The problem with most business proposals is that they’re too focused on selling the business to the potential clients. A better tactic is to focus on the client’s needs and wants. It’s outlined in Alan Weiss’s book, ‘Million Dollar Consulting Proposals’, a well-worn copy of which is in the hands of Nicole Ashby, Founder of Mentoring to Success. Nicole and her clients swear by the million-dollar proposal. She describes what it is and how to implement it, so you can win a larger share of lucrative...
May 01, 2024•11 min•Ep. 1034
If you currently employ casual staff, now's the time to check whether in fact they're employment is genuinely casual. Cheryl-Anne Laird, Head of the HR and IR Division at Mazars, says changes to the Fair Work Act 2009, has redefined what it means to be a casual employee. For instance, casuals will have the right to convert to permanent employment, but employers can decline the request on reasonable grounds; as Cheryl-Anne describes what "reasonable" means. Business Essentials Daily is produced b...
Apr 30, 2024•10 min•Ep. 1033
Too many companies focus on the products they provide. They tinker with the price, and they highlight the features. The problem is that it’s harder to differentiate your product from everyone else’s. To standout, insists entrepreneur Roy Osing, you need to deliver dazzling, astonishing customer-service, moments that take your buyers’ breath away. Triggering the most valuable marketing of all – rave-worthy word of mouth. Business Essentials Daily is produced by: SoundCartel soundcartel.com.au +61...
Apr 29, 2024•11 min•Ep. 1032
How well does your website perform in search engine results? If it’s not at least on page one, you need to understand how Google’s algorithm is prioritising quality content over quantity, and build that into you SEO (Search Engine Optimisation) strategy. That’s according to Sagar Sathi, Founder and CEO of digital marketing agency Xugar. The credibility of the author are also important factors in determining search rankings, strengthening your SEO and overall marketing strategy, which has the cap...
Apr 28, 2024•11 min•Ep. 1031
Do you find some people on your team are difficult to communicate with? Perhaps they don’t give straight answers, or they dominate group conversations, or they’re outright hostile. Well, they could demonstrate one of four main communication styles: aggressive, passive, passive-aggressive or assertive. Communications specialist Leah Mether unpacks each style and how you can adapt to better connect with your team. Business Essentials Daily is produced by: SoundCartel soundcartel.com.au +61 3 9882 ...
Apr 25, 2024•13 min•Ep. 1030
Fleur Heazlewood reckons that our race for more is reducing ourselves to less. Our health and wellbeing is the ‘less’, while the ‘more’ is the endless cycle of being busy. The answer, she says, is to prioritise our own wellbeing; if we do that, everything else will fall into place. Fleur shares some practical tips from her book, ‘Resilience Recipes: Making space for wellbeing that works’. Business Essentials Daily is produced by: SoundCartel soundcartel.com.au +61 3 9882 8333 See omnystudio.com/...
Apr 24, 2024•9 min•Ep. 1029
A self-entitled employee is someone who thinks they should be paid more, who always wants promotions, the best opportunities, bonuses and take holidays only when it suits them. Often, a self-entitled employee is not particularly good at what they do, they do less work than their peers and add less value. So, how do you handle them? Workplace expert Michelle Gibbings says you need to address their behaviour regularly and methodically. She steps us through the types of conversations bosses should ...
Apr 23, 2024•9 min•Ep. 1028
Since the pandemic, the rate of people recording psychological distress has increased massively. That’s according to Kerry Howard, corporate mental health advisor, and author of, ‘How to heal a workplace culture: Tackle trauma, foster psychological safety and boost happiness at work’. She explains what trauma is and how to help minimise the traumatic impact in the workplace, through understanding and compassion. Business Essentials Daily is produced by: SoundCartel soundcartel.com.au +61 3 9882 ...
Apr 22, 2024•12 min•Ep. 1027
How are you doing with sales? Do you have a winning sales strategy or approach? If not and you’re struggling to close, you might need a different pitch. Glenn Poulos has developed a sales pitch from his many years in corporate sales, marketing and customer service roles. The ‘Punch Perfect Pitch’ starts with a "punch" or "bang" – an impactful opening that grabs the audience's attention. Because it’s important to understand the client's pain points and demonstrate how your product or service can ...
Apr 21, 2024•9 min•Ep. 1026
A successful sales team as one that is fully engaged, highly satisfied, able to handle pressure, and performs at their best. That’s according to Anna Glynn, speaker, author and coach on thriving workplaces, who shares her six secrets to sales success. Implementing the six principles, she insists, takes time and should be part of an ongoing plan. Business Essentials Daily is produced by: SoundCartel soundcartel.com.au +61 3 9882 8333 See omnystudio.com/listener for privacy information....
Apr 18, 2024•12 min•Ep. 1025
There are four key questions a business owner needs to ask themselves about why customers or clients choose their business. That's according to Dan Williams, Asia Pacific Coach for EOS Worldwide, a global network of business coaches. In this episode, Dan Williams explains how studying your customers can lead to increased profitability. Business Essentials Daily is produced by: SoundCartel soundcartel.com.au +61 3 9882 8333 See omnystudio.com/listener for privacy information....
Apr 17, 2024•10 min•Ep. 1024
Lawyer Tracey Mylecharane feels that we’re in a crisis of knowledge. Countless business owners, she says, are simply not aware of some of the legal issues affecting their own business and their customers. There is a lot of risk that could be avoided by doing due diligence and risk management. She insists that businesses have the right legal documents that are tailored to their circumstances, the right insurance and proper systems and processes. Business Essentials Daily is produced by: SoundCart...
Apr 16, 2024•9 min•Ep. 1023
We’re living in such a fast changing world, that for many the rate of uncertainty has made it difficult to plan for the long-term. But plan we must, says an optimistic Nigel Collin. You must find the right balance of planning for the future with the flexibility of shifting course when storms approach. Nigel, who’s weathered many business squalls over the years, offers some guidance for others in business for the rest of this year and beyond. Business Essentials Daily is produced by: SoundCartel ...
Apr 15, 2024•10 min•Ep. 1022
Facts and stories play a vital role in successful sales operations. While facts build trust and demonstrate value, stories engage and connect with people on an emotional level. The problem is that businesses tend to use either sales or facts to convert customers or clients to purchase. Sales expert Sue Barrett, CEO of Barrett Consulting Group, insists a good story has the power to inspire action and create a sense of connection between the storyteller and the audience. Salespeople should embrace...
Apr 14, 2024•10 min•Ep. 1021
Businesses are scrambling to keep up with latest trends in technology and take advantage of the efficiencies of digitisation. At the same time, mediocre customer service is rampant. So, how can you embrace the benefits of the digital era while also servicing customers with the human touch they crave? Well, Jaquie Scammell provides the answers in her new book, ‘The Future of Service is 5D’. The concept encompasses the physical, cognitive, emotional, social, and spiritual dimensions of human inter...
Apr 11, 2024•11 min•Ep. 1020
How do you explain to a member of your team that they have body odour? It’s a delicate conversation – you don’t want them to feel terrible, but it’s important to let them know. For help, we turn to HR guru and CEO of Corporate Dojo, Karen Gately. Body odour aside, most businesses require a certain standard of appearance, particularly in customer-facing roles. Is it okay to expect staff to cover those tattoos and nose piercings, polish the shoes, and keep hair tied back? Karen says it's important...
Apr 10, 2024•11 min•Ep. 1019
The current economic climate is having a significant impact on small businesses, with SMEs struggling across various industries. According to Wayne Morris, CEO of Fifo Capital, many businesses don’t fully understand the importance of cashflow, often focussing solely on profit and loss statements. Managing cash flow effectively, requires forecasting, clear terms and conditions, and understanding customer credit ratings. Business Essentials Daily is produced by: SoundCartel soundcartel.com.au +61 ...
Apr 09, 2024•12 min•Ep. 1018
More than a third of all businesses in Australia are female-owned – a significant proportion, with the vast majority being mothers. Incredibly this demographic is an audience that remains largely untapped. Kate Christie is a time management expert and author of five books, including her latest, ‘The Life List: Master Every Moment and Live an Audacious Life’. She discusses what business can do to effectively capture the purchasing power of women. Business Essentials Daily is produced by: SoundCar...
Apr 08, 2024•10 min•Ep. 1017
Too often sales people tell the customer what they think they want to hear, rather than asking questions and listening to customer concerns. That’s according to business coach and trainer Jim Cocks, who equates great questions with great sales. Jim offers insights into how to improve sales performance by focusing on mindset and building rapport with potential clients. He offers strategies for handling objections and closing the sale. And he shares seven sales beliefs that can impact success. Bus...
Apr 07, 2024•10 min•Ep. 1016
When Dr May Chan was a child, she had a fall which resulted in dental issues and an unwillingness to smile for family photos. This experience would later be pivotal in her ambition to pursue a career in cosmetic dentistry. Ten years ago, Dr May and her husband, Dr Reuben Sim, started Dental Boutique in the Melbourne suburb of Balwyn. Today it has grown to 10 surgeries across Australia and New Zealand. They have since won a slew of business awards. She discusses the life-cycle of business growth ...
Apr 04, 2024•13 min•Ep. 1015
Business Coach Dan Williams says he can chalk up most business failures to weak processes. An Asia Pacific business coach for coaching firm EOS Worldwide, he says successful firms need to have strong processes at their core, otherwise their possible growth and ability to scale will be hobbled. And he says strong processes will lead to fewer people leaving the company. Business Essentials Daily is produced by: SoundCartel soundcartel.com.au +61 3 9882 8333 See omnystudio.com/listener for privacy ...
Apr 03, 2024•8 min•Ep. 1014
The good old days in agency land saw long lock-in contracts, mark ups on media buying and the money flowed. At a time when there are more ad, digital and PR agencies than ever, James Smith, CEO of digital agency Smith Brothers Media, explains why there’s a shift in monetization strategy across the industry. Business Essentials Daily is produced by: SoundCartel soundcartel.com.au +61 3 9882 8333 See omnystudio.com/listener for privacy information....
Apr 02, 2024•12 min•Ep. 1013
There’s a goldmine of extra income a lot of businesses are missing out on because they don’t follow up effectively. Sales expert and Founder of BOOM Sales!, Trent Leyshan, reckons businesses haven’t implemented a proper follow-up process or structure. Trent explains how to follow up, using both traditional and digital methods. Business Essentials Daily is produced by: SoundCartel soundcartel.com.au +61 3 9882 8333 See omnystudio.com/listener for privacy information....
Apr 01, 2024•8 min•Ep. 1012
Rarely do we know when crisis will strike – a pandemic, war, or a GFC-like event – but if it does happen, the impact on your business and staff could be just as seismic. So how can you prepare for a potential disaster? It helps to have an adaptive mindset, insists Prof Martin Bean, CEO of The Bean Centre, and former Vice Chancellor of RMIT University, during the lockdown days of COVID-19. He has co-authored a book, ‘Toolkit for Turbulence: The mindset and methods that leaders need to turn advers...
Mar 31, 2024•10 min•Ep. 1011
To maintain long-term profitability, you need a strategy that can adapt to new trends and consumer demands. Companies that don’t change will fall behind, says consumer and marketing guru Barry Urquhart. Barry identifies three pillars of business success, and offers the example of a particular Australian hardware company, which is pivoting from hardware to homeware – a subtle, yet powerful realignment. Business Essentials Daily is produced by: SoundCartel soundcartel.com.au +61 3 9882 8333 See om...
Mar 28, 2024•10 min•Ep. 1010
Many businesses are being held back because their owners either can't, or won't, identify what they are bad at. That's according to Dan Williams, Asia Pacific Business Coach for EOS Worldwide, a global network of business coaches. Dan says it is crucial for business owners to identify what they "suck" at. He says that by slowing down and taking stock of everything you do, it's possible to identify tasks that you either hate or are bad at. Only then can you work on solutions, which may include ou...
Mar 27, 2024•8 min•Ep. 1009
Several years ago the corporate world was going crazy over the latest business fad of Blue Ocean Strategy. The book of the same name won a slew of awards and sold millions of copies worldwide. The concept was simple: try to capture "blue oceans" of unexplored new markets. Like many theories, it just doesn’t work in a practical sense. Entrepreneur Roy Osing unpicks the problem of Blue Ocean Strategy specifically, and why some in academia are too far removed from the practicalities of running a bu...
Mar 26, 2024•11 min•Ep. 1008
Workplace culture is fundamental to the success of your business. If your people aren’t happy, the productivity and profits of your business are greatly impacted. Corporate mental health advisor, Kerry Howard, addresses the issue in her book, ‘How to heal a workplace culture: tackle trauma, foster psychological safety and boost happiness at work’. She says it’s up to the business owner or leader to learn how to manage interpersonal connections among staff. Business Essentials Daily is produced b...
Mar 25, 2024•11 min•Ep. 1007
Workplace productivity has taken a dive in the last couple of years. In fact, it dropped 3.7% in 2022-23, according to Australia’s Productivity Commission. Productivity in the workplace involves effectively leveraging resources to deliver outcomes. So how do you do that? HR consultant Karen Gately says bosses should set clear expectations, fostering engagement, and focusing on intrinsic motivators. Business Essentials Daily is produced by: SoundCartel soundcartel.com.au +61 3 9882 8333 See omnys...
Mar 24, 2024•9 min•Ep. 1006
Traditional sales skills may not be sufficient to overcome the challenges faced by sales teams today. A new approach is needed to end rising disengagement, stress and burnout, and equip sales leaders to lead their teams confidently to success. That’s according to Anna Glynn, who says leaders need to ensure that their teams have the mindset and toolset – not just the skillset – to succeed in sales. She calls these the off-field factors and they relate to the resources available that help achieve ...
Mar 21, 2024•9 min•Ep. 1005
