Tag: Mistakes

5 Killer Mistakes That Kill The Deal – Part 3

Posted on by Tom Kavanaugh, MA

5 Mistakes To Killing A Deal

5 Killer Mistakes – Part 3

The last 2 posts covered the first four of the killer mistakes you can make that will not only make you lose your fish, but possibly your entire company. Today we’re going to talk about the fifth killer mistake: Up Cash Creek Without a Paddle.

Even when business is good there’s still a change of running out of cash flow. You have to always be prepared for a slow in sales or a surge in expenses. One of the keys to balancing your cash flow is to get your clients to pay on time. This can seem like a nightmare, but is absolutely essential to a successful business.

Here are some tips to speed up the payment process:

  • Always send invoices on time and adjust your records for potential audits.
  • Learn how the client processes payments on their side and find out precisely where to send invoices.
  • Find out who’s in charge of processing orders and payment, so you know who to contact if needed.
  • Have a follow-up procedure in place, just in case.
  • As a last resort, call your contact to ask questions.
  • Always make sure your invoices are correct before sending them out.

You also need to make sure your cash flow is protected. You can do this by:

  • Always know which accounts need paid and when.
  • Negotiate with your suppliers for the lowest cost possible.
  • Have a bank contingency plan in place.
  • Build your own inventor network.

These are all great ways to protect the cash flow of your business and prepare for fish transitions and slow sales. These last few lessons are all about finding and catching your big fish clients. These clients are essential to your success and your need to take the time to work through each of these steps carefully and correctly for the best success.

If you’re having a hard time deciding on what you want, the tools, resources and coaches in the GUIDED TOUR can help you define the wants and needs of your company in relation to customer service.

I can help you work through all these areas and give your business a jumpstart that puts you ahead of your competition right from the start.

Feel free to visit https://newcoachingstrategies.com for your GUIDED TOUR and a complimentary copy of my first book in the five-book series:

Business Breakthrough Secrets, Volume I, The Secret Formula To Discovering $10K Hidden Inside Your Business In 45 Minutes Or Less… Guaranteed! 

You can also invest a few minutes of your time to watch this revealing video presentation on the best marketing secrets for your business as my gift to you:

https://newcoachingstrategies.com/thetruth
​
​If you have further questions about this article, please leave me a message and I’ll respond as soon as possible!

 

5 Killer Mistakes That Kill The Deal – Part 2

Posted on by Tom Kavanaugh, MA

5 Mistakes To Killing A Deal

5 Killer Mistakes – Part 2

In the last post we covered the first two of the 5 biggest mistakes you can make in dealing with big fish clients. Today we’ll cover the third and fourth ones: Taking on More Than You Can Handle.

When you take on too much, your business can’t keep up and therefore you can easily lose control of everything and find yourself barely functioning. You want your business to be successful, no doubt, but you need to have a plan for how you will handle the growth. Your clients expect great customer service and highly quality products/services, they don’t know or care about your behind-the-scenes operations to get those things done.

  • Look for these signs that you are taking on more than you can handle:
  • Clients’ needs aren’t being met.
  • Employee morale is low, clients are upset and you’re in a panic.
  • You have to react in emergency mode to save accounts.
  • Your current clients are suffering from trying to keep up with new business.
  • Profits are going down.
  • You are just trying to pick up the pieces of your business.
  • Your clients/customers leave.
  • Resources are being reallocated.

There a trick called the Mock Fish Plan. This plan can help you react positively when you are facing some or all of these things and help you get your business back on track. This plan will:

  • Help increase sales in a short period of time.
  • Alter your products/services for the better.
  • Fulfill promises you made to your clients.

There are six steps to this plan:

  1. Bring in your best team and have them all help to meet the fish needs.
  2. Review your operational system.
  3. Anticipate future problems better.
  4. Communicate better.
  5. Include costs in your quotes.
  6. Always have a back-up plan.

All Your Eggs in One Basket

You can allow your company to become dependent on any one fish. Eventually or for certain periods there is going to be a slowing down period with your fish. In order to stay in the game, you need to diversify.

If you’ve ever mishandled a fish, you could drive away potential fish as well. In order to keep balance and prepare for a strong future, there are a few things you can do.

  • These things include:
  • Stay in the loop and try to know what’s going on inside your fish company.
  • Constantly reinvent yourself and stay at the top of your industry.
  • Stay exclusive.
  • Try to secure multi-year commitments and contracts.
  • Spread your contracts out.
  • Price your products/services correctly.

You also need to work to reduce your dependency on your fish. This can generally be measures in sales or profits. Take a look back at the process we’ve used thus far to snag more fish to keep this all in balance.

These are the ways you can help avoid the killer mistakes that can make you lose it all. If you need help with any of these tips or tricks, try our GUIDED TOUR to get the help you need fast.

Next time we’ll talk about the last of the killer mistakes and how to combat it from hitting your business hard.

If you’re having a hard time deciding on what you want, the tools, resources and coaches in the GUIDED TOUR can help you define the wants and needs of your company in relation to customer service.

I can help you work through all these areas and give your business a jumpstart that puts you ahead of your competition right from the start.

Feel free to visit https://newcoachingstrategies.com for your GUIDED TOUR and a complimentary copy of my first book in the five-book series:

Business Breakthrough Secrets, Volume I, The Secret Formula To Discovering $10K Hidden Inside Your Business In 45 Minutes Or Less… Guaranteed! 

You can also invest a few minutes of your time to watch this revealing video presentation on the best marketing secrets for your business as my gift to you:

https://newcoachingstrategies.com/thetruth
​
​If you have further questions about this article, please leave me a message and I’ll respond as soon as possible!

5 Killer Mistakes That Kill A Deal – Part 1

Posted on by Tom Kavanaugh, MA

5 Mistakes To Killing A Deal

5 Killer Mistakes – Part 1

There are 5 big mistakes you can do that will kill a deal with a big fish. They are:

    1. Not meeting the client’s expectations
    2. Mishandling a client crisis
    3. Taking on more than you can handle
    4. Putting all your eggs in one basket
    5. Up cash creek without a paddle

Any one or combination of these can not only kill the partnership, but have the ability to take down your company as well. We’re going to take a bit of time to talk about each one of these, in this lesson we’ll cover the first two.

Not Meeting Client’s Expectations

It’s essential you give your client’s exactly what you promised during the negotiation portion of your relationship. If an event does happen where there is no way to meet the client’s expectations, not only do you have to find a way to fix the situation, but you also have to find out where it all went wrong.

A couple of things could have contributed to this problem:

  1. Bad salesmanship. This could mean the salesperson was trying too hard to seal the deal and didn’t listen to the client’s needs.
  2. Lack of communication. This breakdown occurs between the salesperson and your operations department.

In order to avoid these mistakes, you need to put a clear plan of action into place that all of your sales staff needs to follow:

        • Think before you speak.
        • Give yourself a break.
        • Perfect your process.
        • Pre-format over-deliverables.
        • Stay hands-on throughout the entire process.
        • Define success.

      Mishandling a Client Crisis

      Crisis’ will happen, but how you respond and fix them will define your company and interaction with your clients’. You need to respond quickly and effectively. This will help you gain even more trust and confidence from your client.

      Some simple tips can help you deal with any client crisis:

          • Take responsibility and apologize no matter who is at fault.
          • Act swiftly and effectively.
          • Step in and take control of the situation.
          • Never point fingers or place blame.
          • Stay in constant communication with your client.
          • Stay calm throughout the situation.
          • Keep your eye on the ball.

      Now, that you know the top two mistakes you can make to kill a big fish deal, you’ll know better how to avoid making these mistakes in the first place and know how to put a plan of action into place in case of a crisis.

      If you need help with any of this, try our FREE test drive to get all the help you could ever need.

      Next time we’ll talk about the 3rd and 4th killer mistake you can make in working with big fish clients.

      If you’re having a hard time deciding on what you want, the tools, resources and coaches in the GUIDED TOUR can help you define the wants and needs of your company in relation to customer service.

      I can help you work through all these areas and give your business a jumpstart that puts you ahead of your competition right from the start.

      Feel free to visit https://newcoachingstrategies.com for your GUIDED TOUR and a complimentary copy of my first book in the five-book series:

      Business Breakthrough Secrets, Volume I, The Secret Formula To Discovering $10K Hidden Inside Your Business In 45 Minutes Or Less… Guaranteed! 

      You can also invest a few minutes of your time to watch this revealing video presentation on the best marketing secrets for your business as my gift to you:

      https://newcoachingstrategies.com/thetruth
      ​
      ​If you have further questions about this article, please leave me a message and I’ll respond as soon as possible!