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Working Harder, Growing Slower? Here’s What’s Really Blocking Your Next Level

Mon, 30 Jun 2025 01:41:39 GMT

Ever feel like your business is always busy, but somehow stuck in the same spot - like you’re driving in circles, not breaking through?

You’re working harder than ever. Hitting decent numbers. But growth just… stalls. The team starts feeling scattered. Meetings blur into each other. And no matter how many times you roll out the plan, something’s missing: the needle doesn’t really move.

Sound familiar?

You’re not alone.

Most owners hit this invisible wall - right around that $1–$5M mark - where the old playbook stops working. It’s not for lack of effort or ambition. Usually, it’s something deeper.

Let’s get honest about what’s really going on - and what actually gets you out of the rut.

Growth almost never stalls because of “the market” or “not enough leads.”

It’s usually something much less obvious - and a lot closer to home.

In most $1–$5M businesses, the real reason growth flatlines is misalignment.

People are busy, but they’re not pulling in the same direction.
You roll out a plan, but by next week, half the team’s forgotten it - or never got it in the first place.

Communication breaks down. Goals get fuzzy. Accountability slips.

Research shows that 90% of leaders don’t hit all their strategic goals - not because they’re lazy or clueless, but because execution falls apart. And it’s usually traced back to one thing: the message never really landed.

Here’s what that looks like on the ground:

Everyone’s got their own version of what “success” means.
Priorities shift with every new meeting.
Teams operate in silos. People do their own thing.
The owner becomes the bottleneck - constantly explaining, clarifying, chasing.

If you’ve ever thought, “I said this ten times—why isn’t it sticking?” - you’re seeing it happen in real time.

Alignment and clear communication aren’t just nice-to-haves. They’re the difference between spinning your wheels and finally breaking through.

What Most Owners Do (That Doesn’t Work)

Let’s be honest - when things stall, most owners double down on the usual fixes. They start chasing the next shiny thing, hoping it’ll magically align the team.

Here’s the problem:
If your strategy isn’t landing with your people, you can’t out-market misalignment.
You can’t hire your way out of a confused culture.

And new tools just create more noise if no one understands the plan.

What happens?

Cash burns faster than results come in.
Energy goes to putting out fires, not building real momentum.
The team’s busy, but the business isn’t moving.

Owners end up feeling frustrated, isolated - and sometimes even resentful.

Why isn’t anyone “getting it”? Why does everything feel harder than it should?

The truth is, it’s not about working harder. It’s about fixing the root so the work actually pays off.

The Shift That Changes Everything

Here’s what I see with owners who finally break through:

They stop throwing spaghetti at the wall.

They get ruthless about clarity - what actually matters, who’s doing what, and how success is measured.

No more assuming “everyone gets it.”

They communicate the plan seven times, in seven ways, until it sticks. Sometimes, it takes one tough conversation to admit:
“I’m the bottleneck. My team’s confused because I haven’t made it clear - or I’ve tried to do it all myself.”

That’s the turning point. The breakthrough isn’t a new tactic.

It’s making sure the whole team is aligned, engaged, and clear on what actually moves the business forward.

Action Steps

Ready to break the cycle? Start here - don’t overthink it.

Audit one process.
Where are you still the bottleneck?
(If you disappeared for a week, what would stall? That’s your leverage point.)
Ask your team the uncomfortable question:
“What’s slowing us down that nobody wants to say out loud?”
Then actually listen - no defensiveness.
Pick one system or routine to fix or delegate - just one.
Don’t try to overhaul everything at once.
Nail one thing, build momentum, repeat.
Communicate the plan.
Seven times, seven ways.
Email, meeting, whiteboard, even a Teams message - whatever gets it seen and heard.

Small, real steps.

If any of this sounds too familiar, you’re not behind - you’re just stuck at the spot where most growth-minded owners get tested.

Stop guessing, hoping busy equals progress. Start building real leverage & start making the plan unmissable.

Want my step-by-step checklist for getting unstuck? Click Here

Let’s cut through the noise and get your business moving - without burning out.

The 'One Trick Pony' Sales Model

Sun, 09 Jul 2023 22:07:51 GMT

Over the years, I've come across businesses that have what I like to call a "one trick pony" sales model. Let's delve into that below.

But first, let's consider some real-life scenarios:

Company A offers administration services to small businesses, focusing on restructuring their office processes. They train the owners to understand these systems and once the training is completed, they walk away from the client, considering their job done.

Company B sells building products to the residential housing market. They have a quality product range with multiple uses for wider industry buyers, such as commercial and rural sectors. However, they primarily focus on the domestic market, which is currently experiencing a major slump. Despite this, all their management training and marketing efforts remain centered around serving domestic clients better.

Company C sells business training tools for small to medium business owners to improve their business management. They tirelessly approach the market to sell these tools, but once they make a sale, they quickly move on to the next one. However, the skills evident in designing these tools could be of far greater use to the clients than just providing the tools themselves.

Company D provides meals in an iconic southern NZ location. Their meals are incredibly popular, and their following requires little marketing. However, they solely sell meals without any additional offerings. While their customers leave satisfied, the financial success of the company solely depends on the number of meals sold.

So, what exactly is a "one trick pony" sale?

Think of it as a circus where you witness animals performing a multitude of tricks. However, the little pony can only do one trick, and its relevance to the overall circus experience is fleeting.

Similarly, a business that provides a one-time sale that briefly enhances a customer's life or fulfills their immediate needs, but lacks ongoing relevance, can be considered a "one trick pony" sale.

At iKULUTU, we understand the importance of building long-term relationships with clients and offering ongoing relevance. We believe the following list represents the order of the easiest to hardest client product mix:

Selling an existing product to an existing customer.
Selling a new product to an existing customer.
Selling an existing product to a new customer.
Selling a new product to a new customer.

The businesses mentioned earlier primarily focus on selling to new clients using existing products, which often results in a one-time sale and a lack of future interactions with those clients. In other words, it's a "one trick pony" sale.

So, how can we solve the above issues?

Now that we understand the need for businesses to stay relevant to their clients, let's see what the examples above could do to change their business models:

Company A now offers three services:

A small consulting package to restructure small business operations and set them up for success.
Ongoing administration system maintenance for clients at 50% of their regular charge-out rates.
Managing a database of existing and potential clients for the business. This database is utilized to send marketing messages, generating new leads and repeat business, effectively helping pay for the ongoing services.

Company B expands its marketing efforts to:

Target the commercial sector and offer special deals to the rural sector. The commercial sector, in particular, has customers with multiple projects, requiring regular product sales.
Provide free maintenance processes to residential clients for the first three years after construction, extending the product warranty beyond any competitors' offerings.
Offer detailed warranty record books to all residential clients. These books are sent to the clients' Valuers, helping them maintain an up-to-date record of the property's warranty compliance, which in turn assists the clients in verifying the property value.

Company C, instead of selling tools, now offers:

Business training and coaching services, supported by a toolkit of documents to help the client become a better business owner.
This approach fosters a long-term relationship rather than a one-off sale.

Company D, while still providing meals, has expanded its offerings:

They now sell merchandise for customers to remember their dining experience.
Additionally, they have created a Facebook page to capture client sentiments and directly engage with them about their latest offerings and events.

Now, let's address some common problems:

Customers are often unaware of the level of expertise and skill available beyond the initial sales pitch, which is often of greater importance to them than the sale itself.
These companies previously focused solely on improving their skills, resulting in increased frustration when faced with the treadmill of non-repeat sales.
They invested more money in short-term outcomes without breaking free from cash flow pressure.

So, what can you do to overcome these challenges?

Start by valuing your skills, as the client will value you in return.
Differentiate yourself from the competition by always focusing on what the client wants, rather than solely what you can sell.
Strive to become recognized by your clients as a valuable supporter of their business, with a focus on helping them achieve their goals and desired outcomes.
Begin by selling your existing products to your existing customers. Make sure they are aware of your full product and service list and how it benefits their goals.
Finally, consider seeking business coaching support. A fresh perspective on your approach to your business and your clients can be immensely valuable.

By implementing these strategies, you can transform your business from a "one trick pony" into a dynamic and sustainable venture that builds long-term relationships with clients and delivers ongoing value.

Remember, success lies in understanding the importance of continuous relevance and adapting your business model accordingly. Together, let's break free from the limitations of a single trick and embrace the limitless possibilities of a multifaceted approach.

Navigating the Demographic Shift: How to Prepare your Business for Sale in an Aging Population

Mon, 26 Jun 2023 03:59:13 GMT

In today's business landscape, an often-overlooked factor that can have a profound impact on the value and salability of a business is the demographic shift towards an aging population. As the number of retirees increases and the pool of potential buyers decreases, business owners may find it more challenging to sell their businesses at a desirable price. Understanding this shift and taking proactive steps to prepare your business for sale in light of these changes is critical for securing your financial future.

Understanding the Demographic Shift

The demographic shift refers to the changing composition of a population over time. In this context, it signifies an increase in the proportion of older individuals within the population. According to data from the United Nations, by 2050, one in six people in the world will be over the age of 65, up from one in 11 in 2019 ( https://www.un.org/en/development/desa/population/publications/pdf/ageing/WorldPopulationAgeing2019-Highlights.pdf ).

This increase in the aging population has broad implications, including a shrinking workforce and changing consumer preferences.

For business owners looking to sell their businesses, this demographic shift can result in a more competitive market, with fewer potential buyers and a possible decrease in business valuations. Understanding these trends is essential for positioning your business favorably in the market.

Challenges for Business Owners

As the population ages, business owners face several challenges when preparing their businesses for sale:

Reduced Buyer Pool: With more people retiring, there may be fewer entrepreneurs looking to purchase existing businesses.
Changing Consumer Preferences: An older population may have different needs and preferences, affecting the demand for certain products and services.
Increased Competition for Buyers: As many business owners from the baby boomer generation reach retirement age, there is likely to be an influx of businesses for sale, making the market more competitive.
Workforce Considerations: As the population ages, companies may face challenges in recruiting and retaining a younger workforce, which can be an important consideration for potential buyers.
Economic Impact: The aging population can affect the broader economy, potentially leading to slower economic growth, which can affect business valuations and buyer confidence.

Adapting Your Business Model

In light of these challenges, adapting your business model becomes a necessity. Here are some steps you can take:

Target New Markets: Consider diversifying your target market by including products or services that cater to an older population.
Leverage Technology: Utilize technology to streamline operations, improve efficiency, and appeal to a broader range of potential buyers.
Build a Strong Team: Focus on recruiting and developing a younger workforce, which can be an attractive feature for potential buyers.
Offer Unique Value: Differentiate your business by offering unique value propositions that set it apart from competitors, particularly in a saturated market.
Develop a Scalable Model: Creating a business model that is easily scalable can be attractive to potential buyers looking for growth opportunities.

By understanding the demographic shift and the challenges it presents, and by adapting your business model accordingly, you can position your business for a successful sale, even in an increasingly competitive market.

Exit Strategy Options

In a tough business climate, having an exit strategy is critical. Here are some options that can be considered for a planned and smooth exit:

Management Buyout: Selling your business to your management team ensures that your business is left in experienced hands.
Sell the Business Externally: Finding an external buyer could potentially provide you with a higher return on your investment.
Pass onto Family: If you have family members capable and willing to take over, this can be a good way to keep the business within the family.
Shut the Business Down: In certain scenarios, winding down might be the most viable option, especially if the business is not doing well.

Preparing Your Business for Sale

To ensure a smooth sale in the future, it is essential to have your business well-prepared. Here are steps to take:

Implement Robust Systems: Streamlining operations through effective systems is critical. This adds value to your business by ensuring efficiency and consistency.
Ensure Predictable Revenue Generation: Develop strategies that ensure a steady flow of new business. A predictable revenue stream makes your business more appealing to potential buyers.
Create a Succession Plan: Develop leaders within your organization who can continue to run the business efficiently even in your absence. This adds a layer of security for a potential buyer.
Documentation and Compliance: Keep your documentation, licenses, and compliances up to date. Having all the paperwork in place will build confidence among potential buyers.
Build a Brand: Work on creating a strong brand identity. This makes your business more attractive and can fetch a higher price.
Optimize Financial Performance: Ensure that your financial records are impeccable and that the business is financially healthy.

Exiting a business is a complex process that requires planning and strategic thinking, especially in a challenging market. By considering various exit strategies, and preparing your business for an eventual sale, you not only protect your investment but also ensure that the business continues to thrive. This preparation is critical for making the sale process smooth and beneficial for both you and the buyer.

Are you interested in learning more about preparing your business for a successful exit? We invite you to attend our seminar, “Beyond Business: Planning Your Exit,” on July 12th at 12pm at the MACTODD offices in Queenstown. This seminar will provide you with insights, strategies, and practical steps to ensure that you are well-prepared for a successful business exit. Don’t leave your business future to chance - be informed and take the right steps towards securing your legacy.

5 Traits of Successful Business Owners

Wed, 15 Mar 2023 01:32:25 GMT

There are certain traits that the most successful business owners all seem to share...

Running a successful business is no easy feat. It takes hard work, dedication, and a willingness to take risks in order to achieve success. However, there are certain traits that the most successful business owners all seem to share. By cultivating these traits in yourself, you can increase your chances of success in your own business endeavors.

In this post, we'll take a look at the top 5 traits of highly successful business owners. From visionary thinking to creativity, these traits are essential for any entrepreneur looking to build a successful business. By the end of this post, you'll have a better understanding of what it takes to be a successful business owner, and you'll be better equipped to develop these traits in yourself. Let's dive in!

Trait 1: Visionary Thinking

Visionary thinking is the ability to think creatively and imaginatively about the future of your business. It involves having a clear understanding of where you want your business to go, and being able to come up with innovative ideas and strategies to get there.

This trait is especially important for business owners, as it allows them to anticipate changes in the market, stay ahead of the competition, and take advantage of emerging trends. By thinking outside the box and having a clear vision for the future, business owners can set themselves apart from their competitors and achieve long-term success.

Trait 2: Adaptability

Adaptability is the ability to adjust to new situations and changing circumstances. In the world of business, this trait is crucial for success, as the marketplace is constantly evolving and changing.

Business owners who are adaptable are able to pivot quickly when necessary, whether it's in response to a new competitor, a shift in consumer preferences, or a global crisis. They are able to see change as an opportunity rather than a threat, and are willing to take calculated risks in order to stay ahead of the curve.

Some examples of successful business owners who have demonstrated adaptability include:

Reed Hastings, the co-founder and CEO of Netflix, who has led the company through multiple pivots, from a DVD rental service to a streaming video platform to a content creator and distributor.
Tim Cook, who took over as CEO of Apple after Steve Jobs' death and has successfully guided the company through a period of intense competition and disruption.
Jack Ma, the founder of Alibaba, who has adapted his business to fit the needs of the Chinese market, including creating new products and services tailored specifically to Chinese consumers.

These business leaders were able to adapt to changing circumstances and seize new opportunities, even in the face of adversity. By doing so, they were able to stay ahead of the competition and achieve long-term success.

Trait 3: Resilience

Resilience is the ability to bounce back from setbacks and failures. In the world of business, this trait is essential, as every entrepreneur will face challenges and obstacles along the way.

Business owners who are resilient are able to stay focused on their goals, even in the face of adversity. They are able to learn from their mistakes and use them as opportunities for growth and improvement. They are also able to maintain a positive attitude and keep their team motivated, even in tough times.

Some examples of successful business owners who have demonstrated resilience include:

Oprah Winfrey, who overcame a difficult childhood and numerous setbacks to become one of the most successful media personalities in history.
Richard Branson, who has faced numerous setbacks and failures in his various business ventures, but has always bounced back and remained optimistic about the future.
J.K. Rowling, who was rejected by numerous publishers before finally finding success with the Harry Potter series.

Trait 4: Focus

Focus is the ability to concentrate on a single task or goal, without getting distracted or derailed by other priorities. In the world of business, this trait is essential, as it allows entrepreneurs to stay on track and achieve their objectives.

Business owners who are focused are able to prioritize their time and energy, and allocate resources effectively. They are able to identify the most important tasks and projects, and stay committed to them even in the face of distractions and obstacles.

Trait 5: Creativity

Creativity is the ability to come up with new and innovative ideas and solutions. In the world of business, this trait is crucial for success, as it allows entrepreneurs to differentiate themselves from their competitors and create new opportunities for growth and expansion.

Business owners who are creative are able to think outside the box and come up with unconventional solutions to complex problems. They are able to identify emerging trends and adapt their businesses to meet the changing needs of their customers.

Conclusion

In conclusion, the top 5 traits of successful business owners are visionary thinking, adaptability, resilience, focus, and creativity. These traits allow entrepreneurs to stay ahead of the curve, overcome challenges, and achieve their goals.

As a business owner, it's important to focus on developing these traits in yourself. By cultivating visionary thinking, you can stay ahead of emerging trends and identify new opportunities for growth. By being adaptable, you can pivot quickly in response to changing circumstances and stay ahead of the competition. By remaining resilient, you can bounce back from setbacks and stay motivated in the face of adversity. By maintaining focus, you can stay committed to your goals and make the most of your time and resources. And by being creative, you can differentiate yourself from your competitors and create new opportunities for growth and expansion.

By focusing on these traits, you can increase your chances of success in your own business endeavors. So take some time to reflect on these traits, and think about how you can develop them in yourself. With hard work, dedication, and a commitment to these traits, you can achieve great things and make a lasting impact in your industry.

Unlocking Your Business's Full Potential As A Busy Parent

bryan@ikulutu.com (Bryan McIntyre) — Fri, 17 Feb 2023 01:57:20 GMT

How a Business Coach Can Help You Balance Business and Family Life

As a business owner, you're juggling multiple responsibilities. But when you're also a parent with children at home, the balance can become even more challenging. There's no doubt that running a successful business requires hard work and determination, but have you ever considered hiring a business coach to help guide you along the way? In this blog, we'll explore the benefits of working with a business coach, and how they can help you and your business thrive.

Have you ever watched a sports team excel under the guidance of their coach? A business coach is no different. They bring a fresh perspective to your business and can help you identify areas where you can improve. Whether it's developing new strategies to increase revenue or optimizing your operations, a business coach can offer valuable insights and ideas that you may not have considered before. By working with a coach, you can unlock your business's full potential.

One of the most significant benefits of working with a business coach is that they hold you accountable. As a business owner, it can be easy to fall into a routine or get bogged down in day-to-day operations. A coach will challenge you to think critically and hold you accountable for following through on the goals you set. They will push you to step outside of your comfort zone and try new things, which can ultimately lead to increased success for your business.

Do you ever feel overwhelmed by the constant demands of running a business and raising a family? A business coach can help you find a balance. By working with a coach, you can learn how to prioritize your time and focus on the things that matter most. They can also help you develop strategies to manage stress and avoid burnout. Ultimately, working with a business coach can help you achieve greater work-life balance, which is essential for both your personal and professional success.

Finally, a business coach can help you achieve your long-term goals. By working with a coach, you can develop a roadmap for the future and stay focused on the big picture. They can help you set realistic goals and develop a plan to achieve them. Whether you're looking to expand your business, increase revenue, or develop new products, a coach can help you create a roadmap to get there.

In conclusion, hiring a business coach can be one of the best investments you make for your business and personal life. They can offer a fresh perspective, hold you accountable, help you find balance, and guide you towards achieving your long-term goals. So if you're feeling overwhelmed or stuck in a rut, consider hiring a coach to help you unlock your business's full potential. Remember, just like a sports team, you can achieve greater success with the right coach in your corner.

Gain the Edge Over Your Competition: The Power of Investing in Knowledge

bryan@ikulutu.com (Bryan McIntyre) — Mon, 13 Feb 2023 21:53:32 GMT

How to Utilize the Latest Technology and Spot Opportunities Before Anyone Else

As a business coach for over 2 decades, I understand the importance of staying ahead of the curve. It’s no secret that the key to success is to be one step ahead of the competition. The same is true for businesses. To stay competitive, it’s essential to always be learning and investing in knowledge.

I like to compare the pursuit of knowledge to riding a bicycle. When you’re on a bicycle, the moment you stop pedalling, you start to lose momentum. That’s why it’s important to keep pedalling, even if you’re not going anywhere. The same is true for businesses. To stay at the forefront of your industry, you must keep learning, even if you’re not seeing immediate results.

If you’re not investing in knowledge, your business will be at a disadvantage. You will be unable to capitalize on new trends or take advantage of new technology. You’ll be stuck playing catch up, never able to gain an edge over your competitors. You’ll miss out on opportunities to grow your business and be left behind.

But if you make the effort to stay ahead of the curve, you will be able to spot opportunities before anyone else. You will be able to capitalize on new trends, utilize the latest technology, and come up with creative solutions to problems. You’ll be able to gain the edge over your competition, and your business will thrive.

That’s why I’m hosting a Zoom event called ‘The Edge’. I want to help business owners understand the importance of investing in knowledge and teach them how to stay ahead of the curve. I invite all business owners to join me and learn how to gain the edge over their competitors.

Unlock the Power of Understanding Your Target Market

bryan@ikulutu.com (Bryan McIntyre) — Mon, 13 Feb 2023 21:51:34 GMT

How Knowing Your Customers Can Help You Achieve Success in Business

I often think about the importance of understanding your target market. It’s a key factor in achieving success in business, yet it’s one that many business owners overlook or don’t take the time to invest in. It’s a bit like a farmer tending to his crops. If he doesn’t understand the soil, the climate, and the pest control methods, his crops are likely to suffer and his harvest will be poor.

The same can be said for business owners who don’t take the time to understand their target market. Without the right research and insights, they won’t be able to craft an effective and tailored message that resonates with their customers. This can result in a lack of engagement and sales, as well as a lack of trust and loyalty from their customers.

Understanding your target market doesn’t have to be a daunting task. I’ve been in the business for a long time and I’ve learned how to make the process much easier. But it does take the willingness to work on your business, rather than in it.

The benefits of understanding your target market are enormous. It will help you create a message that resonates with your customers and help you build stronger relationships with them. It will also give you a better understanding of their needs and preferences which can help you create better products and services that your customers will love.

We've designed a whole module on creating what we call - a Market Dominating Position (MDP) centred on your ideal customer.

Using this strategy effectively has been powerful for our clients, many seeing their goals achieved years in advance of their expectations, booked months in advance from the leads generated and sales like they never have before. Ultimately, having to turn off their advertising to cope.

We're facing unprecedented times ahead in business with the current climate, those who prosper are the ones willing to start evaluating their daily decisions and habitual behaviours and begin focusing on their future.

Pricing for Profits

bryan@ikulutu.com (Bryan McIntyre) — Mon, 13 Feb 2023 21:45:36 GMT

The power of a consistent and reliable pricing model

As a business coach with over 2 decades working with business owners, and prior to that 2+ decades working with business owners in the banking industry, I have seen first-hand the power of a consistent and reliable pricing model. In today’s blog, I’m going to be talking about the benefits of this pricing model, and why it can help business owners to take their companies to the next level.

Do you ever feel like you’re stuck in a cycle of haggling over prices? Do you feel like you’re not getting paid what your services are truly worth? If so, you’re not alone. I’ve seen this all too often, and I want to help business owners break out of this cycle and take their companies to the next level.

A consistent and reliable pricing model offers a number of advantages. First, it offers business owners the ability to quickly calculate the price of any order. This means you don’t have to spend time haggling over prices with customers, thus saving you time and energy.

It also allows you to set clear boundaries, so that customers know exactly what they’re paying for. This makes it easier for you to say no to customers who are asking for too much or trying to take advantage of you.

Finally, it also helps you to be more consistent with your pricing. This means that customers know what to expect when they work with you, which helps to build trust between you and your customers.

But how do you go about setting up a consistent and reliable pricing model? That’s where I come in. I’m hosting a free event, called The Edge, where I’ll be teaching business owners how to set up a reliable pricing model.

At The Edge, I’ll be walking you through how you can build a pricing model that will confidently result in more profitability for the work you're already doing. I’ll also be sharing stories from real business owners who have seen success when implementing these strategies. This will help to illustrate the power of getting your pricing right, and why it’s worth investing the time and effort into setting it up.

So if you’re looking to take your business to the next level and gain the competitive edge, join me at The Edge. I can’t wait to see you there!

Head over to www.iKULUTU.com and register for The Edge now.

Discover How Successful Business Owners Do The Important Things That Matter The Most

Thu, 05 Nov 2020 23:27:40 GMT

Yes, it’s a crazy old world out there...

And Yes , it’s easy to get distracted by it all.

And Yes , it’s easy to fall into the trap of feeling that you are not in control anymore. And that SUCKS! It’s an awful feeling.

But none of the world’s craziness at the moment is your fault. And you definitely can’t control any of it.

So why stress over something beyond your control? Makes no sense, right?

But there is something that you can control….

What you do Today, Tomorrow and the Day After! (aka “Your Daily Habits”)

That’s It!

Nothing else matters… AND, you are the only one in control.

The 10 Habits of Successful Business Owners That Only YOU Control

TTT which stands for ‘ Time To Think ’… create a question and take 45 minutes in a quiet room with zero distractions to write down your thoughts and solutions to it. This will perform like MAGIC for you.
Exercise … go to the gym, or just go for a walk. It will fire-up your daily productivity and your income.
Identifying your 80 / 20 (50% / 1%). Everyone says they know the 80 / 20 rule but very few apply it.
Things that are directly related to your ultimate vision . See #1 if you are not clear on your ultimate vision.
Acknowledging “ small wins ” (small wins are proven to lead to your BIG wins)
High productivity tasks (think 1% / 50%) that ‘move the needle’.
Exploring innovative , new ways of doing something that will increase your effectiveness and productivity.
Doing things that heighten your creative juices .
Getting others to complete your low-end tasks (cleaning, cooking, driving, laundry etc…).
Identifying high productivity individuals and working with them.

If you need help to get back in control of your business, reach out, I’m here to help.

Changing lifetime work habits is hard to do by yourself. Most people need a coach to lock it in.

Carl Spruyt – iKULUTU.com

Let's take a quick check-up

bryan@ikulutu.com (Bryan McIntyre) — Thu, 05 Nov 2020 23:21:23 GMT

How Many of These Do You Suffer From?

Let’s be honest, we’re all guilty of wasting time on stuff that doesn’t really matter.

As a Business Owner you can not afford to be distracted and lose focus on your big vision. It’s the old saying….”Time = Money”.

So, if you are doing things that are holding you back then you have a real problem.

Take the test. How many of the 7 biggest time wasters below are you doing EVERYDAY….?

The 7 Biggest Time Wasters Most Business Owners Suffer From….

Doing things, you HATE doing
Doing things you are NOT SKILLED at
Doing things OTHER PEOPLE ask you to do
Continuing to do something that has already TAKEN TWICE AS LONG as planned
Stopping something and then planning to COME BACK to it
Doing things where you need to rely on OTHERS THAT ARE UNRELIABLE
Doing something THAT’S ALWAYS BEEN DONE THIS WAY

If you need help getting off the time-wasting treadmill, reach out, I’m here to help.

Changing lifetime work habits is hard to do by yourself. Most people need a coach to lock it in.

Carl Spruyt – iKULUTU.com

Direct Response or Bust

bryan@ikulutu.com (Bryan McIntyre) — Mon, 07 Sep 2020 00:10:57 GMT

Direct response marketing is marketing that demands a direct response from your potential customers...

This type of marketing is used to answer questions, present your branding, products and the reason you do what you do.

Customers love this, as they are offered the opportunity to respond, whether that be in the way of signing up for a newsletter, posting a comment on your site or blog, or purchasing a product from you.

So, what does direct response marketing look like? Well, it comes in many forms, including:

Direct mail
Print ads
Radio and TV ads
Coupons or other incentives

Some of the advantages of direct marketing are:

A great way to use free time during lulls in business
Productive way to communicate and empower you to create more relationships
Great way to up- and cross-sell to current customers
Low cost way to rustle up new business
Used as leverage to turn small sales into large sales
Supplement your current marketing program
Cost-effective way to reach target markets
Offers measurable results
Reach outside your local area for new business
Increase the effectiveness of your sales force

These are all great things that can come from just taking a few simple steps to putting together a direct response marketing plan and executing it.

“I honestly don’t think you’ll ever find a safer, lower-risk, higher-profit method of increasing your business or profession than direct-response marketing.” Jay Abraham

Direct response marketing is one of the best ways to launch your business on a large scale and reach out to everyone in your target market whether they are in your local area or not.

Our FREE test drive can help you put together a great direct response marketing plan and get you on your way to heightened success.

Carl Spruyt – iKULUTU.com

Kick Start Your Marketing

bryan@ikulutu.com (Bryan McIntyre) — Tue, 25 Aug 2020 02:13:57 GMT

What are the three most important start up marketing tools you need?

Today I’d like to share with you the three most important start up marketing tools you need to get and keep new customers.

In person: It’s essential you meet with customers/clients in person whenever possible. This shows you respect them and take the time to work with your clients to give personal attention to each of them.
Follow up letter: Always take a moment to send a follow up letter about what you talked about, new agreements or partnerships made and to thank them for taking the time to meet with you. Likewise, you should always send thank you letters or small gifts to partners you find success with.
Phone call: Use a telephone call to follow up with them to talk again about the matters you talked about in your meeting and offer any assistance you can to help their business run smoothly and more successfully.

None of these will work if you don’t have a quality product/service to back you up!

Here are the key steps for putting together your start-up marketing tools:

Research potential customers, buyers, competitors and their preferred methods of distribution.
Talk to potential customers. Take a hard look at your product from a customer’s perspective and see what it needs to be successful.
Follow up with your 3-step process from above.
Develop systems for contact follow through, quality control standards and customer service.
Develop post-sale follow up systems to keep lines of communication open to customers and build on your current relationship which increases future purchases.

“Marketing and innovation produce results; all the rest are costs”

Peter Drucker, management consultant

Here’s another one I love from an icon:

“If there is any one secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own.”

Henry Ford, Founder of Ford Motor Company

This has offered you the tools to put together a start-up marketing plan that can be used over and over again to help your customer base and business grow in a manageable way.

The tools offered in our FREE test drive offer these very same things. Want to know more? Reach out to us now!

Carl Spruyt - iKULUTU.com

Stop Wasting Your Resources

bryan@ikulutu.com (Bryan McIntyre) — Sun, 09 Aug 2020 22:28:32 GMT

How to find a target market of potential customers so you
aren’t wasting precious resources on blitz marketing...

Today you’re going to learn how to find a target market of potential customers so you aren’t wasting precious resources on blitz marketing.

So, the two questions you have to ask yourself are:

What do people really want to buy from me?
What related products are they already buying?

Once you figure this out you will know who is more predisposed to purchase your products/services.

Then, you find other businesses with the same customer base who you can customer share with.

Come up with an incentive and great arrangement to encourage both of your customer bases to shop at both of your stores.

The basic concept is this:

You want to find existing businesses who have the customer profile that you are looking for to market your products/services to.
Then strike up a relationship with those business owners to work out an incentive for customers to purchase from both businesses.
As a result, you have an audience to market to and they generate an added value from their current base.

So, how do you figure this out? There is a great formula from Jay Abraham you can follow with great success.

LV = (P x F) x N – MC

Here’s what it all means:

LV is the life time value of a customer
P is the average profit margin from each sale
F is the number of times a customer buys each year
N is the number of years customers stay with you
MC is the marketing cost per customer (total costs/number of customers)

Once you know how much you need to spend to attract a new customer, you will know how much of an incentive you can offer to a business to help attract new customers.

So, here’s your step-by-step process:

Find companies who already have the customer base you are looking for.
Negotiate an incentive for them to share that customer base with you.
Focus your marketing resources to this group of predisposed customers.

If you need help working through this process, check out our FREE test drive for the most comprehensive system of marketing tools and resources.

Carl Spruyt – iKULUTU.com

Educate Your Customers

bryan@ikulutu.com (Bryan McIntyre) — Mon, 03 Aug 2020 21:47:53 GMT

Educate them about what, you may be thinking...

Well, consider this, many businesses focus solely on attracting new customers, but you NEED to spend a good chunk of your time retaining current and former customers.

These are people you already know to be a good sales potential… they’ve already bought from you!

Take the time to market and sell new products to your old customers and less time trying to sell old products to new customers and you will see a drastic change in your sales, customer quality and branding position.

Here are a couple of key elements to use to retain your current customers:

Stay in contact: This means by phone, email, e-newsletter, in person-by pigeon if you have too!
Post-Purchase Assurance: This means you need to follow up with customers. Your customers need to feel like they are being supported for their purchase and with the item they purchased. How many times have you purchased a product, then felt completely abandoned? Something as simple as a Thank You note with your contact or customer service information can go along way in retaining a great customer.
Deals & Guarantees: Always offer your current customers the best deals and guarantees you have. Show them you appreciate their business or even come up with a club specifically to reward loyal customers. You can also do this with a preferred pricing option.
Integrity: Using good business practices and simply upholding integrity, dignity and honesty go along way with customers. Let’s face it, there’s a lot of swindling and crap out there and the safer and more confident you make your customers feel, the more they will trust you and that makes for an amazingly supportive and loyal customer.

There are three cornerstone ideas to a successful business:

Quality product/service
Offering useful products/services that solve a problem for or enhance the life of a customer
Offer subjects your customers find interesting

Use this approach of educating your customers and offering them real information and insight and you will be rewarded with loyalty and success.

Stop wasting all your time on new prospects while your current customers fall by the wayside!

As Jay Abraham says, “Your best prospects are your existing customers.

If you’ve been putting all your marketing efforts into acquiring new customers, stop and diverts some of your resources into reselling, upselling, cross-selling to those same customers.

In every ways possible – through package inserts, regular mailings, special offers – stay in touch with those customers and get them used to buying from you.”

So, there it is! Remember, our FREE test drive can help you put together the resources and tools to do exactly that. We can help you educate your customers and you can watch the benefits pay offer many-fold.

Carl Spruyt - iKULUTU.com

Decoding Word of Mouth Messages

bryan@ikulutu.com (Bryan McIntyre) — Sun, 26 Jul 2020 22:57:32 GMT

How you can influence word of mouth messages...

Today we're going to talk about how word of mouth messages are delivered and how you can influence those messages. Decoding Word Of Mouth Messages

There are essentially 3 methods of word of mouth:

Expert to Expert
Expert to Peer
Peer to Peer

When experts are talking about your products or service you will usually receive an amazing rush of sales and new customers, so obviously this is one of the best things that can happen.

You can also help to facilitate this by offering free products to experts for them to review.

Expert opinion can also bring about new ideas that help to fuel new products, services and operating systems within your company.

If you take the time to change or develop the opinions of even a small group of experts, you will have the opportunity to help your market explode.

There is a standard word of mouth delivery system that, in most cases, takes a few years. But, you can speed this up into only a few weeks.

The standard system is:

First impressions from an expert
Organized trial of your products or services
Pooling peer experiences

It’s important to know exactly who is advocating for your products and service.

Take the time to find out who they are and reward them. While, you may already have a customer service system for filing complaints, do you have one for compiling praise?

Most likely not.

If you take the time to show these people appreciation, they will help take your products and services to the top.

Some of the ways you can show them appreciation are:
Invite them to a customer appreciation dinner
Offer to video tape their testimonials
Ask to interview them for feedback to improve with
Offer them a premier customer membership
Ask them to join a referral incentive program

There are lots of things you can offer your biggest fans to help spread the word about your products and services.

Conventional media has been around forever and while it can still be effective, it’s lost a little of its luster over the last few years. There are a few reasons for this:

Expensive and doesn’t necessarily return results
Boring, lacking something fresh and new
Too short of a time slot to offer enough information

While these are all true, there are ways you can make conventional media work for you.

For the information to be effective it needs to be presented in the right sequence, come from the right sources, be relevant to the target customer, be credible and be delivered at the right time in the medium.

We’re going to switch gears a little and talk about the two phases of the product adoption cycle.

Traditional media is great for taking you through the information stage where you can offer the information you need to your potential customers, but it’s not so great for measuring the results of those efforts.

Without these results you can’t fine tune your marketing and therefore can easily miss the boat and lose potential customers and waste a whole lot of money.

Once a consumer has the information they need, they’ll go through a verification process as they analyze whether or not the purchase was a good one.

They generally get their information through:

Direct experience with the product
Interaction with peers using the same product
Experts’ experience
Scientific journals and other resources
Independent reviews and opinions
You can accelerate this process by:
Providing your own demo’s and free trials
Offer them indirect experience through the experience of others
Offer a good true story that can be passed around

Once you have the ability and are able to work through these concepts, you will be able to target your customers much better.

If you need help with any of this along the way, try our FREE test drive to gain access to our experienced business coaches.

Carl Spruyt - iKULUTU.com

Word of Mouth Meets Customers Head On

bryan@ikulutu.com (Bryan McIntyre) — Mon, 20 Jul 2020 02:00:18 GMT

Shortening your customers’ decision making process

Today we'll cover the idea of shortening your customers’ decision making process with positive word of mouth.

There are essentially 5 stages in the decision making process.

They are:

Give the product a chance and transitions from a “no” to a “maybe”.
Check out the options and investigate the different products available.
Observe the product to check for potential benefits, features and operations to see if there is a fit with their needs.
Become a customer and purchase their first item. They will be discriminate with their first product as they form their opinion of you.
Purchases again and starts spreading positive word of mouth as an advocate of your products.

So, let’s take a closer look at each one of these.

From “No” to “Maybe”

This stage is really important because if your potential customers don’t even take a second look at your products and services, then you have no chance of sealing a deal.

This is why you need to offer credible information and well thought out pricing, guarantees and incentives.

Investigating Your Products

At this stage they are taking a closer look at your product line to see if there is actually anything that could benefit their life. This is where you need to make sure your hard information is right out there in front for the customers to see and compare.

Trial Period

Customers often feel more at ease and ready to purchase when there is some sort of a trial in place. They usually want to try vicariously through someone else, so they don’t feel any risk involved.

A good way to offer this is through demo videos, product demonstrations or a tour of your facilities. This stage may invoke a reaction of “I tried it and liked it. You should check it out.”

Make a Purchase

At this stage, they have taken the risk of purchasing one of your products or services and are now evaluating how easy, convenient, cost effective and satisfying your product or service is.

At this stage a common reaction would be, “It was really easy to use and learn from. It’s really great, you should get it!”

Advocates for Yours Products

At this last stage of decision making the customer is immensely pleased with your product and often keeps using it and/or comes back for more products and services.

They are likely telling everyone they know how much they like it, that they use it every day and have already (or will be) back to your establishment for more.

We talked a minute ago about the different types of purchasers. Now we are going to take a closer look at their characteristics, so you can figure out which tactics are best to use at the right stage of the decision making process.

The Innovator

Wants to stand out from the crowd
Know what’s hot and trendy
Likes “strange” or “weird” new products
Wants to be the first to try and will talk about it animatedly

Early Adopter

Driven by excellence
More concerned with possibilities than realities
Always looking to be a leader
Always looking for a new vision

Middle Majority

Wants to be perceived as competent
Concerned about practicality and easy comparisons
Needs an easy way out if not satisfied
Wants products that meet the industry standard

Late Majority

Generally skeptical and wants to know the risks upfront
Needs to shop around for the best deal
Needs a support system
Wants what everyone else has

Laggard

Needs it to be completely safe and traditional
Needs reassurance that nothing will go wrong
Won’t try new things unless it’s the last resort
Will search for loopholes and problems
Wants to use it in the standard industry way

As you can see, each type of consumer wants something just a little different depending on their personality type.

The key to successful word of mouth is to target and cater to each type of consumer.

If you need help identifying the types of consumers you are currently helping and how to attract the types you are lacking, try our FREE test drive for the resources and tools you need to get the job done.

Next time we’ll talk about how word of mouth messages are delivered and what you can do to help facilitate that.

Carl Spruyt - iKULUTU.com

Word of Mouth Tactics – Part 3

bryan@ikulutu.com (Bryan McIntyre) — Sun, 12 Jul 2020 23:18:22 GMT

The nine levels of word of mouth...

Last time we talked about the second part of word of mouth tactics which help you put together a system to help shorten the purchasing decision time of your customers which can increase your profits immensely.

Today we’re going to talk about the nine levels of word of mouth which gives you a tool to measure the word of mouth circulating around your company, products and services. You can then see where you are getting negative or weak word of mouth and find ways to correct it.

So, launching into the nine levels of word of mouth-it should seem relatively obvious that the negative levels are, well, negative and the positive levels are positive.

Minus 4

This is the worst of the worst and means your product is creating a scandal. Remember, when the popular over-the-counter pain relievers, like Tylenol, were deemed unsafe? Yea, you won’t want that kind of word of mouth.

Minus 3

Disgruntled customers are going out of their way to convince other consumers from purchasing your products and services. They are boycotting you.

Minus 2

While, not outwardly boycotting, when customers are asked about you they will give a negative response.

Minus 1

At this level, people are mildly dissatisfied and while not outwardly talking about it, they will have an opinion if asked. Now they may purchase from you despite their negative feelings, this can be a little confusing.

Level 0

This is sort of a neutral place to be. Customers are using your products, but don’t really talk about it. People rarely ask them about it, so they aren’t sharing their opinion with others. This can be a bit of a slippery slope, because you don’t want to turn that neutral experience into a negative one. In fact, you should work to make it a positive one.

Plus 1

At this level we are finally starting to work our way into the positive word of mouth about you company, products and services. Plus 1 signifies that people are generally pleased with your products, but unless asked, don’t really say anything about them.

Plus 2

When asked, your customers will talk about how much they love your products.

Plus 3

Customers will go out of their way to talk about your products, services, company and their shopping experience with you. This is most evident when you see how people recommend movies to their friends and family.

Plus 4

Your product is the toast of the town. There is an obvious buzz going around and your business is the place to be.

People are not only talking about your great products and services, but they are talking about their shopping experience, your customer service and how they perceive the company to help them in the future.

Some great examples of Plus 4 companies are:

Lexus

Harley Davidson

Apple Computers

We’re going to leave this lesson for you to mull over and take a look at what kind of word of mouth you are generating.

If you need help with this process, try our FREE test drive to get help from our experienced business coaches.

Carl Spruyt - iKULUTU.com

Word of Mouth Tactics – Part 2

bryan@ikulutu.com (Bryan McIntyre) — Sun, 05 Jul 2020 23:09:10 GMT

The power of word of mouth and how to mold it to your advantage.

In the last post we started our series on word of mouth and talked about how to make your customers purchasing experience a short, easy one. We are going to continue with that theme a bit today.

We’re going to talk about the power of word of mouth and how to mold it to your advantage.

The reality is everyone needs an advisor to guide them to make a decision. We rely on the expertise of others to make the right decisions as they are explained to us.

When you take the time to understand exactly what and how word of mouth works, you’ll see all the great advantages it has to offer you. Remember this path when working to understand word of mouth:

Accelerate the decision making process for increased profits.
You can accelerate product making decisions by making the process easier.
Instead of low-ball advertising and the used car salesman approach, try delivering on your word of mouth promises.
Traditional advertising draws about one response for every thousand ads and most of those are to ask for more information before the customer even considers purchasing.

When you get information from a friend, you are more likely to take their word for it and act. On average customers purchase two out of every five recommendations their friends make.

That’s a HUGE difference.

So, what exactly is word of mouth?

Well, we know how powerful it can be, but to define it: Word of mouth is a communication that happens between a customer and a potential customer. There is usually a relationship of some kind between these two people with an established level of trust.

Now, compare this to advertising where you are providing a message to a potential customer where they have not established relationship with you or level of trust.

Who are they more likely to take advice from? The answer is clear!

We talked above about the benefits of word of mouth now let’s take a look at some reasons why it works. Some of these are:

The information is custom tailored to the potential customer because of the friendly relationship of the referrer.
It’s more personal, relevant and believable.
It’s customer driven.
It’s self generating and can take on a life of its own, especially with the information age of the Internet.
It becomes part of the product’s description.
The source of word of mouth can be important and more effective when coming from an expert.
Word of mouth saves you time and money.
To fully utilize word of mouth you need to understand:

Where is your word of mouth coming from?

What products are being affected by word of mouth?

How is your word of mouth traveling?

Once you know these things you can work out a plan on how to trigger more word of mouth.

This wraps up this lesson on word of mouth. If you need help understanding word of mouth and how it can impact your business, try our FREE test drive to access our wealth of resources and tools.

Next time we’re going to dive into the nine levels of word of mouth. These levels help you understand which word of mouth is positive and which is not.

Carl Spruyt - iKULUTU.com

Word of Mouth Tactics - Part 1

bryan@ikulutu.com (Bryan McIntyre) — Tue, 30 Jun 2020 22:58:35 GMT

Word of Mouth can make or break your business in an extremely short amount of time.

Today I decided we’d start our blog series talking all about Word of Mouth and how it can make or break your business in an extremely short amount of time.

So what exactly is word of mouth.

Word of Mouth is easily the most powerful form of marketing and is absolutely free.

People talk about ads they see, experiences they have and the products they purchase. If you treat people right and spread the word about your new products/services in a positive way, you’ll attract the right customers and client who will sustain your business for a long time.

Now, as positive as word of mouth can be for your business, the other side of the coin is how negative it can be as well.

Bad news seems invariably to travel faster than good news and if you have a less than high-quality product or weak customer service system, then your customers will tell everyone they know to not buy your products and services.

The age of technology has proved to be an amazing benefit in the world of word on mouth. With blogs, podcasts, online marketing, forums, social networking and all the other online mediums available and making it easier and easier for consumers to share their experiences.

And, remember this is all free advertising for you.

Let’s take a minute to talk about the importance of shortening the customer decision cycle to help customers/client choose more quickly and easily. There are three great ways to increase sales by shortening the decision cycle. They are:

Increase the overall dollar amount customers spend on each purchase
Increase your number of customers
Increase frequency of purchases

Let’s take a deeper look at decision speed...

Offer simplicity, ease and a fun purchasing atmosphere and you’ll help your customers make their decisions quicker and more confidently.

When this happens your customers will buy more frequently, spend more money than usual, refer friends and make the decision to purchase more quickly.

This can raise your market share by over 100 times.

The time it takes your customer to decide and purchase far outweighs any other component of marketing. When you focus on customer decision speed it forces you to take a hard look at your company and brand image, positioning, value, customer service, guarantees and product quality.

The next area I want to talk about quickly is how to minimize the friction, or stress, involved with decision making.

No matter how easily people find decision making there is a certain amount of anxiety we all experience when making a purchase, especially from a new source or for a large amount of money.

When you help to minimize this emotional response, you will soothe your customers’ anxiety and they will make their decision quicker and more confidently.

There are a few secrets to accelerate the customers decision making progress:

Your benefits, features, claims and promises must be obvious, clear and concise.
The information you offer must be complete, easy to understand, credible and balanced.
Use comparisons that show a marked difference.
Your guarantees must be rock solid and more than the customer expects.
Make trial periods easy.
You must have simple evaluations of your products or services.
Testimonials need to be relevant and positive.
Your support, delivery and other operational systems must be perfect.
Your website can be as good as you make it. You can offer more than information, you can offer an experience that guides your customers gently through the decision making process to make it easy for them to buy. Take it a step beyond by offering toll-free support numbers, software downloads to help with the process or other classy and informative ways to reassure your customers that you are there with them every step of the way and have nothing to hide.

This wraps up the first post in our series on word of mouth.

If you need help identifying your target market and the issues they are experience in their purchasing experience that is making their decision time long, try our FREE test drive and work with one of our coaches to come up with the best way to smooth out your purchasing experience.

Next time we’ll move forward with word of mouth and talk about the power of word of mouth and what exactly this powerful tool is and can be used for.

Carl Spruyt - iKULUTU.com

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Growth almost never stalls because of “the market” or “not enough leads.”

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Discover How Successful Business Owners Do The Important Things That Matter The Most

Yes, it’s a crazy old world out there...

Let's take a quick check-up

How Many of These Do You Suffer From?

Direct Response or Bust

Direct response marketing is marketing that demands a direct response from your potential customers...

Kick Start Your Marketing

What are the three most important start up marketing tools you need?

“Marketing and innovation produce results; all the rest are costs”

Peter Drucker, management consultant

“If there is any one secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own.”

Henry Ford, Founder of Ford Motor Company

Stop Wasting Your Resources

How to find a target market of potential customers so you aren’t wasting precious resources on blitz marketing...

Educate Your Customers

Educate them about what, you may be thinking...

Decoding Word of Mouth Messages

How you can influence word of mouth messages...

Word of Mouth Meets Customers Head On

Shortening your customers’ decision making process

Word of Mouth Tactics – Part 3

The nine levels of word of mouth...

Minus 4

Minus 3

Minus 2

Minus 1

Level 0

Plus 1

Plus 2

Plus 3

Plus 4

Word of Mouth Tactics – Part 2

The power of word of mouth and how to mold it to your advantage.

Word of Mouth Tactics - Part 1

Word of Mouth can make or break your business in an extremely short amount of time.

This can raise your market share by over 100 times.

How to find a target market of potential customers so you
aren’t wasting precious resources on blitz marketing...