People tend to think, if I think out of the box, I can be better. Yes, that’s true. But to think out of the box, first you need to know what makes up the box. Then you can begin to think out of it.
Learn the rules like a pro, so you can break them like an artist. - Pablo Picasso
Note the two words Pablo Picasso used, “pro” and “artist”. Both deal with expertise. Get to know your box really well.
Can
you get out?
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Inspiration doesn’t get you started. Action does. If you wait for inspiration, you are going to wait for a long time. People who get things done are people who do it even when they don’t have inspiration.
What’s making you procrastinate?
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In the beginning, it all sucks. Everything you begin to do will likely be imperfect. Not to your expectations. That’s how everything begins. When you do more and do more often and review, you get better and better at it. Judge things at the end. Not at the start.
Would you give yourself more time?
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In business, the strong gets stronger over time and when managed well. The weak gets slaughtered. Especially in times of uncertainties and crisis. Knowing this, managing your business is very much like managing your health and fitness. It will take time, discipline and wise choices to keep good health and be fit. It has to be on a daily basis and not every now and then.
Can you withstand a crisis?
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Anytime you grow, you are changing and by definition transforming. It can be painful because we are animals of habit. We dislike change and we like predictability. Unless you embrace change it’s very hard for you grow. You have to spur your own growth and change. Otherwise, external forces will force you to change.
Can growth happen without pain?
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If a majority of your loyalty plan members are also loyalty plan members of your competitors, then is it still a loyalty plan?
Research shows 70% of hotel loyalty members participate in multiple programs. We suspect this happens to your loyalty program too.
In the same research, we see that:
One Loyalty Programme
38% of airline loyalty members
31% of hotel loyalty members
44% of OTA loyalty members
Multiple Loyalty Programme
62% of airline loyalty members
70% of hotel loyalty members
57% of OTA loyalty members
Source: Phocuswright
What are you trying to achieve?
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Some people
tend to ship whatever they have completed and rationalize that it is good
enough. That it should be marketed.
When you egg
them to make it better, they argue that the cost will increase. They debate
that no one will buy it. In reality, that little bit more? That extra? That is
the difficult part. Difficult for them to do more and be better. Playing it
safe and doing what most other people do is what most people do. But it is that
extra, that bit more, the difficult part that makes you different. That makes
people want to buy you and that they are willing to pay extra for.
Do you want to
make more money?
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Don’t underestimate your knowledge and skills. It is worth something to someone. Not everyone can apply the learning from someone who is a serial entrepreneur, with X amount of turnover a year with Y amount of profit per quarter, has written Z number of books and coached a million other business person. Sometimes all we want is YOUR knowledge. Not some celebrity guru’s syllable.
Didn’t think we
need you?
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Every process creates waste. Training to be a good athlete, starting a business, manufacturing something. Each of these processes creates some form of trash. Seemingly useless only to be discarded.
However, this
trash is sometimes a treasure. The experience of training to be an athlete can
be shared with the others. By-products of manufacturing something can also be
sold to others. The process of building a business allows you to know yourself
better.
Sometimes
reaching the objective may not be the biggest achievement you get. The process
itself is an achievement.
What did you set out to achieve?
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Nobody is as deaf as those who don’t want to listen. Nobody is as blind as those who don’t want to see. Nobody is as ignorant as those who refuse to learn.
Perhaps you should get out of your own way.
Can you help yourself?
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Your customers buy solutions. They don’t buy hours. Why are you selling hours then?
If your
customer’s air conditioning has broken down, you quote them based on how much
to get cool air flowing again. They are buying cool air flowing again. Not whether
you take 10 minutes or 10 hours to fix it.
How long you
take to solve the problem is your expertise. If you can do it efficiently, it’s
your skill and knowledge in running your business.
The customers
don’t need to know that. They just need to know; this is the solution you can
provide and this is how much it will cost them to solve the problem.
Are you selling
hours or solutions?
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Everything can work as long as you:
Put in the work.
Keep adjusting what doesn’t work.
Give it time.
How do you make it work?
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When you seem to be inundated with a lot of problems, ask yourself what can you afford to pay people to solve them. If money can solve the problem, then it is not a problem at all. Most people think about saving money. They think using money to solve certain problems is wasteful. But they forget, the time saved in having the problem solved is priceless. They also forget, freeing brain-space from stress the problem brings also means more space to make more money.
What are you truly saving?
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Understand your own vision, your critical vulnerabilities, and your own priorities. String these together to create your own strategy that you can execute. When you start executing your plan, you will build momentum and it becomes easier to ignore the nay-sayers. Doesn’t matter how you start as long as you start.
Is it really that difficult?
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Whenever you find yourself comfortable, stuck, maybe even sliding in your business, it is time to get help. You probably know it but may be blinded by denial. If you just pause and reflect, you know you need to take action.
Sometimes, that
action means money. Money may be the best thing that can shake you out of your
slumber; as most people are attached to money. When you are ready to let a
small part of the money go, it signals to your brain you are ready to change.
Take a course, engage a consultant, make some changes in your process, revamp
areas that has not been changed for decades. All the things that need money.
That jolt maybe all you need to start afresh.
Is it worth the money?
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One way you can break through the clutter is to question what your industry may think of as “impossible”. Things they don’t do collectively and won’t do collectively. Because that’s just the way it has been done since forever.
You can choose
to break this. They won’t love you anymore. But you don't need their love. They
didn’t really love you anyway.
Would they follow you?
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Don’t worry about climbing high and don’t worry about walking the tight rope. Both can be scary. But if you find the right way and you aren’t afraid of finding the right balance to get there? Then it can happen safely.
It’s all about
finding the right balance, even if that is the most dangerous thing to do.
How far can you go?
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You can have
talent, drive, charisma and intelligence but if you don’t have patience?
Someone is going to go out there to teach you a lesson.
What will crash you?
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Some
entrepreneurs in the journey of entrepreneurship tend to forget that before
others can respect you, you need to respect yourself. It’s understandable that
when times are bad, you may have to compromise to get where you need to be. But
this should not be done at the expense of your own self-respect. First respect
yourself and what you bring to the equation, then you can demand the respect
from others.
You are in
charge of your own destiny, you have the responsibility to your own reality.
You may have to
negotiate in a moment-to-moment basis with the nuances and idiosyncrasies of
the industry and certain prospects and clients. But always do it with dignity
and your head held high.
If you live by
someone else’s rules? You lose. It may take time to create your own rules but
you have to start somewhere. Start and build it a day at a time. Each action at
a time. Skills and knowledge, they compound on a daily basis. Skills and
knowledge across time bears rich experience and deep expertise only sweat,
tears and the occasional blood can buy. You can demand respect but only when
you can say this is my value. This is my skill. This is my knowledge. This is
experience and this is my expertise. You want these from me, you honour it.
You honour it
the way I would like you to do business with me. You honour it by understanding
what it takes me to do the work you want us to do for you. There is a lot at
play and you will have to pay for it. And sometimes it is a price that you may
not expect. But you honour the value that I bring to the table.
Can you demand respect?
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Someone told me last week; the company’s tagline is a lie. They can’t do what the tagline says. It’s beyond his pay scale to ‘fix’ it even if he tries with all his might.
Eventually the market will find out and the market is very unforgiving. It's something where you can’t fake it till you make it.
Do you keep your promise?
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Someone asked me this week, what if you assumed a certain target market and went after it. But after a while you realised that those aren’t the people that are buying you.
It’s a good thing. It means you have done real testing of your market. Now go after this “new” market with all your heart! Then figure out what you were missing with your original market you sought to serve. What did you not do? What would make them resonate with you? Figure this out and you have an additional market.
What can you make better?
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