Achieving Business Excellence with John Spence

Irrationally Passionate

I was driving into the office this morning (Saturday – and you notice I didn’t call it work) listening to a podcast about how to increase sales. The person being interviewed said that the best way to grow your business was to focus on “irrationally passionate” customers. People, who are fanatical about the type of products or services you sell. Good examples would be Star Wars fans who will buy just about anything that has to do with Star Wars, or a sports fan who is crazy about their team, someone into golf, knitting, gardening, dogs, cats… a target customer who is so irrationally passionate that they become a raving fan for your business because you offer something that they “have to have.”

I love this idea. It makes perfect sense for how to identify your key target market. If you start your focus on this potential group of customers, you will also appeal greatly to the folks that are not quite as passionate but still very interested. It also makes it so much easier to sell when you are offering your products and services to people that are enthusiastic about buying them. I see a lot of businesses waste time and money trying to sell to people that either don’t want or can’t afford their product. Here is a quote I use a lot when I’m delivering sales training, “Don’t try to sell to broke people.”

However, I also saw another application for the idea of “irrationally passionate.” This is the exact same thing that YOU need to be about your business/career if you want to achieve a high level of success. It’s very hard to become superb at something you are not deeply excited about. If you want to be one of the best of the best you must be fully committed… irrationally passionate… and willingly do what unsuccessful people are unwilling to do. So here are a few questions for you.

Are YOU irrationally passionate about…
  • Being better prepared than any of your competition?
  • Being insanely customer focused?
  • Delivering the highest quality products and services?
  • Delivering world-class customer service?
  • Operating with 100% honesty and integrity?
Is your company irrationally passionate about…
  • Hiring only top talent?
  • Building a winning culture of highly engaged employees?
  • Being fair and generous with your customers and employees?
  • Creating high levels of accountability across your entire organization?
  • Fostering lots of open, honest and transparent communication within your company?
  • Focusing intently on disciplined execution?
  • Demanding excellence and refusing to tolerate mediocrity?

These are just a few questions; I could easily add another twenty. The point is, you will never become truly great at something if you are not irrationally passionate about achieving greatness in that area. I know that sounds simplistic, but it is the truth. Unfortunately, I see a lot of people today that think that they can attain great success without great effort. That has never happened and it never will. All success comes from work, usually very hard work, and excellence comes from being irrationally passionate about the pursuit of excellence.

What are you irrationally passionate about?

Five “Easy” Steps to Dominate Your Market

 

Do these five things CONSISTENTLY and you will crush your competition.
I guarantee!!

 

 

Do You Have a Strategic Plan for Your Life?

Click HERE to see John’s BIG Ideas on Strategy

Some BIG Ideas on Strategy

This video is an overview of some of the most important ideas I’ve ever learned about creating and executing a winning strategy for your business.

If you found these ideas of value, I very much hope you will share the video with your network.

Thanks – John

Let’s Talk About Vision

In 23 years serving as a management advisor to companies of every size, all over the world, I have yet to encounter an organization that does not struggle with some form of “communication” challenges. Although this can impact companies from several different angles, there is one communication breakdown that has the most significant impact on the overall success of the business.

The lack of a sharply focused, easily understood and extremely well-communicated vision and strategy for growth.

In most businesses, the executive team and senior managers are constantly talking about the vision and strategy, it’s part of their meetings, it’s what they lay awake at night thinking about, but typically if you go just one or two layers down in the organization nobody has a clue about the actual meaning of the vision and how they are supposed to implement the strategy. Remember this: without a clearly communicated vision there is no way to achieve alignment across the organization, act strategically, empower fast decision-making or create a high level of accountability.

When people do not know where they’re going, it is impossible for them to get there successfully!

The key point here is, to effectively communicate the organization’s vision and strategy you must talk about them all the time, using multiple communications channels, at all levels of the organization, delivering a consistent and focused message. I once had the CEO of a company ask me, “When do you know that you have communicated the vision enough?” I replied, “When you get to point that if you have to explain it one more time… you’ll vomit… that’s when the lowest person in your organization just heard the vision for the very first time.”

The answer is simple: communicate, communicate, communicate… and then communicate some more.

Does Your Team Measure Up?

Four Life-Changing Books

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This Determines the Future Success of Your Business…

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As I look back across two decades of working with companies around the world, there are a few key ideas that I think are fundamental to business success, here is one of them:

 

The success of your business is directly tied to the quality of the people that you can get, grow and keep on your team – and the relationships they create with your customers.

I have yet to meet a single business leader that does not strongly agree with this idea, however I see a lot of businesses where they do not actually live this idea. Today I want to talk about the growth and development of top talent.

Once you get somebody on your team, there is absolutely no excuse for not investing time, energy and money in helping that person continuously improve.

Frankly, I believe this is the single most important investment you can make in your company, because without highly talented people who are steadily getting better and better, you have no chance of making your company better and better. I also write above that there is, “no excuse” because never in the history of humankind has there been more information available, much of it for free, to assist you in delivering world-class training to your people.

Here are just a few of the things that you should be doing:

  • Formal mentoring program
  • Creating a formal development plan for each employee
  • Creating an internal training department
  • Training classes taught by qualified outside instructors
  • Cross training
  • Benchmarking your training efforts against leading companies
  • Buying a copy of a book for each of your employees
  • Creating a lending library of top business books
  • Creating a lending library of training CDs
  • Getting your employees a membership to an audiobook service
  • Getting your employees a membership to a book summary service
  • Bringing in outside experts for a “lunch and learn”
  • Taking your employees to visit other companies
  • Sending out a newsletter with good information for your employees
  • Sending out a list of top podcasts they should be listening to
  • Sending out a list of YouTube videos they should watch
  • Investing in online/virtual training for your employees
  • Taking your employees to a major training seminar by an expert
  • Taking your employees to an industry event
  • Annual or semiannual company training conferences

These are just a few things that I came up with off the top of my head, I’m sure there are several more you could add to this list. But here is my point: if you are not doing all or most of this then you’re not truly serious about helping your people (and your company) to be as successful as possible. A good deal of what I have listed is absolutely free, much of it is very inexpensive, and only a few things require significant financial investment. But I can tell you this, not doing the things on this list is very, very expensive.

If you found value in this blog, I hope you will share it with your network.

***  I wanted to let you know about a very special event I will be participating in on March 12-14 at the Fairmont Banff Springs Hotel in the incredibly beautiful town of Banff, Canada. It will be an exclusive retreat for leaders of fast growth businesses who are looking to engage with other leaders in pursuit of higher levels of performance. We have done this event twice in the past and it has been a resounding success. If you’re interested, here is a link to learn more about the program, we would love to have you join us!

Click HERE to find out more

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The Foundation of Business Success

After more than two decades of working with organizations around the world, the single biggest issue I see in company after company is: Lack of Disciplined Execution.

I meet plenty of brilliant people, who have developed amazing products and services and have unique and compelling strategies for how to win in the marketplace. Yet time and again I see those strategies fail because they are not effectively executed. Below is a article that was created by an amazing company out of New Zealand called Advisory Works. They are among the world’s leading experts in helping companies execute their plans, which is why I am extremely proud to announce that we have formed a partnership so that the team at Advisory Works can assist my clients who are struggling to implement the plans that I help them create.

I believe you’ll find some very powerful ideas in this PDF, things that you can apply right away to help you be more successful in taking the exciting ideas in your company and turning them into action in the marketplace.

Please feel free to share this article with anyone you want to and if you think you might need a little bit of help, don’t hesitate to contact the folks at Advisory Works, you will be extremely impressed.

View and Download PDF

The Four Cornerstones of Strategic Execution 06