This article first appeared in the CB July/August 2015
issue of Custom Builder.
Many years ago I was laying in bed flipping through TV channels when I ran across an infomercial for a weight-loss program. It claimed that you could lose 10 pounds in 21 days. I was intrigued by the concept of a dramatic level of improvement in such a short period. At the time I was about 40 pounds overweight, so my wife elbowed me and said I should write down the 800 number. Twenty-one days after receiving the program, I lost 10 pounds. Wow, it really worked! Not only did I shed the weight that the program promised I’d lose, but after another couple of months I’d lost 30 more pounds.
In addition to feeling better and healthier, I also was intrigued with this method of improvement. It was quite simple: strive for small daily improvements every day. I knew that this approach could be applied to many aspects of life and business, and eventually I was inspired to write this column.
Anyone can use this simple method to take his or her business to the next level. The challenge—and what generally gets in the way—is time, discipline, and lacking a specific plan. For those who want to dramatically improve their business health, here are a few themes that can help you get there.
1) Get motivated: Most of us are driven to change or improve based on our reaction to a painful situation or our desire for pleasure. When I feel the need to improve, that motivation generally begins with asking myself, Why? I’ve found that if I have a strong enough answer, then I can get motivated. With a strong enough “why,” I will have the discipline to stick with the improvement plan over time. With a strong “why,” I will invest the time needed to create a plan and engage others. So begin with a list, maybe a top 10 list, of all the reasons why. You will be surprised how the improvement can then become a top priority for you and for others.
2) Be realistic: I’ve accomplished many things, but the times I have failed were generally not because I had a bad idea or
an unworthy cause. I fell short because I wasn’t realistic. For example, if you want to improve your sales close rate, set modest short-term goals such as moving it from
25 percent to 28 percent in 60 days. You may end up exceeding this target, and if you can continue at that pace, you’ll increase the close rate by 20 points in 12 months and almost double your sales and total business without increasing your lead count or your sales team. The key is to be realistic about the level of improvement. Remember: Crash diets are generally not the heathiest way to lose weight.
3) Monitor, monitor, monitor: One of the reasons why people fail to improve is that they don’t regularly monitor progress. If you want to improve client satisfaction ratings or lead times, make sure you’re monitoring the plan on a prescribed time basis. The interval can vary, sort of like it does with weight loss. You don’t want to check your weight multiple times a day, but you do want to jump on the scale a couple of times a week. Finding the right cadence to monitor an area of improvement can be as important as any part of the plan if you want to achieve goals or change.
To begin this process, start by carving out some time during the week and make an appointment with yourself. Make this appointment as important as any other appointment you schedule with a client or with members of your team. By setting aside a couple of hours each week for four weeks, you can change your world and dramatically change your business. In this period of time, you’ll not only be able to deconstruct, reconstruct, and create a plan, but also begin to engage others for buy-in and inspiration.
For me it began with my wife elbowing me, urging me to call the 800 number, and me looking in the mirror and acting on what I saw. If you can take that step and stick to it, the rewards can be life-changing.
Mark Richardson, CR, is an author, columnist, and business growth strategist. He authored the best-selling book, How Fit Is Your Business? as well as his latest book, Fit to Grow. Reach him at mrichardson@mgrichardson.com or 301.275.0208.