Sales, Mindset and Focus – great tips to help your small business prosper

Sandy Colombo is a business coach

It's always interesting speaking with a business coach and getting their thoughts around what it takes to succeed in business. Sandy Colombo is the owner and founder of Colombo Consulting, based in Melbourne Australia. 

I had the pleasure of chatting with Sandy recently and she shared some great tips and advice relevant to both start-up entrepreneurs as well as experienced business owners (who can sometimes lose their way) .... 

1. Sandy, for many years you’ve been running a consulting business – but you initially came from working in the corporate world. What do you recall were the early major challenges you faced starting up your own business?

Yes I managed a whole travel business which I took from $70k in the red to 15 million dollar sale. During this time I learnt a lot about business and yet it was still a different experience when I started my own business. Cultivating the right mindset can be one of the biggest challenges. in fact  I have coached many people around how to build and maintain a positive mindset - although having a clear sales strategy certainly helps to encourage this. Often sales is done on an inconsistent bases and this is why so many businesses end up failing. The reality is no sales, no business and no income.

2. You’ve provided mentoring to many small business owners over the years in relation to improving their sales performance – what are three of the most common mistakes you see small business owners making in relation to sales? ....... and any additional tips for avoiding these mistakes

I would say the top three learnings in small business (mistakes are just feedback if we choose to learn from them) are

A: Being reactive and inactive, rather than proactive with sales

B: Not asking for the business

C: Keeping an accurate database and following up

Let me explain a bit more about the need to be proactive ……All good sales people know the difference between proactive task and inactive tasks. People good in sales know that the proactive task is going to get them the business. The inactive task is going to take time away from your selling.

Having clear goals and having them written down makes working out what task is proactive and what task is inactive much easier. Be focused on what you require. A useful reminder here is the 80/20 rule, to help you determine where your FOCUS should be. This time management principle essentially tells us that 80 percent of the value you generate in your business comes from 20 percent of your daily tasks and activities.

So therefore you should focus on those critical few tasks that add the greatest value – and ensure you are spending more time on these particular activities. If you have staff in your business, then delegate the other stuff to them, so you can play to your strengths and also use their skills and strengths.

Don't get me wrong however. winning the sale is not enough of itself ...... Obviously there can be many important tasks associated with subsequently consistently delivering a quality product in a reliable and efficient way - and keeping your promises. 

However, some examples of inactive tasks that may be taking you away from your goal of increasing your sales might include -

·      - Checking email more than twice a day

·      -  Not being 100 per cent present when speaking with clients

·       --Handling paper more than once

·       - Procrastination and not being focused on addressing your priorities

·       - Making things harder than necessary and spending too much time on relatively trivial stuff

Examples of more proactive tasks are –

·       - Follow up quotations

·       - Contacting past clients

·       - - Developing a mail out or newsletter to your client base

·       - Networking 

·      -  Optimising your website so that it ranks higher in search engines, thereby more likely to generate enquiries

3. You’re a big advocate of networking as a business growth strategy for helping to generate leads– and yet for many business owners, this doesn’t come easy. What are some tips you can offer?

Networking needs to be a core part of your sales strategy and then you need to look at it from a ROI point of view. Networking groups are vital for many small business owners and not just for referrals – but also for contact, professional development and feeling connected …… Isolation can be one of the biggest challenges and stressors in small business. Join a group like FRESH NETWORKING or join a business hub like WATERMAN - they offer different types of benefits although both offer social interaction (and possible referral marketing or lead generation through word of mouth)

4. Mindset and mental outlook are such important factors that can influence a business owner’s level of success and also fulfilment ..... What can entrepreneurs do to help build and maintain the right mindset within themselves?

Absolutely a positive mindset is important. Many people have heard the old saying “if you think you can, or you think you can’t - you will be right”

My advice to your readers is to be willing to invest in yourself…… I see many business owners treat themselves poorly working ridiculously long hours, never having a break and not giving back to themselves. While there is certainly a “J curve” in business, I see many people never giving themselves a break and working 80 hour weeks. This can stop sales, as your unconscious mind is less likely to give you more clients or more work if you are not looking after yourself. Therefore quite often there are internal blocks within business owners themselves, which are standing in the way of being able to generate an increase in their sales.

When you are working like this, your thinking and your judgement can so easily become flawed, with your outlook becoming negative. The law of attraction kicks in and you get more negative stuff back - as it’s a reflection of what we put out there! …… When this happens, it can become a form of self sabotage – and we can end up creating unnecessary drama for ourselves.

5. On this theme of mindset – passion is one thing, however as you have already said, some business owners can become quite obsessed with their business, becoming completely immersed in it. Have you seen that this can present any other risks or potential dangers?

Yes this can happen - we can become so passionate about our business that everything else takes a back seat. I have never gone to a funeral where the person who died wished they had spent more time at work..

In fact its quite the opposite. When we become obsessed with anything we are out of balance. An activity like “Wheel of life” is a good one to reassess where we are at and what is important to us. Evaluating how much of your time is allocated to the various dimensions of your life - business, versus family, friends, exercise, leisure, personal growth and social or community contributions.

Sometimes we forget about the need for balance when we get caught up in an emotion. Business can be fun and it’s great to be passionate about it. We just need to check-in and see that we are climbing the right ladder …… otherwise you can end up investing a lot of time and effort to discover you’re climbing the wrong ladder.

6. Any final advice you’d like to offer to our readers who are working on starting or growing their home-based small business?

Invest in yourself and your business. Personal development is the key. Every time I did any form of Professional Development I found that my business boomed. ……I learnt to put in systems, check my ego and make business easy.

I always ask my clients - Do you want to be right or rich ? And by Rich, I mean richness. Richness in life to have the relationships we want, the time and freedom to invest in the activities we are passionate about and the money to do all of it. People who keep on insisting that their way is the "right" way can become stuck in their ways - they close themselves to the need for change - and fail to recognise the opportunities for learning and improving. 

Thank you to Sandy -  more information about her business coaching services can be found at - www.ColomboConsulting.com.au 

More information on Mindset and dealing with some of those "inside blocks" that can get in the way of enjoying business success can be found here - http://www.australia-small-business.com/2015/02/for-entrepreneurs-inner-game-of-business.html

Could your small business benefit from hiring a mature aged employee - with a government subsidy of their wage?

A government incentive of up to $10,000 to hire a mature-age worker

If you run a small or medium size business in Australia and are looking at hiring extra staff, then you might consider taking advantage of a government subsidy for hiring a mature-age worker (aged 50 or over).

If you're not aware of the federal government's JobActive Restart program, then read on - because up to a $10,000 "Restart" subsidy for an employee's wage is available as an incentive for you to hire an eligible over-50 job seeker......

Perhaps you're like me - and this caught you unawares. As a business owner, it's easy to become a little isolated from the resources and support that can be available, because we get so immersed in the day-to-day operation of the business.

But with all of the taxes that we pay, if there's a chance to get some financial help from the government in return - then hey, I'm listening with both ears!

Would your business be eligible?

As with any government subsidy, there are naturally some conditions that need to be met. It's not a gift that comes without some strings attached - but they do seem reasonable.

Some of the main requirements include -

• Your business requires an ABN
• The full wage subsidy is payable if employment is for an ongoing job that is at least 30 hours per week. Pro-rate subsidy can be available for employment of between 15 - 29 hours per week (less than 15 hours is not eligible)
• The job cannot be for work that displaces an existing employee
• Sub-contract or self-employment jobs are not eligible
• The job seeker must be aged 50 years or older and have been on income support for at least 6 months

So how would the $10,000 wage subsidy be paid, if your business meets the eligibility conditions?

Payment is somewhat negotiable, but can comprise $6,500 over a 12 month period - or on a pro-rata basis for less that this period. And a bonus of an additional $3,500 is paid if the employment has lasted the full 12 months.

More information about the wage subsidy can be found at JobActive Restart on the website of the Department of Employment

Why hire a mature-age worker?

My own business comprises some recruitment consultancy in both the private and public sector. Over many years, I have encountered a not uncommon  perception in corporate Australia, that the over-50 employee tends to be resistant to change - with limited ability and willingness to adapt to technological advancements.

I have found this to be a very unfair generalisation - and have worked with many mature aged workers who actually embrace the benefits of technological innovation. Resistance and anxiety about change is not necessarily restricted to a particular age demographic - flexibility (or the lack of it) is more likely associated with a person's attitudes and personality.

Many employers do report that a benefit of hiring a mature aged worker is they are gaining someone who brings a great depth of life experience to their workplace and willing to mentor others. Here is a short video clip in which a small business owner describes some of the benefits he believes came from employing an over-50 employee, which included among other things, a good work ethic ....

In closing, I would encourage any small business owner to look at the Restart program if they are experiencing growth or expansion, and to consider whether they could gain benefits to their business by hiring an over-50 worker. 

About the author

Brian Carroll is a qualified psychologist and the founder of a Melbourne based consulting business  Performance Development, providing corporate training & HR services. 

This post was initially inspired by a contact from Hypetap - who are working with the Department of Employment to raise awareness of the Restart program. However there is no financial gain for me in writing this article. I genuinely believe the program offers benefits to small business owners across Australia....... Perhaps however, an additional motivation for me is that I fall into the over-50 demographic myself - and know that I still have a wealth of experience and capability which I continue to offer.

Ensure your small business website is mobile-friendly

If you're running a small business in Australia or anywhere in the world for that matter - and you're connected with some type of business network, then chances are that you're well aware of the impending change on April 21 to the way in which Google will be evaluating websites.

This change will mean that websites that are NOT mobile friendly in their design could very likely suffer a drop in their organic (unpaid) search ranking. This is especially true if the search enquiry itself originates from a mobile device.

But if you hadn't been aware of this fact - then you really need to read the rest of this post carefully.

If you already know about this - then you might find it more useful to check out some of our other posts that could be of more interest, such as getting control of your finances, or personal productivity, or maybe building mental toughness

Action might be needed to protect your small business website from a Google penalty

If your small business is in any way reliant upon your website for generating enquiries and sales - and in particular if your website has successfully ranked well in Google (ie. first page organic results) for your targeted keywords - then you need to ensure that your website is designed to be mobile friendly.

If you are fortunate enough to have a Wordpress platform, then this is generally built in what is often referred to as a "responsive" design and you don't have to worry.

Responsive web design is one that is built to provide an "optimal viewing experience"— in other words, it is considered to offer easy reading and navigation with a minimum of resizing, panning, and scrolling—across a wide range of devices. Devices now-days range from desktop computer monitors to mobile phones.

Google has recognised that a rapidly increasing number of the users / customers of their search engine are using mobile phones when performing a search - and hence the change by Google to give a preference to business websites that offer their users a better experience. Google have recently been attempting to give business owners some reassurance by emphasising that mobile-friendliness of a site is only one signal of many other signals that they use in their assessment.

Adwords is not affected by the change

However the change that Google is introducing will not affect any paid advertising that you might be doing. You only need to be concerned if your business relies upon the organic or natural, unpaid search performance of your website.

What you can do

I attended a luncheon recently, organised by the Bank of Melbourne (check out their Small Business Toolbox) especially for SME owners, and had the pleasure of listening to Leonie Valentine from Google, their Director of Customer Experience APAC. She confirmed that Google will be expanding the use of mobile-friendliness as a ranking signal and that this will impact upon organic search results across all languages world-wide. However some resource sites that might help you include ....

1. Test if your site is mobile friendly
2. Go to your Webmaster Tools account - and you should be able to access a Mobile Useability Report
3. Developers guide to mobile friendly sites 
4. Principles of mobile site design

In summary

Well, this is just another one of those changes that you simply have to adapt to when you're running a small business. But you can't afford to ignore the urgency around this.

Yes, chances are that it will cost you some money to address this issue, if you do discover that your website is not mobile-friendly ......It recently cost me around $2,500 to migrate my management training website across to a responsive mobile-friendly design - but it would have cost me a lot more if I didn't. The developer I used here in Melbourne was WebGenius - but check in with your own network and see what contacts they might have.

Before I finish, here's a video clip from Google Webmasters Central Blog, in which the speaker refers to some basic tools available to help small business ensure their websites are mobile-friendly



Hope this has helped point you in the right direction - Cheers

About the author
Brian Carroll is the founder of Performance Development, a training business in Melbourne, Australia.  He is an experienced management coach with a passion for helping people achieve their goals in life and business. You can find out more about Brian at his Google + profile

A young entrepreneur having a Monsta impact in the surf-wear business

Building a good business can be the pathway to fulfillment and freedom

One of the things that I really enjoy about this blog, is that I get the chance to connect with all different types of people who share my interest in learning how to more effectively run and grow a successful small business. People that come from different backgrounds - with businesses from a range of different industries, based not just here in Australia, but all around the world.

And so many of these business owners have stories about achieving success that can inspire us in our own journey - as well as lessons and tips they freely share which serve to inform and educate. Well, keep on reading folks, 'cause you're going to hear about a young man who offers you plenty of both!

Although business should not dominate our entire life - boy it plays such an integral role in determining our overall sense of well-being, don't you think? .…. We need to find a way to get the business part right and also gain satisfaction from what we are doing. Building a good business provides us with financial security - which in turn offers us freedom to choose the lifestyle that we want. When it all comes together,  then life becomes a whole lot more enjoyable.

And much more stress-free when we’re not worrying about whether we can pay the bills!

Yes, you're in business to make money - but what else?

There's nothing wrong with being in business to make money. To stay in business of course you need to be making more money that what you're spending…... But running your own business doesn’t have to be just about profits and making money - it can meet other needs as well. 

How you run and approach your business is a reflection of who you are – it reflects your values and your priorities, and mirrors what you stand for in your life.

And on this theme of values, this post features an interview with a remarkable young entrepreneur making his mark in the billion dollar surf-wear industry.

His name is Cameron Greenwood, and his motivation in business is to have a positive influence on the world and to inspire young people to follow their passion and dreams. And quite frankly, my gut tells me that within the next few years you’ll be hearing a lot more about this 22 year-old young man and his small business based in Melbourne, Australia, called Monsta Surf.

Cam Greenwood - founder of Monsta Surf

He is building an enormous following in social media (approaching 30,000 Facebook followers), and in the space of just a couple of years is experiencing a solid, consistent rate of growth in sales around the globe for his range of surf-wear, surf-boards and accessories. Here’s what he had to say about his experience so far ….

• Cam, what was your motivation in starting your business – and what keeps you motivated now?

I had always been really interested in surfboard design and in 2012 I started making surfboards in a small storeroom in my backyard. In March 2012, I wanted to label my surfboards and thought of the name Monsta. My partner drew up the first Monsta logo and that’s how Monsta was born. On 7 June 2012 I created the Monsta Surfboards Facebook page. In the first year I was selling surfboards to my friends and through Facebook as well as starting to sell hats, hoodies and singlets.

I think I always had a dream to run a surf company but I didn’t really plan to grow Monsta to what it has become. It grew very quickly and I just went with it. In the first year Monsta had grown to 1000 likes on Facebook and it was then that I realized I had an opportunity to build Monsta into a business selling surfboards and clothing. A year later we had more than 15,000 followers

I saw that I had already created a solid following on Facebook and from this, was receiving a lot of interest in the brand and clothing. I believed I had the opportunity to grow Monsta into a successful business and I believed that it was feasible based on the interest around Melbourne and through leveraging the rapidly growing Facebook following. We  now have 25,000 active Facebook followers, with 30,000 projected by early next year.

I was driven by my passion to pursue my dream to create a surf brand that inspires people and was also influenced by the support from my close friends. After being part of a mission trip to the Huruma Children’s Home in Kenya in 2012, I set a goal to provide financial help with the education of these Kenyan children and wanted to achieve this through having my own business. A component of the annual profit of the business is now allocated to the Huruma Children’s Home through the Monsta Foundation.

Today, I am motivated by my passion to use Monsta as a platform to positively influence the world. I would love to bring cultural reform to the surf scene.

• You were studying business and commerce at university ....... How does that compare to what you’ve actually learned running your own small business?

Everything I have learnt through my commerce degree has been very helpful for the business but the lessons and skills I have learned from actually stepping out and running my own business have been priceless. All of the projects I have undertaken for Monsta have taught me new skills, given me new experiences, developed new capabilities, grown my resources and networks, and has constantly challenged myself and the brand to grow.

I have currently deferred my course to focus on Monsta this semester - but I do plan to go back and study part time next year to finish my degree.

• How have you approached marketing your business? ........ You have amassed quite a significant following on Facebook in a relatively short time, what is your approach to leveraging social media in your marketing?

The way that I approach social media is quite different to most brands. I build personal relationships with Monsta’s ‘tribe’ of followers who take ownership of the brand and spread the word. Most brands use social media with selling being their inherent interest. Basically I use our social media outlets as a platform to share a unique view of the world.

Over time, I have learned to focus on what makes a great, provocative and engaging image while aligning images with the interests of our target customer. I’m very proud of the strong presence Monsta has on social media and we really do have a ‘tribe’ like following with advocates from all around the world.

• What advice would you offer to young entrepreneurs?

I’m passionate about doing what you love and having a red hot crack. I think it’s great for young people to follow their dreams and to not settle for a lifestyle that does not fulfil them. There will always be many challenges and there is lots of things that I wish someone had told me before I launched Monsta. So here are ten tips for the young entrepreneur who is about to enter the battle field:

-     Do what you love: Don’t start a business simply because it seems like a great business idea, do it because you aren’t passionate about it and its what you love. Business built around your passions and strengths will have a greater chance of succeeding. Yes, creating a profitable business is very important, but its just as important that your work is fulfilling. Think about it, you spend most of your life working, so you may as well love what you do!

-     Lead with character: Do what is right because it’s the right thing to do, regardless of the cost to you or your business.

-     Focus on your niche: One of the most important factors in building a successful business is the ability to stand out from the many competitors in your field. One of the best ways to do this is by focusing and catering to a specific niche. Being more specific will help you stand out as well as attracting and marketing to the right audience which will save a heap of time and money. Juggling multiple projects or ideas will limit your productivity and effectiveness. When starting out, do one thing perfectly, not lots of different things poorly.

-     Take calculated risks: The best part of being a young entrepreneur is that you are young and aren’t responsible for much. This is the time to take risks, but make sure you have done your homework before you spend last years wage on your new venture. If you don’t calculate, your business will eventually fail. Projections, strategy options and plans must be in place to avoid making a wild decision.

-     Know your limits: No one can do everything, so don’t try to be a one man show. Surround yourself with mentors and advisors who will help you become a better leader and business person.

-     Stay lean: Scale down pricey plans and large expenditures when starting out. It is very tough to borrow money and it is quite stressful having a big liability so if you need large sums of money to launch your venture, go back to the drawing board. Simplify your business ideas to start small and then refine your concepts as you go.

-     Take advantage of social media: Social media is one of the most useful tools for advertising your venture. Not only can you build up online relationships with your customers but it is also very cost effective and a measurable way of advertising.

-     Keep innovating: even if you think your business or product is perfect, there will always be room to improve. Once your product is out there, you must continue to improve, expand and develop what you’ve created. This is how you remain competitive.



-     Treat people with respect: Success is defined by who you are and how you treat the people around you ...... In particular I think, how you treat the people that you don't need anything from and the compassion that you show, when no-one's watching. For me, that speaks louder than the car you drive or the clothes you wear or the balance of your bank account.

-     Stay healthy: As lame as it sounds, you will be much more productive if you take good care of yourself. Entrepreneurship and start ups are not a 9-5 job, they are a lifestyle and once you become passionate about your venture it will be with you until all hours of the night. I remember having nights where I would be working on a new idea until the sun came up but trust me, you will burn out and make yourself less productive in the long run. Eat right, exercise and prioritise your time for your loved ones and yourself.

Finally, what are your future aspirations for the business?

I believe that God has blessed me with Monsta in order to use it as a platform to positively influence the world. I have lots of dreams and ideas tucked away and I am hoping that one day our foundation can raise enough money to take the kids of the Huruma Childrens Home surfing down the coast of Kenya!

Ultimately, I want the brand’s legacy to be reflected in the lives it influences and I am super excited to see what the future holds.

Thank you to Cam Greenwood …… I’m confident that this young purposeful man will achieve his goals – and that his story will be an inspiration to other young people who want to make a difference. And by the way, you might be interested in this article "Are You Playing To Your Strengths"  and if you're looking for some tips on starting your own business "How to become an entrepreneur"

About the interviewer
Brian Carroll is the founder of Performance Development, a training business in Melbourne, Australia.  He is an experienced management coach with a passion for helping people achieve their goals in life and business. You can find out more about Brian at his Google + profile