They give us a feeling of appreciation and validation that lifts us. Those words of recognition touch our core and give us value as individuals and as business people.

Words of affirmation and appreciation can be a great motivational tool if used properly. I have been in the service industry for over 16 years now and one thing I’m guilty of is not using the “Atta boys” the way I should have. Today I’m happy to share that change has come because I have learned. With awareness comes great learning and it is through that learning that we have the power to change lives and make a difference. Today I’ve learned that the quickest way to improve my business is to impact my employees in a positive manner.  

Here’s how it all came about…  A few months ago I was visiting my good friend Keith who was showing me around his shop. I noticed that in the area where he holds his morning meetings there was a big board that had all the “Atta boys” posted. On this wall of appreciation were printed out on highly visible paper the names of the employees in BOLD for everyone to see and admire. Next to the name were the comments from clients giving praise and appreciation for whatever good deed that employee did. Some were just a customer stating how happy they were with the service or how nice the technician they sent out was. This wall of appreciation showed pretty much any positive calls received in house concerning any employee and I was impressed!

Keith says “It’s one of the best things I’ve ever done in my business. It keeps the moral of my team high and they all seem to work harder to get those “Atta boys” coming.”

So often in business we focus on the bad calls and everything that went wrong. We make a big deal about how this should have been done this way or that way! We go on and on about how this can’t happen again or why didn’t you show up on time! We tend to focus too much on the negative and not enough on the positive because we forget that positive reinforcement is a much greater motivator than its counterpart the negative.

What I’ve learned by talking with guys like Keith is that he’s been able to retain some of the same guys in a Pest Control service business for over 15 years. The amazing thing is understanding that the way he’s accomplished this is by spotlighting the positive because he knows it goes  a lot farther than spotlighting the negative’s! He’s improved his business and touched the lives of his employees at the same time by doing something that didn’t cost him any extra expense only words and actions of gratitude and appreciation.

I would love to hear how you and your company handle the “Atta boy’s or girls”

If you are like me and I’m sure you are, this conversation has gone through your mind a time or two in your business lifetime.

As a direct result of many less than desirable past experiences with small jobs, we all battle with this negative thinking in our business day to day. We begin to question what our minimum price should be, are we losing money here? Can we really afford to send a sales rep out for what sounds to be a job too small? Is this even worth it?

In recent times I have decided to better my business views from the inside out! I have now come to change my thinking from negative to positive and the results are promising! I stopped looking at small jobs as a hassle and have taken on a brighter view. Today I like to think of them being an opportunity to talk or meet with someone that is worth my time.

Here are four reasons why you should take the small jobs:

1. If you are a good salesperson with some up selling experience small jobs can always lead to bigger jobs. For example, a homeowner wants to replace a sink in the bathroom. It’s a pretty small job. But what if that sink replacement becomes more than that? Countertops and cabinets could also be upgraded, along with some new paint, and flooring. This could turn into a nice big sale!
2. If your vehicle is properly lettered – it’s great exposure for you, which could lead to more work. This small job client could even refer you to a neighbor who needs a big job that could bring in a nice unexpected sale down the road.
3. In this economy leads are scarce – you never know if that phone will ring tomorrow. Take that call with enthusiasm, talk to the “small” client, listen carefully and give them the same importance as everyone else. Remember, think positive and then be ready for potential big business now that you have them on the line!
4. What if they try your competitor and fall in love with them becoming your competitor’s biggest cheerleader. The last thing you want is to send more business to the competition and give them something to smile about!

Join me in changing your thinking from negative to positive when it comes to small jobs. I hope that, after today, you think twice before quickly stating your minimum price and possibly chasing off a job that could pay next month’s mortgage bill!

This is a topic of conversation I hear in many places:

• networking events,
• trade shows, and
• one to one discussions with business owners.

It sure seems to be the water cooler topic among many business owners!

A great example of rewarding customers for referrals and service is currently being done by a Pest Control Company in Southwest Florida, Larue Pest Management.

I feel it’s a great concept worth sharing –

They’ve implemented a rewards program in the form of points awarded to customers for repeat service & referrals to redeem for items on their web site!

I must say – I wasn’t real sure of this concept or how it would be received by the customer, until I was awarded some points to spend on an item that fell within my points budget!

Let the Shopping Begin!

I realized how much I enjoyed searching through the items until finally choosing one.

Now every time I watch the DVD I purchased – I think of Larue Pest – who awarded it to me…

Are you currently using a ‘point rewards system’?

Do you give a referral fee?

Do you have any comments, or feedback, on this concept?

If so – I’d love to hear about it, and how it’s working; please comment below.

Here’s to your success,

- Jason

PS – Here’s a link to a Rewards Points Company you can consider.

…clever ad on a billboard, or even on a vehicle, that made you laugh?

An ad so clever that you just HAD to share it with others?

How good do you think it is for your business to be the topic of conversation?

I’ll tell you – it’s INVALUABLE!

As business owners, we only hope someone is talking about our company in a positive way.  Well, here’s a tip, that if executed properly will provide that chance –

I strongly suggest you invest in a vehicle wrap.

This one decision could impact your bottom line immensely for the POSITIVE!  Think about it – let’s say you have a window cleaning business and someone is beside you in traffic – staring at this ad:

If you can get them laughing and discussing your ad – you got em!

Follow that up with an advertisement in your local paper with the same ad, and now – you’ve really got ‘em!

Does it work?

A friend of mine owns a Carpet Cleaning Company in Fort Myers, Florida, and he says since he wrapped his vehicles — the amount of business he’s received (directly from the exposure of the vehicle wrapping) has more than tripled!

If you’re thinking vehicle wraps are expensive – you’re right!  However, unless your vehicle is parked in a garage — once it’s wrapped, it’s going to be DRIVING business to your door (no pun intended)!

I strongly suggest, as one small business owner to another, you think outside the box when it comes to advertising — and give a vehicle wrap a try.

Let me know how it works for you!

That’s a wrap!

- Jason

…I can honestly say that successful networking has been the key to my success in business.

Here are a few key thoughts to remember when networking:

• Don’t go to an event looking only for business – you should go in looking to establish a relationship first, once a relationship is established it almost always leads to work… not the other way around.
• Ask questions other than business.
• Make eye contact (don’t be looking over the persons shoulder for something better to come along!)
• Follow up, Follow up, Follow up - Yes, I said it three times it’s that important, really lets the person know you were interested enough to continue the relationship, I do this by (phone call, letter, e-mail, etc…)
• Keep it light – make them laugh.

I know a guy who isn’t the best networker and by no means a standup comic, however, he always has a joke up his sleeve to break the ice.

Don’t be afraid to use this tactic - what I’ve noticed is that many people will bring their friends over to hear the latest joke.

If you are looking to polish your networking skills you should consider a Lee Knapp boot camp held locally in Ft Myers Florida, learn more by visiting http://www.leeknapp.com/services/boot-camp/, or calling Lee directly at (239) 481-8557.