5 Steps to Massively Scale Your Business
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Today, I'd like to talk to you about the five-step process we use to take companies from around £/$10k per month to £/$80k - £/$100k per month. It's only five steps. It's not difficult to explain, but it's more difficult to implement. And there are many trips and bumps along the way. But if you've got the enthusiasm and energy and you know you want to do it, I wish you luck on this journey.
There will be a one-page explainer, which you can download and stick on your desk so that you're sure you're following these five steps.
The truth is that creating a clear, repeatable system and the resulting crazy profits from it are easily articulated in this article. The tough part is stopping the entrepreneurial mind from taking a bit from this and bits from other "gurus" and cobbling them together to create something that looks closer to Frankenstein’s monster than a simple, streamlined digital business.
Distraction, hype, and complexity are your enemies; simplicity and focus on one system is your friend.
So with that introduction - let’s start the journey……
1. Understand Your Vision
So, in step one, the first thing you need to determine is what it is that you solve for your customer. What is the main problem that you understand and can solve for your customers? Go deep on the problem and how you will provide your solution. This will be a key to describing your differentiation. You should concentrate on setting yourself apart from the competition by providing something that no one else offers.
Now this is a hang-up for a lot of business owners, as they don’t think they can find something unique. I disagree. Each business has a unique way of dealing with customers or a different way of solving a problem for a customer. Capture these things, even if you think they are tiny, as they will add up to unique things that you can use in your differentiation. And all of this will make it easier to locate your customer and reach out to them with your solutions.
2. Create a controllable, continuous flow of leads into your prospect funnel and convert them into customers
The second step is to get a steady stream of qualified prospects and then turn them into customers. When times are good, is the time to ensure a consistent flow of leads by employing a wide variety of lead generation tactics (not just social media!), both online (e.g. through email outreach) and offline (e.g. via letters), and by using 6 - 1o tactics, making sure that the flow is never turned off but rather dialled down to avoid "feast and famine."
Unfortunately, only a small percentage of businesses are able to really do this. Too often, they are on the lookout for new consumers to add to their base of business. And when they get busy they stop looking. This is a major mistake. An old story tells of a farmer who was digging a well in the rain. "Why bother?" he was asked by a neighbour. "Because now the ground is soft and easy to dig, and I don’t want to go thirsty when the drought comes."
So to start this step, determine who the ideal customer for your business is. You need to let go of the idea that you can cater to everyone's preferences. I have a formula I use with clients to ensure they capture who this client is, but essentially, you need to imagine them as a single person (you may have two or three types in your business; that's fine; think about three different people.) Now work through a day in the life of the customer—the pains they want to solve, the fears and thoughts. What can you do to help, and how will you do that?
Next, provide enormous presale value. Make a name for yourself as the knowledgeable one. By giving potential clients great content like educational resources, webinars, and product demos; show how knowledgeable you are and earn their trust.
Maintain a consistent customer experience: From the first point of contact to the completion of the sale, the customer experience should be as smooth and uncomplicated as possible to maximise the customer's satisfaction and loyalty. Maintain a high level of quality: You should routinely evaluate and improve your presale process, making decisions based on the input you receive from customers and the general trends in the market.
Third, make an effort to make contact with them and assist them both before and after the transaction. You will need to get to the location of your potential customer. And initiate interactions with each individual. That includes sending emails, letters, and other forms of communication. Simply writing blogs and status updates on social media in a passive manner won't cut it!
Maintain a monthly presence in their inbox by sending personalised newsletters and other ABOUT THEM information.Your clients are a rich source of potential business, and you should always look to them for inspiration and look for new and interesting ways to collaborate with them.
3. Develop systems to deliver with repeatable excellence.
Create systems that can sell and deliver products without your constant oversight.
First you must strive to become proficient in whatever it is that you do and do it to the best of your ability. Improve your products and services on a consistent basis. This requires you to remain current on the latest developments in your business as well as the requirements of your customers, to solicit their input, and to use this information to make educated decisions. You should also make investments in research and development, and remain open to novel concepts and technologies, in order to assist you in providing superior goods and services to your clientele.
Develop as many ways to automate your sales and marketing processes and your delivery processes as you can. The use of good, well followed processes and systems reduces faults and human errors, but also ensures that the business can operate when ‘key’ individuals (including the owner) are not there; a critical part of ensuring the business increases in value as an asset and not remain a side hustle or lifestyle business.
Second. Never employ people for necessary skills but for the same behaviours and principles as you. Give them opportunities for continued training and development to assist them in expanding their capabilities and achieving greater success. Create a productive and upbeat working atmosphere that is supportive of employees and stimulates teamwork and innovation. Keeping the most talented employees on board will allow you to stay one step ahead of the competition while also allowing your company to make progress. You have processes you need to be followed and systems that take human error away; allow this to guide your decisions on the people to hire rather than rely on talented individuals to make heroic efforts to keep the business running.
Third, you should productize your services. When it comes to "invisible" products, such as services, it is essential to make them "real" in the minds of your clients. One way to achieve this is to transform the service into something that is more comparable to a product. To put it another way, turn each service into a procedure or tool, then connect each one of those to the following stage of the service (a bit like the Scientific Value-Building Machine). We regularly take clients through a process to do that - an example - a tax accountant might turn their yearly tax return service into a product - “Tax Problems Away” - a done-for-you tax return which ensures you never have to deal with the tax-man again!
4. Implement team cohesion -
releasing you from constant supervision
As a business owner, you need a process to manage both the way to manage your interaction with staff (and that of any managers and team leaders you employ). The process (and it is a process) we have developed from long experience, we call ‘The Four Pillars of Good Management’ and in making hiring decisions that are consistent with high standards of professional ethics. These approaches result in a more cohesive and self-sufficient workforce while simultaneously reducing employee turnover.
The ‘Four Pillars’ process is :
knowing your team,
coaching your team,
providing feedback to your team,
and distributing work to your team.
If you want to be a very successful executive or successful Business Owner, you need to master the fourth rule, which is to delegate a lot of your work. However, you need to make sure that you don't assign work without some additional guidelines and without a mechanism to check that the job is done to a standard that has been agreed upon. That’s where the other three steps come in. This has proven to be an important scaling rule for me. You can’t do it alone...
5. Profit momentum
The fifth and last step. The flow of profits through the use of your systems, which you put in place, to monitor performance and make adjustments as you scale.
In conclusion, you will have more time for yourself as well as increased profitability and scalability in the operation of your organisation.
We plan and carry out the implementation of this approach using over 200 different tools that are applicable to any industry. The process of scaling a business can be difficult, but if you follow these steps, you can improve your odds of being successful in the endeavour.
I encourage you to download this on one page
and if you want to talk about it to someone - book a FREE 45 discussion for our advice below
And I encourage you to do that ASAP, because your business is not going to scale itself and leave you with time for your family, hobbies and your desire to help your community…