Build a high performing engineering team that generates incredible profits & frees you up to focus on strategy, direction & the high-growth activities that will move the needle the most & make the biggest difference
There is one word that I can't stand - HUSTLE......
It seems to have become a massive buzz word in the world of leaders, business owners and entrepreneurs.
I firmly believe that if you set your team and your business up smartly and you have the right systems and processes in place - then you don't need to hustle. Your team is performing well, your clients love you and the work you do for them and your project pipeline is full.
But today I'm going to break my rule and talk about one area that does require an amount of hustle....
...and that is in the follow up!!
Most people think that a potential client will either love them or hate them after one coffee meeting. They think they'll either get work out of them straight away or it wasn’t meant to be.
But that’s absolute nonsense.
If you're a stats person (which most engineers are!) then the latest stats are that a new client will need on average 8 touch points from you before they will make a purchasing decision with...
We recently had an amazing ‘Hot Seat’ session with Em in our group coaching program where she was sharing with everyone all about her wins & learnings in her business building journey.
There were so many great takeaways and learnings for everyone in the program.
There was one discussion point that came up, which became a bit of a hot topic with the group and got a lot of good discussion going.
It was this concept that, as leaders and business owners, we're really committed to and can see the absolute importance of investing in client relationships and really putting the effort in to nurture them over the long term.
The discussion moved to the fact that it can be quite difficult to actually instil these same qualities and desires within your team and the people around you, who don't necessarily care as much as you do in terms of that client relationship.
Particularly when your team and the people around you are just so focused on project delivery and getting stuff...
When you’re trying to be “all things to all people” and trying to please everyone all the time – you don’t tend to have the time for yourself to get any traction on your priorities.
However, when you get really laser focused on a small, but important number of strategies – that’s when things really start to take off and you can move everything forward with confidence.
This is exactly what happened with a great client of mine, Chris.
You see, when we first started working together - he had a tendency to jump in, take over and do everything for his team when things got tough or weren’t going according to plan.
This meant that he was constantly in reactionary mode and putting out fires and he had no time left in his days or weeks to actually focus on business development, client relationships and his teams positioning in the marketplace.
So once we got Chris comfortable delegating to his team and holding his...
I was talking to a client this week who was struggling big time with his energy. He was constantly getting to the end of his workday completely exhausted - leaving nothing in the tank for him to spend time with and connect deeply with his family when he got home.
It was becoming an issue because his children were growing up and he was worried that he was missing out on important quality time with them. He simply didn’t have the energy when he got home to be completely present - and family is one of his highest values.
His career path, his role and the company he works for isn’t the issue that needs to be addressed here - he feels incredibly rewarded and fulfilled in the work that he does.
This is an issue of self-awareness, self-worth and an inability to set boundaries with his team.
I’ll address self-awareness first.
The reality is that no two people in this world are the same. Everyone has different needs, different wants, different drivers and different belief...
Recently I ran a webinar called 'How To Avoid Competing On Price', where we explored how to increase your prices, get paid what you’re really worth, how to generate more profit and how to have happier clients in the process.
One of the aspects we explored in this webinar, was your potential blocks from a mindset point of view, as to why you don’t increase your prices, ask for variations and in general get more hungry when it comes to chasing new sales and new clients.
Today I want to explore with you these blocks in a little bit more detail.
Now if you’ve noticed that you procrastinate or choose to do other things when you know you need to be talking to a client about a variation, or that you shy away from having sales conversations with clients or in general feel uncomfortable when it comes to sales, marketing and business development - then you should definitely read on!
The first block I want to explore with you is an unconscious aversion or a negative viewpoint...
So many leaders & business owners get caught up in pricing wars and feeling like they’ve got to be cheaper than everyone else. They feel like they’re going to lose the work or not be able to build a project pipeline if they raise their prices or are more expensive than their competitors.
Today I want to flip this viewpoint and this discussion on its head.
I’ve been doing a lot of work recently with clients in my coaching programs around pricing, the value proposition and their positioning in the marketplace.
You see if you get your positioning wrong in the marketplace, meaning that you've positioned yourself as a generalist, that you can do everything and that you’re all things to all people AND you don’t talk about the value that you add or how you solve your clients’ problems or how you deeply understand your client’s world, then of course you have to be the cheapest!!
But if you completely flipped this on its head...
Today, I want to talk to you about the importance of building momentum.
The success of your team and the success of your business relies on you being able to build momentum and keep the same level of cadence in all areas of your team and your business.
I'm sure you've experienced this for yourself, that when you have momentum, things feel like they get a life of their own. They feel like they just continue to build steam and build speed and continue to generate really great and profound results for your team and your business.
And I'm sure you've also experienced what it’s like when you lose that momentum. How hard it is to then get going again, that things just become really difficult and you feel like you're pulling teeth!
And so in order to build that momentum, you need to be ensuring that you are taking action on what's important to grow your team and your business each and every week.
The way to do this is to make sure that you are firstly aware of these areas...
I hope you’re having an amazing week.
I've just finished a kick-off coaching call with the next intake into my 12 week coaching program. And I have a question for you.
Do you have a new client onboarding process, a new client journey?
Do you have an outcome, or a feeling or something that you want your new clients to experience when they first start working with you? Something that gets your clients who are new to working with your team & your business, really excited to be working with you?
So in the kick-off coaching call for my 12 week program, we cover all the logistics of working together and that kind of thing. But then the main outcome that I want my clients to experience when they come out of this kick-off coaching call, is a sense of excitement.
A sense that we've achieved something together on this call, that we’ve got them clear on their next right thing, that we’ve got them moving and that they feel less stuck and excited to...
Today I want to talk to you about the importance of being intentional and consciously choosing the "mode" in which you are working and operating out of.
I find that we tend to be quite reactional in nature in our day-to-day working environments. And what I mean by this, is that we always tend to react to what is happening around us and allow external influences to affect our thoughts, our behaviours and how we are operating in that moment.
This is a very ineffective way of working and often means that we get to the end of our day and we really aren’t sure about what we actually achieved over the course of our day.
So, what I encourage you to do is become very conscious and very intentional about choosing the mode in which you are operating out of in any given moment.
For example, if you know you need to get something done that is incredibly important and you know that it’s going to take you 1 or 2 hours of uninterrupted time to get that particular...
When things get busy and our action list starts to get longer and longer – we can sometimes feel overwhelmed and like we’re getting nowhere.
Today I want to cover with you how to stay focused and on top of your game when things start to pile up.
When we feel overwhelmed and like things are getting away from us – we tend to then procrastinate to compensate for how we feel.
But this is the worst thing we can do in these moments. Procrastination means we’re getting nothing achieved and it just compounds how we feel.
What you need in these moments is a strategy and a plan for how to set your days and your weeks up properly, to ensure you are consistently getting your actions done and moving things forward.
If you want to learn more, follow the link below to watch the video.
Click Here to watch now.
Josh ‘To-Do List’ Stone
PS: If you’re interested, here are 4 ways I can help you...