Achieving Business Excellence with John Spence

How to get the most out of a workshop, seminar or speech

This is a great video for leaders, managers and employees to watch to help get the very most out of a business training workshop, seminar or keynote speech. I have been a business trainer and keynote speaker for more than two decades and I share with you in this video why it is so critical to pay attention and apply what you learn when your company spends a lot of money to send you to a training workshop, seminar or speech.

How To Be A Great Mentor / Mentee


Free eBook Link for Building and Sustaining a Winning Culture by John Spence

Business Success Made Simple

8D9xPlllM2WzeTfM4McZ-Tl72eJkfbmt4t8yenImKBU8NzMXDbey6A_oozMjJETcFor nearly a decade I’ve been jumping up and down at almost every seminar I teach shouting, “Whoever owns the voice of the customer – owns the marketplace.” Yet I am still absolutely flabbergasted by how few companies truly do even an average job of listening to the people who pay all the bills – their customers. Because I’ve built my entire career around making complex things simple, here are four very simple questions to ask as many of your customers as possible:

 

  1. What are the top THREE reasons you do business with our company?

If you ask lots and lots of your customers this question, and a clear pattern emerges, they have just told you your value proposition and given you incredible insight into how to build your brand. I will quickly use myself as an example; I asked several dozen of my top clients around the world specifically why they hired me and the answer came back exceedingly clear,

 “John, we don’t know any other speaker who reads and studies as much as you do, you been reading more than 100 business books a year for 20 years, teaching for some of the top companies and business schools in the world and you are a top 100 business thought leader  – you are a complete freak for learning about business. You’ve also been the owner or CEO of 10 companies, and was the CEO of a Rockefeller foundation at the age of 26, so this is not just about theory – you actually know what it’s like when you’re having a hard time making payroll. Lastly, is easy to see that you are deeply interested in and knowledgeable about business, every time you present you are focused and passionate about what you’re teaching– and because of those three things we always get a high ROI when we engage you.”

So my brand isResearch + Real-Life + Passion = ROI

I challenge you to do the same thing with your customers, ask a large number of your best customers specifically why they chose to do business with you and they will give you information that will be invaluable in your marketing and branding going forward.

 

  1. What do we do that frustrates you? What would you like us to start doing, stop doing or do differently in order to make it easier to do business with us?

Again, if you ask a significant number of your top clients this question there will likely be a clear pattern and then it’s very simple: immediately change the stuff they want you to change if at all possible. Be warned, if you ask this question and do not heed their advice it would be worse than never asking the question at all, so you have to be prepared to make the changes they suggest.

 

  1. What would we need to do to earn more/all of your business?

When you get quality feedback on this question you have essentially been given your growth strategy directly from your customers. It has been my experience in working with dozens of clients on this exercise that your top customers will give you the same three or four answers, which should then be turned into key strategic objectives. I cannot possibly think of a better way to grow your business then ask the people who are already spending money with you specifically what you would need to do to get them to give you more money. Yes, it is just that simple.

 

  1. What would we do that would cause you to fire us immediately?

Typically you get several very clear and straightforward answers here around breach of confidentiality, unprofessional behavior, substandard work, missed deadlines, scope creep and things of that nature. Once you collect these answers make a list of the pattern and then make sure that everyone in your business understands that they must never do any of these things!

 

You can change the questions around a little in order to match your industry and your customers, but at the end of the day if you’ll just pick up the phone and call a handful of your best customers and ask them questions like the ones above, you will be overwhelmed by the quality and value of the answers you get and how significantly this information can impact your business. I know this suggestion is so obvious and simple as to almost be offensive, but I can also tell you that less than 10% of businesses ever do this exercise. So get on the phone or send out a survey and let me know how things turn out for you – I very much look forward to your feedback!

How To Be More Successful in 2015!

shutterstock_1197366For 20 years I have traveled upwards of 200 days a year worldwide to help people and businesses be more successful. In this video I will share with you what I have found that will make you more successful than 90% of the people around you. It is a very simple idea, but one that exceedingly few people do. I hope you find this video of great value. I wish you every possible happiness and success in the new year. Love, John

PS – I have added several links below the video that should be highly helpful in your learning and development goals for 2015 and beyond. Please feel free to share them with anyone you might want to. Good luck!!

Here is a link with more information on the FREE Virtual Sales Kick Off:  VSKO2015  (You don’t want to miss this one!)

Here is a link to the top 60 (or so) business books I have ever read:  Top Business Books  (you have to enter your email to get this list)

Here is a list (with links) to my top learning resources:  Top Learning Sites

Business Success Made Simple

 

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So let me make this Awesomely Simple… The key to Genius Leadership and Business Success is…

Purposefully Helping Others!

 

I think that pretty much sums it up.

Please share with your friends and colleagues. Love, John

The Most Important Thing In Business

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I was talking to a good friend of mine, Bob Fetterman, who is the manager of the performing arts center at our local college, when he turned me and said, “In one word, what is the most important thing in business?”

I thought about it for just a few seconds and then confidently answer, “Talent.” Bob looked back at me and said, “It’s the same in the theater.”

The truth of the matter is it’s the same in just about every organization. If you’ve done a truly good job of finding highly talented people you have built the foundation for a sustainably successful organization. Because no matter what’s wrong in your business; if you have great people they can figure out a way to fix it. On the other side of the coin, no matter what’s wrong in your business, if you have bad people they will make it worse.

In the class I teach on strategy at Wharton I tell my students that we are entering an era where there is very little opportunity to create sustainable competitive advantage. Your competitor can copy your products, they can put a location right across the street, they can spend ten times what you do on marketing, they can drop their price, they can offer free shipping, they can do lots of different things to try to win in the marketplace, but if you have superior talent, your people will figure out how to win against the competition. To me, two of the only sustainable competitive advantages left to most businesses are:

The quality of the people that you can get, grow and keep on your team

 

The relationships they create with your customers

 

Which means that talent acquisition, talent development and talent retention should be a major strategic imperative in your business. In addition, you will need to create a winning culture of highly engaged, satisfied and loyal employees who are fanatical about delivering only the highest quality products and services and having only superior customer relationships and will tolerate nothing less.

Years ago I had lunch with a gentleman who built his business from one acre on the edge of a dairy farm, to a multibillion-dollar enterprise and I asked him what he felt the most important thing in running a successful business, he didn’t hesitate, he looked at me and said, “John, you can kid yourself about a lot of things in business but at the end of the day it’s always people, people, people.”

 

If you have 5 seconds I would deeply appreciate your vote as a top small business influencer…


Free eBook Link for Building and Sustaining a Winning Culture by John Spence

How to Make 2014 Your BEST Business Year Ever!

If you found this video of value, PLEASE take a moment to share it with your entire network.  My goal is to help as many people as possible have a fantastic 2014 in their business!!  Thanks so much, I wish you every possible happiness and success in the new year!!!!  John


Free eBook Link for Building and Sustaining a Winning Culture by John Spence

Radical Transparency

Recently I did some work for client in the healthcare industry where one of the employees is suing because she said it was an “abusive and aggressive environment” within the organization. After looking into the situation more closely I realized that what she was characterizing as abusive and aggressive was merely that she was being held 100% accountable for doing her job – and she did not like it. When she was told she was not meeting goals, not meeting deadlines, and not delivering the results she had agreed to – she took that as her manager being overly aggressive. I sat in on several mediations with this employee and her senior staff and at no time could I discern that she had actually been treated poorly, rudely, aggressively or abusively – she simply did not like being held accountable for actually doing the work she was paid for. It would be almost funny if it weren’t for the fact that I see this over and over again – in company after company – and in this particular company there’s a lawsuit being filed because an employee felt that  “pressuring her” to get certain projects done by a certain date was… unfair!!!!!!!!!!!!

Then I came across this Harvard blog article on “Radical Transparency” which to me is just another way of saying that it is critical to set exceedingly clear goals and then be 100% transparent in sharing that information with everyone in the organization so that everyone knows exactly who is pulling their own weight, getting the work done and delivering the results that will keep the entire company moving forward. I, personally, think this is absolutely the best way to run a business and the very foundation of creating a high-account ability culture – but I’ve also seen many, many employees fight back tooth and nail to keep anyone from ever knowing exactly what level of work they are actually doing.  To me this is an exceedingly important issue – here is the link…

http://blogs.hbr.org/cs/2012/10/why_radical_transparency_is_good_business.html

 Hope you find the HBR article of value – take good care — John

**** I have been working on seminars and workshops on this topic for last several months and have partnered with a company called RESULTS.com who has a dashboard system to achieve exactly what this article is suggesting; radical transparency of all key goals and objectives to everyone in the entire organization – I recommend them VERY highly if you need a dashboard system. Let me know if you need any help from me in this area – as I truly think this is critical for long-term business success.

 

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