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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.
Monday, August 07, 2006
Monday, July 31, 2006
Lean Metrics: Equipment Effectiveness
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Monday Morning Motivators – July 31, 2006
============================================================
Espresso business tips are designed to "caffeinate" your mind while your java
gets you going. Subscribing and Unsubscribing at www.mondaymorningmotivators.com
"Live out of your imagination, not your history."
-- Stephen Covey
============================================================
Table of Contents
============================================================
1. Lean Metrics: Equipment Effectiveness – Linda Fayerweather
2. Being Specific About Your Target Market – Rebecca Booth
3. Ask People to Arrange a Meeting on Your Behalf – John Meyer
4. To Do This Week
5. Fine Print
============================================================
1. Lean Metrics: Equipment Effectiveness
============================================================
Equipment effectiveness causes many small business owners and managers to yawn and not pay attention because “we are just a service business, we don’t make anything with equipment.” In the last month, here are the pieces of equipment that small business owners have complained to me about:
1. Credit Card machine is jamming;
2. Computer is overheating due to heat and has to be turned off regularly;
3. Copy machine is out of toner and the store had to order our cartridge;
4. Flood water soaked our phone lines; and
5. We ran out of ______________(you fill in the blank - paper, ink, stamps, toilet tissue)
Overall equipment effectiveness (OEE) is a metric that measures the availability, performance efficiency and quality of your equipment’s output. All businesses have equipment and Steven Covey’s 7th habit is “Sharpen the Saw” reminding us that well maintained equipment is essential. Look around this week and see what your business can do to make your equipment more effective. And if you run into a good excuse this week, let me know at www.mondaymorningmotivators.blogspot.com
Copyright 2006 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
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2. Being Specific About Your Target Market
============================================================
When you need to hire someone, you place a classified ad outlining the specific position for which you’re hiring. The same holds true for any online dating service ad you may place. You specify the kind of person you want to meet in the personal, sometimes down to the body type and hair color! So why is “everyone” your target market?
By being specific you’re painting a picture in someone’s head as to what your ideal client looks like. Here’s an example: Jeans West is a jeans manufacturer competing against Levis, Gap, etc. Their ad campaign focuses on the price of time. One woman says, “These jeans cost me 2 hours.” Another says, “These jeans cost me 45 minutes.” Who’s their target market? Hard-to-fit professional women who have overbooked lives.
Is that too small of a niche? Certainly not! What Jeans West has done is stamped their niche very clearly in the minds of their customers. They’ve also stamped a clear picture into the minds of those not needing jeans today. Chances are the next time those people are shopping for a new pair of jeans they’ll remember Jeans West because their specialty is the right fit!
Copyright 2006 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Ask People to Arrange a Meeting on Your Behalf
===========================================================
When one of your sources tells you about a person you should meet, someone you consider a key contact, they can help you immensely by coordinating a meeting. Ideally, she will not only call the contact and set a specific date, time, and location for the meeting, but she will also attend the meeting with you.
Copyright 2006 John R. Meyer
District Director, BNI Ohio
http://www.bni-ohio.com
============================================================
4. To Do This Week
============================================================
Develop and record your emergency financial plan –
think: What if the power is off for 7 days?
Monday Morning Motivators – July 31, 2006
============================================================
Espresso business tips are designed to "caffeinate" your mind while your java
gets you going. Subscribing and Unsubscribing at www.mondaymorningmotivators.com
"Live out of your imagination, not your history."
-- Stephen Covey
============================================================
Table of Contents
============================================================
1. Lean Metrics: Equipment Effectiveness – Linda Fayerweather
2. Being Specific About Your Target Market – Rebecca Booth
3. Ask People to Arrange a Meeting on Your Behalf – John Meyer
4. To Do This Week
5. Fine Print
============================================================
1. Lean Metrics: Equipment Effectiveness
============================================================
Equipment effectiveness causes many small business owners and managers to yawn and not pay attention because “we are just a service business, we don’t make anything with equipment.” In the last month, here are the pieces of equipment that small business owners have complained to me about:
1. Credit Card machine is jamming;
2. Computer is overheating due to heat and has to be turned off regularly;
3. Copy machine is out of toner and the store had to order our cartridge;
4. Flood water soaked our phone lines; and
5. We ran out of ______________(you fill in the blank - paper, ink, stamps, toilet tissue)
Overall equipment effectiveness (OEE) is a metric that measures the availability, performance efficiency and quality of your equipment’s output. All businesses have equipment and Steven Covey’s 7th habit is “Sharpen the Saw” reminding us that well maintained equipment is essential. Look around this week and see what your business can do to make your equipment more effective. And if you run into a good excuse this week, let me know at www.mondaymorningmotivators.blogspot.com
Copyright 2006 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. Being Specific About Your Target Market
============================================================
When you need to hire someone, you place a classified ad outlining the specific position for which you’re hiring. The same holds true for any online dating service ad you may place. You specify the kind of person you want to meet in the personal, sometimes down to the body type and hair color! So why is “everyone” your target market?
By being specific you’re painting a picture in someone’s head as to what your ideal client looks like. Here’s an example: Jeans West is a jeans manufacturer competing against Levis, Gap, etc. Their ad campaign focuses on the price of time. One woman says, “These jeans cost me 2 hours.” Another says, “These jeans cost me 45 minutes.” Who’s their target market? Hard-to-fit professional women who have overbooked lives.
Is that too small of a niche? Certainly not! What Jeans West has done is stamped their niche very clearly in the minds of their customers. They’ve also stamped a clear picture into the minds of those not needing jeans today. Chances are the next time those people are shopping for a new pair of jeans they’ll remember Jeans West because their specialty is the right fit!
Copyright 2006 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Ask People to Arrange a Meeting on Your Behalf
===========================================================
When one of your sources tells you about a person you should meet, someone you consider a key contact, they can help you immensely by coordinating a meeting. Ideally, she will not only call the contact and set a specific date, time, and location for the meeting, but she will also attend the meeting with you.
Copyright 2006 John R. Meyer
District Director, BNI Ohio
http://www.bni-ohio.com
============================================================
4. To Do This Week
============================================================
Develop and record your emergency financial plan –
think: What if the power is off for 7 days?
Monday, July 24, 2006
Lean Metrics: Wait Time
============================================================
Monday Morning Motivators – July 25, 2006
============================================================
Espresso business tips are designed to "caffeinate" your mind while your java
gets you going. Subscribing and Unsubscribing at www.mondaymorningmotivators.com
"If you want to get somewhere you have to know where you want to go and how to get there. Then never, never, never give up."
-- Norman Vincent Peale
============================================================
Table of Contents
============================================================
1. Lean Metrics: Wait Time – Linda Fayerweather
2. Marketing Solutions Pose Problems – Rebecca Booth
3. Ask People to Introduce You to Their Clients in Person – John Meyer
4. To Do This Week
5. Fine Print
============================================================
1. Lean Metrics: Wait Time
============================================================
Whether you are a ball bearing waiting to be installed or a customer trying to buy the newest snappy footwear, waiting may be part of the story. Scientists actually call this Queuing Theory and it is studied, analyzed and restudied. Where inventory will quietly wait, people often don’t. Sometimes they will, hang up the phone, leave the shop or buy a different brand. If the waiting is for an appointment like a doctor or dentist, the customer my just get annoyed.
Knowing when customers will have to wait and why is something you want to explore in your business and then set standards. Having a plan is key to keeping customers happy.
Things that work:
1. Keeping customers informed of wait time;
2. Cross training staff so that when needed, a staff person will be available;
3. Eye contact when a customer is waiting – they just want to know they are seen; and
4. Planning for known busy times – think toll booths and December 24!
Now, what works for your business? Post your best practice for keeping customers happy while waiting below in the comment spot.
Copyright 2006 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. Marketing Solutions Pose Problems
============================================================
Ok, so you’re selling your benefits instead of features in your marketing promotions, right? Well, that could be problematic if you’re not addressing the problem first. Instead of leading with the solution, you should be getting people on board by qualifying them as having a problem. Why? It’s been proven time and again that you can’t sell to anyone who doesn’t want to buy. The only reason a person will buy is because they have a need or because your product solves a problem for them.
Think problem first. Hungry?
Then think solution: Try the $.85 McDoggle Burger!
Problems serve as a means for perking up the ears of your target market. Present the problem, then the solution and you’ll see better results from your efforts.
If your target market is women or if you’re selling “community”, keep in mind what community truly means to your target market! This will enhance your success.
Copyright 2006 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Ask People to Introduce You to Their Clients in Person
===========================================================
Your sources can help you build new relationships faster by introducing you in person. They can provide you with key information about the prospect. They can also tell the prospect a few things about you, your business, how the two of you met, some of the things you and the prospect have in common, and the value of your products and services.
Copyright 2006 John R. Meyer
District Director, BNI Ohio
http://www.bni-ohio.com
============================================================
4. To Do This Week
============================================================
Check your business site for its “first impressions”.
Monday Morning Motivators – July 25, 2006
============================================================
Espresso business tips are designed to "caffeinate" your mind while your java
gets you going. Subscribing and Unsubscribing at www.mondaymorningmotivators.com
"If you want to get somewhere you have to know where you want to go and how to get there. Then never, never, never give up."
-- Norman Vincent Peale
============================================================
Table of Contents
============================================================
1. Lean Metrics: Wait Time – Linda Fayerweather
2. Marketing Solutions Pose Problems – Rebecca Booth
3. Ask People to Introduce You to Their Clients in Person – John Meyer
4. To Do This Week
5. Fine Print
============================================================
1. Lean Metrics: Wait Time
============================================================
Whether you are a ball bearing waiting to be installed or a customer trying to buy the newest snappy footwear, waiting may be part of the story. Scientists actually call this Queuing Theory and it is studied, analyzed and restudied. Where inventory will quietly wait, people often don’t. Sometimes they will, hang up the phone, leave the shop or buy a different brand. If the waiting is for an appointment like a doctor or dentist, the customer my just get annoyed.
Knowing when customers will have to wait and why is something you want to explore in your business and then set standards. Having a plan is key to keeping customers happy.
Things that work:
1. Keeping customers informed of wait time;
2. Cross training staff so that when needed, a staff person will be available;
3. Eye contact when a customer is waiting – they just want to know they are seen; and
4. Planning for known busy times – think toll booths and December 24!
Now, what works for your business? Post your best practice for keeping customers happy while waiting below in the comment spot.
Copyright 2006 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
============================================================
2. Marketing Solutions Pose Problems
============================================================
Ok, so you’re selling your benefits instead of features in your marketing promotions, right? Well, that could be problematic if you’re not addressing the problem first. Instead of leading with the solution, you should be getting people on board by qualifying them as having a problem. Why? It’s been proven time and again that you can’t sell to anyone who doesn’t want to buy. The only reason a person will buy is because they have a need or because your product solves a problem for them.
Think problem first. Hungry?
Then think solution: Try the $.85 McDoggle Burger!
Problems serve as a means for perking up the ears of your target market. Present the problem, then the solution and you’ll see better results from your efforts.
If your target market is women or if you’re selling “community”, keep in mind what community truly means to your target market! This will enhance your success.
Copyright 2006 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Ask People to Introduce You to Their Clients in Person
===========================================================
Your sources can help you build new relationships faster by introducing you in person. They can provide you with key information about the prospect. They can also tell the prospect a few things about you, your business, how the two of you met, some of the things you and the prospect have in common, and the value of your products and services.
Copyright 2006 John R. Meyer
District Director, BNI Ohio
http://www.bni-ohio.com
============================================================
4. To Do This Week
============================================================
Check your business site for its “first impressions”.
Monday, July 17, 2006
Lean Metrics: On Time Delivery
============================================================
Monday Morning Motivators – July 17, 2006
============================================================
Espresso business tips are designed to "caffeinate" your mind while your java
gets you going. Subscribing and Unsubscribing at www.mondaymorningmotivators.com
"Better three hours too soon than a minute too late.”
--William Shakespeare
============================================================
Table of Contents
============================================================
1. Lean Metrics: On Time Delivery – Linda Fayerweather
2. The Power of Women Communities – Rebecca Booth
3. Ask Fellow Networkers to Make Initial Contact with Referral Sources – John Meyer
4. To Do This Week
5. Fine Print
============================================================
1. Lean Metrics: On Time Delivery
============================================================
One of the core process metrics is On Time Delivery (OTD). All businesses have some form of delivery of product or service to their customers. What does it mean to your business? In the language of lean, the actual measurement will be the percentage of units you produce that meet your customer’s deadline. Isn’t it interesting that it has to do with the customer’s deadline.
This weekend at the movie theater it became very clear to me that the concession attendant cared more about getting the phone number from the man flirting with her than she cared about me getting to the movie on time. OTD of my popcorn may seem trivial, but as a customer, I always have choices and a slow delivery may mean next weekend I get a video and just stay home! OTD takes many shape and forms but the ultimate goal of all businesses is satisfied customers. Getting lean will keep customers.
Copyright 2006 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
Need to listen to Manic Monday? Music Clip
============================================================
2. The Power of Women Communities
============================================================
You’ve heard it before and you’ll hear it again: Women are from Venus; Men from Mars. When it comes to defining community, men look at it as “a place where I live/work”. Women, however, view community as a more complicated, interwoven tapestry of relationships that will span a lifetime. Community traits to women include:
• Longevity,
• Constancy,
• A secondary focus of caring/cause,
• Offering emotional fulfillment and balance to their time-strapped lives, and
• Fun, friendly, support outlet that shares mutual respect.
One Boomer woman from Savannah said, “Community gives me a sense of belonging, a place to get emotional support – they key is being there for each other – that makes community work!”
Most companies think community is sending me a bunch of email tips, or putting a picture of what they think my ‘group’ is on a mailer. They don’t ask my opinion and don’t find out anything about me and what they might do to engage me outside of buying their stuff.”
If your target market is women or if you’re selling “community”, keep in mind what community truly means to your target market! This will enhance your success.
Copyright 2006 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Ask Fellow Networkers to Make Initial Contact with Referral Sources
===========================================================
Rather than just giving you the telephone number and address of an important prospect, ask your network member to make a phone call or meet the prospect first and tell him about you. Then, when you make contact with the prospect, he will be expecting to hear from you and will know something about you.
Copyright 2006 John R. Meyer
District Director, BNI Ohio
http://www.bni-ohio.com
============================================================
4. To Do This Week
============================================================
Check the location and fitness of all fire extinguishers.
Monday Morning Motivators – July 17, 2006
============================================================
Espresso business tips are designed to "caffeinate" your mind while your java
gets you going. Subscribing and Unsubscribing at www.mondaymorningmotivators.com
"Better three hours too soon than a minute too late.”
--William Shakespeare
============================================================
Table of Contents
============================================================
1. Lean Metrics: On Time Delivery – Linda Fayerweather
2. The Power of Women Communities – Rebecca Booth
3. Ask Fellow Networkers to Make Initial Contact with Referral Sources – John Meyer
4. To Do This Week
5. Fine Print
============================================================
1. Lean Metrics: On Time Delivery
============================================================
One of the core process metrics is On Time Delivery (OTD). All businesses have some form of delivery of product or service to their customers. What does it mean to your business? In the language of lean, the actual measurement will be the percentage of units you produce that meet your customer’s deadline. Isn’t it interesting that it has to do with the customer’s deadline.
This weekend at the movie theater it became very clear to me that the concession attendant cared more about getting the phone number from the man flirting with her than she cared about me getting to the movie on time. OTD of my popcorn may seem trivial, but as a customer, I always have choices and a slow delivery may mean next weekend I get a video and just stay home! OTD takes many shape and forms but the ultimate goal of all businesses is satisfied customers. Getting lean will keep customers.
Copyright 2006 Linda Fayerweather
Changing Lanes LLC
www.ChangingLanes.biz
Need to listen to Manic Monday? Music Clip
============================================================
2. The Power of Women Communities
============================================================
You’ve heard it before and you’ll hear it again: Women are from Venus; Men from Mars. When it comes to defining community, men look at it as “a place where I live/work”. Women, however, view community as a more complicated, interwoven tapestry of relationships that will span a lifetime. Community traits to women include:
• Longevity,
• Constancy,
• A secondary focus of caring/cause,
• Offering emotional fulfillment and balance to their time-strapped lives, and
• Fun, friendly, support outlet that shares mutual respect.
One Boomer woman from Savannah said, “Community gives me a sense of belonging, a place to get emotional support – they key is being there for each other – that makes community work!”
Most companies think community is sending me a bunch of email tips, or putting a picture of what they think my ‘group’ is on a mailer. They don’t ask my opinion and don’t find out anything about me and what they might do to engage me outside of buying their stuff.”
If your target market is women or if you’re selling “community”, keep in mind what community truly means to your target market! This will enhance your success.
Copyright 2006 Rebecca Booth
Marketing Goddess
Imagine That!
www.marketingsolutioneers.com
===========================================================
3. Ask Fellow Networkers to Make Initial Contact with Referral Sources
===========================================================
Rather than just giving you the telephone number and address of an important prospect, ask your network member to make a phone call or meet the prospect first and tell him about you. Then, when you make contact with the prospect, he will be expecting to hear from you and will know something about you.
Copyright 2006 John R. Meyer
District Director, BNI Ohio
http://www.bni-ohio.com
============================================================
4. To Do This Week
============================================================
Check the location and fitness of all fire extinguishers.
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