Brad Sugars’ Comment on From Unhappy and Uncertain to Success: Beautiful Bathrooms Of Sydney (Pt. 4)
Brad Sugars Says …
Shane was introduced to ActionCOACH at a business seminar and he was a bit concerned about how he was going to pay for business coaching as he was in debt, but he needed help.
He got one my tapes, 3 Steps To Profitable Marketing, and performed a diagnostic consultation to asses his business.
He soon realized he couldn’t afford NOT to take on a coach based on what he wanted to achieve and what he had achieved so far.
The outcome of this led his coach to recommend he project a highly professional image. He needed to learn scripts, start Testing and Measuring, and thinking about better time and self-management strategies. He also started to build strategic alliances with suppliers to get deals.
He thought his conversion rate (from prospects to clients) was 70%, but we tested it and found it to be around 30%.
Shane needed to change his beliefs about sales and get more confidence. He also needed to put in place some guarantees, do a cashflow analysis and increase his networking.
This certainly presented him with some challenges, especially concerning his beliefs about selling, business, customers and money. Getting him off the tools and onto the business was another major challenge. Like getting him to finish goals before he started new ones, and to use scripts consistently. we needed him to sacrifice some recreation time to focus on achieving his goals.
The coach overcame these challenges by being persistent. Sometimes, great coaches just won’t let you off the hook, even though at times it can feel like you and your coach are treading water with the growth of the business.
In the end, our coaches have learned sometimes if they let clients go forward too quickly, nothing gets done properly and there are bigger problems than you had before you started.
So, how did Shane get his business moving in the right direction?
Networking breakfasts.
These produced one of his largest sources of new business for the first 6 months. The coach then got him to call-up past clients to ask for testimonials and referrals.
