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THE POWER OF SYSTEMS
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THE POWER OF SYSTEMS
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Basically, There Are Two Different Kinds Of
Activities You Can Perform In Your Business --
Those That Make You Money And Those That Lose You Money.
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Today, I want to expand on this with an even more powerful approach to these activities -- it's THE CONCEPT OF SYSTEMS.
This concept is so powerful that it can have an immediate and profound effect on your thinking as well as your sales and profits.
You're probably familiar with the word system, as in the solar system, or circulation system. You probably have a general idea of what a system is.
But today let's get a much better understanding of what a system is and how you can begin using the power of systems in your business.
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FIRST, LET'S BEGIN WITH THE DEFINITION OF A SYSTEM:
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'A SYSTEM IS A SPECIFIC SEQUENCE OF STEPS
DESIGNED TO ACHIEVE A SPECIFIC RESULT.'
If we break down this definition we learn that...
- a system is made up of steps
- the steps are in a specific sequence or order
- and every system is designed to produce something
Based on this definition, everything -- absolutely everything that you do -- can be referred to as a system.
If you're not making the kind of money you want to with your business, the problem is always with the systems you are using. Sometimes just changing one or two steps in a system can turn failure into a very satisfying success.
Think of the specific sequence of steps you perform to tie your shoes -- that's your shoe-tying system.
The specific steps you use to start your car make up your car- starting system. Can you imagine performing those steps out of sequence?
All the machines, devices and tools you use each day are made up of systems, each designed to produce a specific result.
By now you're probably thinking, 'So what does this system stuff have to do with making more money in my business?'
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EVERYTHING!
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Whether you are aware of it or not, you already have a system for doing everything in your business.
You are using systems to attract possible customers to your business, and you use systems in your attempts to convert them into paying customers.
You definitely have systems to perform your services.
You have systems to hire and train (or not train) your employees, and you have systems for paying your vendors.
The list of systems that you and your staff members perform to keep your business running is nearly endless.
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HERE'S A FRIGHTENING INSIGHT.....
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JUST BECAUSE YOU ARE PERFORMING A SYSTEM WITHIN YOUR BUSINESS, DOESN'T MEAN THAT IT IS AN EFFECTIVE OR PROFITABLE SYSTEM.
In fact, there's a good chance that many of your systems are ineffective and unprofitable. They actually lose you money.
To increase your sales all you have to do is look at the systems you are currently using to generate your sales and ask yourself if you are happy with the results.
If you would like to get more results from your systems, then you can't continue using the same systems you've been using. If you try, you will continue to get the same results.
There is only one way to change your results -- you have to change your systems.
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EXAMPLE:
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Jim was the owner of a 'Commercial Carpet Care' service business. He had a pretty good system for attracting prospects, and he did a good job of explaining his various services, but he converted far too few of his prospects into paying customers.
Jim's problem was his conversion system. His system was to hand his prospects his business card and tell them to 'Call me whenever you have a problem.' Then he just waited.
That's called a 'passive system,' and it's a horrible system for generating sales. Most people are procrastinators -- they put things off. Even if they need your service, very often they won't call. People also lose things, like business cards and phone numbers.
Using a passive system like this almost always results in low or no sales, but it's the system most carpet & restoration cleaning service business owners use.
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SOLUTION:
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The solution to Jim's system problem was simple, he just needed to improve his conversion system.
We taught Jim that if his prospects didn't have an immediate and pressing need for his services, that they would quickly forget about him. That's just human nature.
If he wanted to stay uppermost in their minds so that they would remember him when they had a problem he would have to change his system to ensure that happened.
We helped Jim create a simple, one-page 'Carpet Care Problem Solvers,' sales/newsletter that contained easy-to-follow tips that prospects would find helpful. We suggested that Jim send a new tips - sales/newsletter to his prospects at least once every three months.
This new system would ensure that his prospects would never forget Jim and his 'Commercial Carpet Care Service'.
We went one step further and had Jim list two or three of his services on the back of the sales/newsletter along with special discount offers on the services and a deadline for responding. The special offers and deadlines for responding gave his prospects a reason to consider and decide if they wanted to take Jim up on his offers.
Jim was thrilled with this new system because it began producing results immediately. After sending out his first sales/newsletter, he received three calls from prospects who became paying clients.
It's actually very easy to improve your sales results when you understand the concept of improving your systems.
Instead of hoping or wishing for more sales, you can actually get more sales by simply using a more effective system that has been proven to work.
We've been teaching small cleaning & restoration business owners how to use the most effective systems for growing their sales for more than 25 years. The step-by-step systems we spell out for you have been proven to work again and again.
Imagine how good you'll feel when you have a system for producing sales that you 'know' will work for you every day, every week and every month.
