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Monday Morning Motivators – August 7, 2006
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Espresso business tips are designed to "caffeinate" your mind while your java
gets you going. Subscribing and Unsubscribing at www.mondaymorningmotivators.com
"If you are on the road to nowhere, find another road."
-- Ashanti proverb
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Table of Contents
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1. Lean Metrics: What to Measure – Linda Fayerweather
2. Don’t Tell Me, Empower Me! – Rebecca Booth
3. Have People Follow up on Referrals They Give You – John Meyer
4. To Do This Week
5. Fine Print
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1. Lean Metrics: What to Measure
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After talking about Lean Metrics for 8 weeks, some readers may still be saying “How do I decide what to measure?” Since lean companies know that all processes should add value to the customer, measurements should reflect that goal. Select metrics that are balanced among the three measurement categories (financial, behavioral, core-process). A very small company may find that three to six will be plenty as each metric needs a champion to own it. Too many will confuse employees and too few may not provide you with enough detail. When deciding which metrics to use, consider the following points:
- What are we measuring?
- What will be the frequency of measurement?
- How long will data be collected?
- Who will measure it?
- How will it be measured?
- What action will be taken after the data is interpreted?
- Who will be responsible for follow-up action?
Keeping lean does require looking backwards to move forwards.
Copyright 2006 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
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2. Don’t Tell Me, Empower Me!
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A few weeks ago we talked about presenting the problem first, then the solution. Here is more on that topic. Have you ever received an email from Travelocity or another travel agent? They usually have tons of information on fabulous trips and deals to exotic places. But the problem with these types of emails is they’re selling solution, solution, solution. Nine times out of 10 there isn’t an immediate need so the email gets deleted. And the next one that comes in gets deleted before it’s even opened. Instead of pushing solutions, why not give me information that I can use? Solve problems that I have when I travel, like tips on how to beat jetlag, how to upgrade a ticket without losing your shirt, or how to deal with an oversized luggage bag.
When you empower me with the problem and the solution, two things happen:
1) Your “pitch” is legitimized because I can use the information and even pass it on to someone else and
2) You look like an expert in your field to me.
So, who am I going to call when it’s time to book that next cruise? Why you of course!
Copyright 2006 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
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3. Have People Follow up on Referrals They have Given You
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Ask people to contact prospects they referred to you to see how things went after your first meeting, answer their questions or concerns and reassure them that you can be trusted. They can also give you valuable feedback about yourself and your products or services, information that you might not have been able to get on your own.
Copyright 2006 John R. Meyer
District Director, BNI Ohio
http://www.bni-ohio.com
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4. To Do This Week
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Develop and record your emergency computer plan.
1. Password journal.
2. Critical data backup.
