Will It Make The Boat Go Faster?

I have to say that I love this book and if you haven’t read it I highly recommend that you do.

The book was introduced to me some years ago at an Entrepreneurs Circle event where Ben Hunt-Davis was the main speaker. Ben was part of the GB Men’s Rowing Eight that won gold at the Sydney Olympics in 2000. It is the story of how after years of winning little they changed the way they worked and the result it had; a gold medal.

David and Ben BW
Me with Ben Hunt-Davis

I remember one of my fellow attendees saying that listening to some bloke talking about winning a gold medal in rowing (for an hour) had nothing to do with their business and it was a complete waste of their time. They couldn’t have been further from the true value of his story. But no amount of trying could convince them otherwise.

You need to read the book but this, in a few words, is the basis of the story. After yet another defeat the crew sat down to discuss what they could do about it; how they could change things. And that is where, ‘Will It Make The Boat Go Faster?’ was born.

The premise was that they would measure everything they tried by – Did it make their boat go faster?

Fighting amongst the crew – did it make their boat go faster? Not surprisingly – No.

Lack of sleep – did it make their boat go faster?

A certain training method – did it make their boat go faster?

Everything they did was given the same test. Did it make their boat go faster?

If the answer was ’Yes’, they did it again and if the answer was ‘No’, they didn’t. It was that simple.

So, if you haven’t got it already, what’s that got to do with your business?

Well, you can run exactly the same test on your business; whatever your goals are. More sales, more profit, better training of staff, it really doesn’t matter what it is. Just run the test.

For example: you produce a new sales advert. Did it make the boat go faster? In your case did it generate more sales? If ‘Yes’ you run the advert again, if ‘No’ you change the advert. You run a workshop. Did it make the boat go faster? In your case did it have the result you were hoping for? If ‘Yes’ the workshop was a success, if ‘No’ it needs to be changed or dropped.

Many things in your business will be done the way they are, just because that’s how they are done. Most without any real thought as to if it’s the most effective way of doing whatever it is.

I was at a large office block recently where at the beginning of the day, when most people are arriving for work, the lifts don’t stop at the first two floors. Why? Because it gets people into the building faster.

So, why not try ‘Will It Make The Boat Go Faster?’ on your business and see what results you get? You might even win a ‘Gold medal’!

Networking doesn’t work…

It’s a FACT!

Well, at least that‘s what I was told at a networking event recently.

I had seen the articulator of this statement before, often in fact, and even spoken to him on occasion; not that he remembered me.

He told me that he had been networking for two years and to date had never got a single piece of business from it. And I can tell you exactly why this is the case. I even tried to help the person concerned but they wouldn’t listen and throughout the remainder of the event he carried on in just the same manner. There’s no need to mention here what Albert Einstein had to say about this sort of action.

The problem was that he wasn’t networking. Well, not in an effective way anyway. His idea of networking was to thrust his business card into some poor unsuspecting person’s face and then quickly move on to his next target. Casting his ‘seed’ far and wide and hoping that something would take root. Rarely does this kind of tactic work as the very act of this sort of behaviour damages the personal brand of the person concerned and with it the likelihood of any business.

What should this gentleman do to improve his networking?

Well, to start with he should stop spreading himself so thinly and spend more time focusing on a few well-chosen networking groups.

But, the big thing is to start building relationships. Networking only really works consistently with people that you have a strong relationship with and this will take time to cultivate. The relationship must also be two-way, not just what you can get out of a person. You need to find out how you can help the other person.

So, networking is the start of a journey. You meet someone at a networking event, ask about them (they will ask about you) and then arrange to meet them again and again. And this may lead to a relationship that keeps giving year after year as you become friends.

Trust me, the results will be so much better than sticking your business card into someone’s hand.

You’re no good to me!

I was at a networking event once; it was in a nice restaurant, lovely evening, great food and pretty good wine.  Just a typical, well to be honest, better than average, networking event with well over one hundred people intent on doing business or just having a good time.

I’ve been to many similar events – some good, some bad – but I have never witnessed what I did that evening.  I have to say that even I was speechless!

I’m sure that we have all seen the inexperienced, or just plain bad, networker who thrusts their business card in your face and says “If you ever need a (whatever it is) you know where to find one”, and disappears as quickly as they appeared. But this person, at this event, took it a whole stage further.

He walked up to the person I was standing behind and said, and I am not making this up, it really did happen, “Hi.  Have you got a will?”  The startled man said, “Yes” and this guy just said “Well you’re no good to me then”, and walked off.  I still can’t believe I heard it or saw it happen.  Needless to say, I avoided that person for the rest of the evening.

So, what’s my point?  Other than the fact this is not a good way for anyone, ever, to act when at a networking event.

Well it’s simple. Networking is about the beginning of a relationship; it’s not about selling whatever it is that you are selling.  Not at the event any way.  It’s about helping people; it’s about building relationships that hopefully will be rewarding and beneficial to both parties, over many years.  Above all, it has nothing to do with a quick sale and moving on to the next prospect.

If you treat networking with respect and forget the quick hit, I promise you networking will bring you the rewards that you are looking for.

99 Red Balloons

I’ve just listened to one of my favourite songs from the ‘80s, ’99 Red Balloons’ by Nena and it reminded me of a presentation I attended some years ago by BNI Executive Director Andrew Hall. If you ever get the chance to hear Andrew talk I highly recommend it as he tells the most amazing stories which are all linked to business success. And it is one of those stories that I want to relay to you now. Although Andrew tells it much better than I will, I think it is so powerful but at the same time so easy to implement.

The story is about selling and comes from the time that Andrew used to sell balloons in Battersea Park.

At the time Andrew had a team of fourteen sellers and what made him unusual was that he trained his team in how to sell a balloon. He didn’t just give each member of the team a bunch of balloons and say ‘go sell’. He did a far better job than that, and this is what he did. It really is what makes the difference between doing an okay job and a brilliant one. And it’s so simple.

It goes something like this. When someone approached the seller, Andrew’s seller would say “Would you like one?”, and that’s where most normal sellers would stop. And in most cases this seller would get a ‘No’ or a shake of the head. But Andrew’s sellers were well trained, and before the person approaching them had time to speak, they added the ‘killer’ line, “Which one would you like?”

They had been presented with a simple choice, would they like the red balloon or the blue balloon? The result? Hundreds of balloons sold.

So, how does this story help you?

The answer is simple. Most people when selling ask the prospect if they would like to buy whatever it is that they are selling. Therefore it is easy for the prospect to say ‘No’. But, if instead, you can provide your prospect with a choice then your conversion will increase.

It can be as simple as asking, “Will you be paying cash or would you like me to invoice you?” Either way they are giving you their order.

If you can find your ‘Which one would you like?’ offering your sales will climb.

And, should you need any help then please do contact me.