the planning phase I asked the salesperson “why would the prospect want to buy our service?” to which they responded “he doesn’t want to buy, he already said no!” But “Why WOULD he want to buy?” After several iterations of this question the point was getting through. What outcome would having our service provide for the prospect that the prospect would understand could help them achieve some of their personal and professional goals. It wasn’t about our service as much as it was about how our service would help them achieve a goal they already were struggling to achieve.

In our call we started with “I know you are not interested in our service, but was hoping you could help us understand what we could present differently in the future.” Upon discussion, we learned more about the current state of operations and the struggles that the management team was having to cover all their responsiblities. As the prospect declared his lack of manpower to do current assignments he pointed out that another assignment would just make it worse. Need identified.

Apologetically, we missed the need. It was clearly our mistake for not understanding the customer and tailoring the presentation to show how our service (1) pay for the manpower to convert to the new systems, and (2) create additional savings for adding even more manpower. Through alignment of systems and processes, reducing some of the fixed costs, and increasing the output of the existing team, the service would help the management team achieve their goals quicker and more completely.

It won’t work for every time or every person, but understanding why a prospect “would want to buy” will be a big step toward creating a mutual win-win solution. Listen to the prospect and they will tell you what you need to know! Why they would want to buy!

The Franchising Fast Lane is available for purchase!

Underway shift colors

by chuckfasnacht, posted in entrepreneur, franchising, Goals, goalsetting, leadership, lifelong learner, startup

Casting off the lines is a term used when getting a ship underway, and the announcement is “underway, shift colors”. The flag being flown when at rest is exchanged for the underway flag so everyone can see who you are and that you have an intended direction and purpose. In contrast to staying moored to the pier, or anchored at rest, when you cast lines off you are declaring your intention to begin movement. If on a ship, in addition to changing the flag, there is an accompanying blast of the ship’s whistle to let everyone know that you are free from restraint and in motion, subject to the forces of wind, waves and under your own propulsion. This is a great image to hold of getting started, especially as you enter the new year. Make a declaration, change your flag, blast the whistle and get moving!

A ship that doesn’t leave the harbor will never arrive at its new port of call, and the person that doesn’t start out on their path will not reach their true potential. So where do you want to go? A good place to start is to consider what it is that you do well. Is there some way for you to improve what you currently do well, and capitalize on an incremental idea or improvement?

What is an incremental improvement? Or better yet, how can you apply your best skills in a completely new field where they will be better rewarded? This is how many new ideas develop into new products, new businesses, or new services. A skill that is being used at less than maximum value is reassigned to a new idea and, behold, there is a magnificent outcome. Sometimes the new idea is something that nobody ever knew they needed until it became available. Think about the i-Pod for music, and the i-Pad for portable entertainment. Think about what you already know and how you might be able to apply it to a new frontier. You are worth it! Invest in yourself.

Buy your copy of The Franchising Fast Lane today.

Goals or plans

by chuckfasnacht, posted in entrepreneur, franchising, Goals, goalsetting, leadership, lifelong learner, startup

There is a Proverb that says, “we can make our plans, but the Lord determines our steps” – Proverbs 16:9 NLT

I think this is a good point to start a discussion about having goals. I have always been a believer in goal setting and have set goals my whole life. Everything from which girl to date, what car to drive, personal achievements in sports, academics, family and financial goals. Early in my goal setting experiences, my goals were written down and reviewed periodically. They included measured progress and a clear plan of how to get from my starting point to the goal line. As time has gone on, I have continued to set goals but now I use electronic means to track them with spread sheets and comparisons. Some things have changed but some things will never change. Goal setting is important to have a direction for your life purposes.

As we grow in experiences and knowledge, how we think about goals and goal setting should also be a constant evolution. We can set goals that more and more carefully fit into our lifestyle choices. A goal properly set will include a mental picture of what it will feel like when you have achieved it. How you will know you have completed it. Will you be living in the home of your dreams; driving the car; surrounded by friends and family or sharing it with a special someone? What will it look like, smell like, and who will you bring along with you on your journey. The emotional aspect of achieving the goal will give you motivation and power behind your “why”. Why you want to achieve it.

The goal may have a plan attached to it, but while plans and steps to achieve you goal will change, the goal decision should not change unless you find it is no longer a worthwhile goal.

PLANS CHANGE BUT GOALS REMAIN

When a ship leaves port it has a direction and a goal. Along the way currents of the seas, shifting winds and sometimes obstructions will cause a change in steering direction. A change in heading or course steered doesn’t change the goal of when and where you shall arrive. The change in steps, or course settings are a reflection of the recognition that change will happen. Outside forces will impact the ship, and the course will need to be adjusted to overcome the effect of these outside forces.

Like the ship, when you make a decision to arrive at a goal and set a time and state of being that will in fact be your goal, it becomes your focal point. There will be changes to you personally, your environment, the tools you have available and other influences to make you adjust your steps and intermediate course settings. In the achieving process, have the humility to recognize that God may have a better way to achieve your goal and keep your eyes open for changes or opportunities for a better course selection.

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Seeing eye to eye in a pandemic

by chuckfasnacht, posted in entrepreneur, franchising, lifelong learner, startup

Have you ever heard about meeting with another person “eye to eye?”

Meet your customer or prospective customer eye to eye is a very descriptive visual. It is easy to imagine looking into another persons eyes while talking. When you do, it is the most engaged conversation you can have with true authenticity and vulnerability. This is a very powerful way of sharing a moment of communication.

A smile is the welcome mat to your face, and the eyes are the window of the soul. Being willing to look someone in the eye is a critical ingredient to building trust and rapport. Conversely, lack of eye contact can be a sign of deceit, or insecurity. If the other party notices that you avoid their eyes they may perceive that you are being deceitful or at least insecure. If they give you the benefit of the doubt and assume it isn’t outright deceit, they will wonder what it is you are insecure about. It could be something personal, or is it the product or service you’re presenting? These seeds of doubt will cause a lack of confidence and will often break a sales process.

Meeting eye to eye can also connote the ability to get a common understanding. Another way of saying it is “being on the same page.” Coming to agreement in language, terms, and conditions. This applies to relationships as well as the sales or negotiation process. Whether it is your spouse, your partner, your children or your friends, you will want to see them eye to eye. As a descriptive visual expression of agreement, it follows all good relationships.

In this day of pandemic and limited ability to personally meet with people, it is important to remember that it is still possible to remain connected. It may not be as easy to get together as it was in past, but the concept of reaching out to people, and communicating as thoroughly as possible, can still enrich our lives. The eye to eye meeting may not happen in physical proximity, but we can still communicate. We can still ask questions, and listen to the answers. We can still be involved in the lives of others. We can still care, and share ourselves with those who we love. Fortunately, eye to eye can still happen even when we are physically distant.

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Believe in your product

by chuckfasnacht, posted in entrepreneur, franchising, lifelong learner, startup

As a business person or salesperson, is your product or service one in which you believe? If not, keep researching and learning until you can say unequivocally that you believe in what you are presenting. If you can’t believe in it, you need to change to another line of work, product, or service.

 Life is too short to try to be selling something in which you don’t believe.

In addition to preparing you to properly serve the community, believing can be contagious. Believing and being enthusiastic about your product or service is vital, and it will help you to know how the product or service will help people reach their desired outcomes. How can you can help people to realize their goal? If we use an automobile as an example, a buyer may have a primary motive to provide safety for their family. Or they may be looking for the most inexpensive way to get to and from work. Another buyer might want to create the most economical decision that will last several years. The motive of every buyer is different.

To know your product or service well, enables you to find a solution where the buyer is more aligned with the goal they have set. Knowing about the engineering safety ratings for a family car; or miles per gallon of gas; or total lifetime routine maintenance and operating costs. All of these different goals could be part of an unsatisfied desire. As a person who knows his product or service, you can assist the buyer to find a solution. So, knowing what the product can do is important, as well as knowing what it can’t do. Always be learning more about your industry, your product or service, and your competition!

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Everyone sells!

by chuckfasnacht, posted in entrepreneur, franchising, lifelong learner, startup

You want to start your own business, so let me ask you a question, “What picture comes to mind when you think of a salesman?” Do you think of a salesman as a fast-talking, deceptive, manipulative person? Maybe there is some of those out there, but the best salespeople are trusted consultants and they won’t help you buy if it isn’t the right product or service for the customer.

When I started learning about sales it was through listening to cassette tapes (yes, that long ago!) of professional salespeople speaking about keeping a positive attitude, and helping other people get what they want. This was a new world opening for me. I was introduced to the idea that the highest-paid people in the world are salespeople, and many times they make more money than their managers! What an eye opening revelation. But is selling a skill that can be learned? The answer is yes. If you have desire and are willing to be teachable, you too can learn how to sell. If you want to grow a business of your own and you don’t want to sell, it is still possible. To do so you’ll need to hire a good salesperson to work for you. A good salesperson will need to be paid well for their craft, but in return they will help you build your business faster and more completely than you could grow without them.

Before giving up on yourself and your own selling abilities, consider whether you may already be successful at selling. Have you ever applied for a job? or volunteered for a role in your local church? or convinced someone to go on a date? or to share time with you? If you have done any of these things then you have sold an idea! When it comes to selling a good or service, the key is partly the skills, but first things first. The first thing is to find out why would someone want to buy into an idea that you are proposing? What is their want or need that you will help them satisfy?

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If you think you’re lost

by chuckfasnacht, posted in entrepreneur, franchising, Goals, lifelong learner, startup

I started traveling with a new position and my first assignment was to shadow a mature, retired Marine Colonel. You may have heard it said that “there is no such thing as a retired Marine.” Ultimately, once they have had the discipline and experience drilled into them they never go back. I’ll call him “Jay”, and Jay taught me a lot about traveling and developing habits and routines that would enable me to always find my rental car keys, paperwork, the next hotel, and clean bathrooms. In the days before smartphones and GPS systems being everywhere, we used maps to get from one place to another. “If you ever think you’re lost,” he said, “its because you haven’t gone far enough.”

I was thinking about this pearl of wisdom this week and realized how it is such a simple yet valuable lesson. It has happened several times when I thought I was lost; or had gone too far; maybe missed the turn; when I remind myself of this principle. If I THINK I am lost or on the wrong road, just go a little bit farther down the road. The feeling of moving in the direction of a goal when we aren’t getting enough feedback, will sometimes make us think we are on the wrong track or maybe we should turn around. Don’t give in! Keep on going in the direction of your dreams. If you are unsure, keep going. Soon you will KNOW WITH CERTAINTY whether you are on the right track or not. Just go a little bit further!

Developing Your Best Self

by chuckfasnacht, posted in entrepreneur, franchising, lifelong learner, startup

When it comes down to it, YOU are the most important commodity in which you should be investing. Start now while you are currently employed and invest in your personal knowledge and develop your best skills. Find a way to maximize your output by putting your best skills and talents to work and developing a cooperative relationship with others that will fill in the gaps of that which you don’t excel in.  You are your best investment, and if you are going to invest in yourself, start where you are now. The benefits of using a franchise system to supplement your skills will be that the franchise can bring talent and skills and a business format for you to plug yourself into for maximum output. 

 The key is, FOLLOW THE PROCESS, and be willing to be a humble, lifelong learner!

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Ownership mindset!

by chuckfasnacht, posted in entrepreneur, franchising, startup

Being an owner can sometimes be a very lonely role. It is common to find that the owner is the first to arrive and the last to leave. Employees will do what they are paid to do generally, but a person with an owner’s mentality won’t mind going the extra mile to provide excellent customer service. The ownership-minded person won’t walk past an errant piece of litter, and will typically give better attention and more personalized service than those with an employee mentality. An ownership mindset is a major differentiator between a corporate owned business and a locally owned and operated franchise location. The locally owned and operated franchise business will typically provide better service, and show a personal interest in the customer. As a consumer, don’t you prefer to do business with a customer-centric enterprise, assuming they have all the proper training and business format?

Buy your copy of The Franchising Fast Lane today.