business consulting Geelong

Doers Versus Completers

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In this video, I talk about the difference between “doers” and “completers” and why this really comes down to creating a sense of urgency in your team. Doers are often busy with tasks, but without much focus on getting things finished. Completers, on the other hand, are the people who push through, finish the job, and get that sense of achievement that comes with completion. 

As business owners, we want more completers. The best way to encourage this is by using what I call “time talk.” It’s about framing every meeting, every discussion, and every instruction with a time frame. For example, “Will you have that finished by the end of today?” or “Can we complete this by the end of the week?” By consistently talking about time and completion, you pass on your sense of urgency to your team. 

This can be a great discussion point in team meetings and a tool to boost productivity across your business. If you’d like help building urgency and accountability into your workplace, reach out, I’d be glad to help. 

Hugh
0409 402 474

How to Qualify Customers

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In this video, I talk about how to qualify customers properly and why it can save you a huge amount of time and frustration. I share a real example where one of my clients wasted half a day on a prospect who was nowhere near ready to buy, and how better qualifying could have prevented that. 

The key is to ask better questions. I explain how to:

  • Uncover the customer’s real problem
  • Understand the impact it is having
  • Clarify their time frame
  • Find out if they have a budget in mind

These questions quickly reveal the quality of the lead and how serious they are about moving forward. 

I also share some practical ways to raise the quality of your leads: using questionnaires to gather more detail, inviting prospects to your office or showroom so they buy into the process, and even offering paid site visits that show commitment and deliver value. 

By combining great questions with strategies that encourage buy-in, you can focus your time and energy on customers who are genuinely ready to do business. 

If you’d like help designing your own qualification process or building tools like questionnaires and site visit offers, reach out, I’d be glad to help. 

Hugh
0409 402 474

The Real Value of Capability Statements

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In this video, I talk about capability statements – what they are, how to use them effectively, and the one thing you should never do with them.

A capability statement is more than just a glossy brochure; when used properly, it’s a powerful tool to attract the clients you actually want to work with – the ones who are profitable and can provide repeat business. 

I share my best advice on how to present a capability statement face-to-face, how to highlight the right services for each client, and why showing genuine passion and enthusiasm makes all the difference. Most importantly, I explain why emailing your capability statement is one of the quickest ways to lose its value. 

If you’d like help creating or using a capability statement to win the right customers for your business, get in touch, I’d be glad to help. 

Thanks
Hugh