businesscoach.com.my

Associate Coach / Trainer

Biz Coach Firm Sdn Bhd is a one-stop training and coaching company rapidly expanding in the Northern Region of Malaysia. Since it’s inception, it has provided business-coaching services to the Malaysian Government agencies as well as Privately Owned Small And Medium Size Enterprises (SMEs). With more than 10,000 individuals and 1,000 large-medium corporations participating in our extensive list of programs and courses to date, we are looking for the right addition to our team of Coaches cum Trainers.

Associate Coach / Trainer

Responsibilities:
• Develop and facilitate soft-skill training program (and/or)
• Develop and facilitate coaching sessions
• Perform training needs analyses and subsequently develop targeted programs
• Prepare training modules and participant’s manual
• Able to build and customised training materials for the client
• Teach/Coach Business Management, Communication Skills, Selling Skills, Leadership Skills etc.
• Track the effectiveness of training and coaching programs
• Remain up-to-date on the most current teaching techniques and technologies
Requirements:
• Candidate must possess at least a Bachelor’s Degree, Post Graduate Diploma or Professional Degree in Business Studies/ Administration/ Management/ Human Resource Management/ Economics /Marketing or equivalent
• Proven experience and successful track record in training/coaching sector, with at least 3 year(s) of working experience in the field.
• Demonstrated training and coaching skills. Certified PSMB trainer (or equivalent) will have added advantage.
• Proven customer service, organizational, and presentation skills
• Able to conduct training programs independently
• Preferably Senior Executives specializing in Training & Development or equivalent. Candidate with exposure in corporate training is preferred.
• Ability to speak in Mandarin will be an added advantage.
• Age not less than 30 years old.
• Applicants should be Malaysian citizens or hold relevant residence status and must be willing to operate in Penang, Malaysia.

From Let Me Coach your TEAM

The 5 Minutes Marketing Promotion Plan by Radin Ikram

Having sleepless nights thinking about your upcoming marketing promotion or event?

Here are the 5 simple steps that you need to take to ensure that your next marketing promotion is well planned and will get you the RESULTS that you wanted.

1. WHO

First start by identifying WHO are your A-Grade Customer. They are also known as the The Awesome Customer. How do they behave? They are your advocates and they also do the selling for you by referring and recommending other people to you! In other words, they are your RAVING FANS! Of course, they make you more profit compared to the other types of customers and you never have to spend too much money on marketing to them. Another way of identifying your A-Grade customers is by looking at your top 20% customers who generates 80% of your sales. Once you have decided, then make them your target market for this campaign.

2. WHERE

After you have identified your target market, ask yourself…WHERE can you find them in the highest concentration? Remember…birds of the same feather, flock together. Do they stay in the same geographic area? Do they belong to the same association? Are they members of  the same club? Do they subscribe to the same magazine? In other words, find something similar about your target market so that your task of marketing to them is highly leveraged.

3. WHAT

Now start thinking about WHAT can you OFFER this target market that will make them take the first step. The offer must be exciting to them. Stop making discounts as your offer. Instead, add value. Give them something EXTRA that you can offer, preferably FREE, for taking the first step. What is the first step? It might be to call you, or visit your website or to come to your store etc, etc. You must be CLEAR about the first step that your target market must take and the reward for them for making it.

4. WHY

Define clearly the benefits that your target market will receive when they buy from you. The reason WHY they should buy from you must be clear to them. Make sure you’re tuned in to their WII-FM, i.e. What’s In It For Me station. People make buying decisions because of emotion. So tune in to the emotional reasons of your prospects and they will respond.

5. HOW

Lastly, you can start thinking about the best was to reach out and communicate  to your target market using the medium that will connect you to them. Go back to Step 2 (WHERE) and plan the most leveraged way of making sure your target market are COMMUNICATED and EDUCATED about you and your products.

So, that wasn’t too hard. To further help you with your planning, use the attached template as a guide and self critique of your amrketing promotion plan.

5-minutes-marketing-plan

Good Luck and All the best in your marketing efforts!

Congratulations to all our participants for completing the 2-Day Streetwise Marketing Workshop.

Here’s what they have to say…

“Eye opener + Mind opener “ -Ong Hooi Chin

“Looking forward in future seminars” -Leow Leik Hong

“It exceed my expectation” -Jeff Yong

“I know where I stand in term of sales & masketing for my biz development” -Shuhaimi Saidin

“Good & Excelent” - Marinah Ng

Let Me Coach your TEAM”

Practice Uncommon Appreciation by Jack Canfield

A recent management study revealed that 46% of employees leaving a company do so because they feel unappreciated; 61% said their bosses don’t place much importance on them as people; and 88% said they don’t receive acknowledgment for the work they do.

Whether you are an entrepreneur, manager, teacher, parent, coach or simply a friend, if you want to be successful with other people, you must master the art of appreciation. I’ve never known anyone to complain about receiving too much positive feedback. Have you? In fact, just the opposite is true. Consider this: Every year, a management consulting firm conducts a survey with 200 companies on the subject on what motivates employees. When given a list of 10 possible things that would most motivate them, the employee always list appreciation as the number-one motivator. Managers and supervisors ranked appreciation number eight. This is a major mismatch, as the chart below so clearly shows.

10 Ways to Really Motivate an Employee

Employees

1.Appreciation

2.Feeling  “in” on things

3.Understanding attitude

4.Job security

5.Good wages

6.Interesting work

7.Promotional opportunities

8.Loyalty from management

9.Good working conditions

10.Tactful discipline

Supervisors

1.Good Wages

2.Job Security

3.Promotional Opportunities

4.Good working conditions

5.Interesting work

6.Loyalty from management

7.Tactful discipline

8.Appreciation

9.Understanding attitude

10.Feeling “in” on things

Notice that the top three motivators for employees don’t cost anything, just a few moments of time, respect and understanding.

Keeping Score

When I first learned about the power of appreciation, it made total sense to me. However, it was still something that I forgot to do. I hadn’t yet turned it into a habit. A valuable technique that I employed to help me lock in this new habit was to carry a 3” x 5” card in my pocket all day, and every time I acknowledged and appreciated someone, I would place a check mark on the card. I would not allow myself to go to bed until I had appreciated 10 people. If it was late in the evening and I didn’t have 10 check marks, I would appreciate my wife and children, I would send an e-mails to several of my staff, or I would write a letter to my mother or stepfather. I did whatever it took until it became an unconscious habit. I did this every single day for 6 months—until I no longer needed the card to remind me.

Appreciation as a Secret of Success

Another important reason for being in a state of appreciation as often as possible is that when you are in such a state, you are in one of the highest emotional states possible. When you are in a state of appreciation and gratitude, you are in a state of abundance. You are appreciating what you do have instead of focusing on, and complaining about, what you don’t have. Your focus is on what you have received… and you always get more of what you focus on. And because the law of attraction states that like attracts like, the more you are in a state of gratitude, the more you will attract, and even more to be grateful for. It becomes an upward-spiraling process of ever-increasing abundance that just keeps getting better and better. Think about it. The more grateful people are for the gifts we give them, the more inclined we are to give them more gifts. Their gratitude and appreciation reinforces our giving. The same principle holds true on a universal and spiritual level as it does on an interpersonal level. I challenge you to discover ways to immediately appreciate someone in your life, starting today! For more tips and suggestions on how you, too, can find ways to appreciate those in your life, read Prinicple 53 in The Success Principles.

© 2009 Jack Canfield Jack Canfield, America’s #1 Success Coach, is founder of the billion-dollar book brand Chicken Soup for the Soul© and a leading authority on Peak Performance and Life Success. If you’re ready to jump-start your life, make more money, and have more fun and joy in all that you do, get your FREE success tips from Jack Canfield now at: www.FreeSuccessStrategies.com

This article was posted by Brian Tracy and reproduced here with my comments at the end:

The Ten Keys to Business Success

Posted by Brian Tracy on Nov 3, 2009

There are ten critical areas where your ability to think largely determines the success or failure of your business. The greater clarity you have in each of these areas, the better decisions you will make and better results you will achieve.

Key Purpose

Key Measure

The key measure of business success is customer satisfaction. Your ability to satisfy your customers to such a degree that they buy from you rather than from someone else, that they buy again, and that they bring their friends is the key determinant of growth and profitability.

Key Requirement

The key requirement for wealth building and business success is for you to add value in some way. All wealth comes from adding value. All business growth and profitability come from adding value. Every day, you must be looking for ways to add more and more value to the customer experience.

Key Focus

The most important person in the business is the customer. You must focus on the customer at all times. Customers are fickle, disloyal, changeable, impatient, and demanding-just like you. Nonetheless, the customer must be the central focus of everything you do in business.

Key Word

In life, work, and business, you will always be rewarded in direct proportion to the value of your contribution to others, as they see it. The focus on outward contribution, to your company, your customers, and your community, is the central requirement for you to become an ever more valuable person, in every area.

Key Question

The most important question you ask, to solve any problem, overcome any obstacle, or achieve any business goal is “How?” Top people always ask the question “How?” and then act on the answers that come to them.

Key Strategy

In a world of rapid change and continuing aggressive competition, you must practice continuous improvement in every area of your business and personal life. As Pat Riley, the basketball coach, said, “If you’re not getting better, you’re getting worse.”

Key Activity

The heartbeat of your business is sales. Dun & Bradstreet analyzed thousands of companies that had gone broke over the years and concluded that the number-one reason for business failure was “low sales.” When they researched further, they found that the number-one reason for business success was “high sales.” And all else was commentary.

Key Number

The most important number in business is cash flow. Cash flow is to the business as blood and oxygen are to the brain. You can have every activity working efficiently in your business, but if your cash flow is cut off for any reason, the business can die, sometimes overnight.

Key Goal

Every business must have a growth plan. Growth must be the goal of all your business activities. You should have a goal to grow 10 percent, 20 percent, or even 30 percent each year. Some companies grow 50 percent and 100 percent per year, and not by accident. The only real growth is profit growth. Profit growth is always measurable in what is called “free cash flow.” This is the actual amount of money that the business throws off each month, each quarter, and each year, above and beyond the total cost and expense of running a business.

Action Exercise

You should have a growth plan for the number of new leads you attract and for the number of new customers you acquire from those leads. You should have a growth plan for sales, revenues, and profitability. If you do not deliberately plan for continuous growth, you will automatically stagnate and begin to fall behind. Growth is not an accident; so you must plan and map out your growth plan if you want your business to see a bright future.

My BFO’s:

Keep GROWING…

Yourself - make it your plan to read a book, attend a seminar, meet new people, earn new skills…

You Goals - Dream of new goals, new records to break, new awards to win, new toys to own and new places to visit…

Your Network - Grow your circle of clients, associates, partners, contacts

What’s on your list to grow?

Thank you to those who attended today’s business briefing by En. Tajul  It was really a ‘full-house’ event with standing room only at the Action Business Centre. Generally the feedback was good and very informative.

Those who wanted a copy of the presentation material, can now download the power-point presentation by clicking the link below:

geran-sme-corp

To see photos of the event, go to: http://picasaweb.google.com/mybizcoachpen/OctoberBusinessBuildingWorkshop#

Let me know your comments and feedback.

Until next time…

• I just can’t seem to get the right people for the job!
• My staff seems to only be concerned with what’s in their paycheck and not how the money gets there!
• How do I hire the right people for my business?

Sounds familiar? These are typical dilemmas faced by all business owners who are expanding their business and have to start to hire people in jobs and tasks that they used to doing themselves.

Jim Collins, in his book “Good to Great” said that in building a great organization, the leaders of these enduring companies followed the principle of First WHO, Then WHAT. These leaders began the transformation of their team by first getting “the right people on the bus (and the wrong people off the bus) and then figured out where to drive it”. They key point in Jim Collins’ thesis is not just the idea of getting the right people on the team but that the WHO question come before the WHAT question.

So in building your ‘dream team’ for your business, first ask the question, WHO are the people that I want to help me build my dreams. Who, do they need to BE? Place Attitude, such as discipline, willing to learn and willing to go the extra mile, above Skills.

Here is 5 points to look out for when looking for the ‘right‘ people:

1. The right people are good communicator. Look for someone who articulates their points well when answering questions and presenting facts. A clear communicator is a reflection of clear, organised thinking. Look for the words used, a clear tone of voice as well as body language.
2. The right people are problem solver. A problem solver is someone who gets involved with activities and tasks that requires them to use leadership and organizational skills. They rarely work alone and are committee members of organized group activities. The problem solver will be an asset to your organization as the journey is hardly problem free.
3. The right people are self-directed. Self directed people have their own sense of knowing the right thing to do, before being told what to do. They will fix the small problem before it gets bigger. They will alert small deviations in plans, are pro-active in their actions and are normally well organized. They have a sense of what is important and not just ‘fire-fight’.
4. The right people are TEAM players. Being able to work well with others is a must if you want a productive team. They must have the caring attitude and must look out for the interest of the team rather than self. Team players know the team’s objectives and goals and know their role in achieving the goals.
5. The right people are motivated learner. Personal development is always on the agenda of people who are dissatisfied. They look for learning opportunities by reading, attending seminars as well as associating themselves with the right people. They are motivated and eager to absorb new information and to try new things.

Ms Goh of D’Monte Childcare and Education Group said it best when she said, “D’Monte’s team of over 100 teachers and principles are motivated and guided by the Vision, Mission and Values of the group. As we are preparing to celebrate our 10th year anniversary, we look forward to continued guidance from our Action Coach and to develop our next level of leadership”.

A few more tips on people decisions from Jim Collins:

1. When in doubt, don’t hire-keep looking.
2. When you know you need to make people change, act.
3. Put your best people on your biggest opportunities, not your biggest problems.

Good luck and may you get the TEAM you deserve.

I got this from an email:

I recently came across the following statistics about how infrequently sales
professionals follow up with their prospects. When I read this, I was shocked:

48% of sales people never follow up with their prospects

25% of sales people make a second contact with their prospect and then, stop

12% of sales people make three contacts with their prospect and then, stop

Only 10% of sales people make more than three contacts with their prospects

2% of sales are made on the first contact with a prospect

3% of sales are made on the second contact with a prospect

5% of sales are made on the third contact with a prospect

10% of sales are made on the fourth contact with a prospect

80% of sales are made between the fifth and twelfth contact with a prospect

So even if the stats are gross estimation, it gos to show that RELATIONSHIP is what customers looks for.

So write that blog and emails,

Make that phone calls,

Make time to catch up.

It’s worth the while….

I’m sure you have heard of the following:

- Customer is KING!

- The customer is always RIGHT!

- The customer is our reason for being HERE!

- The purpose of Business is to create and KEEP the customer!

and my personal favourite…

- If you don’t take care of the customer, somebody else WILL!

Are all customers of equal value, to be cherished and loved, for fear that they will run off to our competitors? In my opinion, there are 4 categories of customers; A for Awesome, B for Basic, C for Cannot deal with and D for dead and depending on their category, they need to be treated differently.

Lets class them based on the following matrix:

Lets start with…

C- The Cannot-deal-with Customer

I’m sure you have met them before. This category of customers may be paying you well, but they do not give you the love or respect. They bargain for price, they rush you to complete the job, you bend over backwards to accommodate their demand. Do they thank you for your effort? NO! Instead they complain, they pay you late (very late!) and they never ever thank or show any appreciation and you almost always end up over servicing them. In other words, all of the profit made from the sale goes down the proverbial drain. So what do you need to do with the category C customers? Tell them the new rules of the game of doing business with you, especially when it comes to delivery and payment terms. If they don’t comply, just refer them to your competitors! Tips: C customers likes to price shop, so the easiest way to get rid of them is to increase your price! They will then look to another supplier.

D -The Dead Customer

This is the customer that gives you least amount of satisfaction. They are both low on the money and fun scale. Just don’t deal with them and remove them from your database. They probably already owe you a lot of outstanding payments, so stop servicing them already!

B - The Basic Customer

This is your basic customer that buys what you sells them, pays on time, hardly complaints and happy with your price. This customers makes you money and in most cases, loyal to you unless you annoy or upsets them. When this happens, normally they will give you feedback and just wants normal service returned ASAP. This category B customers just need basic maintenance from you. Communicate frequently with them via newsletters or magazines, send them thank you card or create special memberships for them that gives them loyalty points for their purchases. Make this customers feel that you care and appreciate their business.

The last category is…

A-The Awesome Customer

This is just like the Basic Customers. However, in addition, they are your advocates and they also do the selling for you by referring and recommending other people to you! In other words, they have just become your RAVING FANS! Of course, they make you more profit as you never have to spend any money on marketing and you know what they say about ” birds of the same feather…”. By taking really good care of this customers, you will get more awesome customers. Start and exclusive club, a VIP membership if you will, for them. Shower them with love and attention. Wine and dine them. Give them priority service and YOU must personally attend to them. Remember, this small group of customers makes you the most profits.

So, it’s time to list down your customers, grade them according to the above matrix and plan your next course of action. This may be the most important thing you do for your business!

An oldie but still a goodie….

What is marketing ?

1.    You see a gorgeous girl at a party. You go up to her and say: ‘I am very rich. Marry me!’
- That’s Direct Marketing

2.    You’re at a party with a bunch of friends and see a gorgeous girl.
One of your friends goes up to her and pointing at you says: ‘He’s very rich.. ‘Marry him.’
- That’s Advertising

3.   You see a gorgeous girl at a party. You go up to her and get her telephone number. The next day, you call and say: ‘Hi, I’m very rich.’Marry me.’
- That’s Telemarketing

4. You’re at a party and see a gorgeous girl. You get up and straighten your tie, walk up to her and pour her a drink. You open the door (of the car) for her, pick up her bag after she drops it, offer her a ride and then say:
‘By the way, I’m rich. Will you ‘Marry Me?’
- That’s Public Relations

5.  You’re at a party and see a gorgeous girl. She walks up to  you and says: ‘You are very rich! Will you marry me?’
- That’s Brand Recognition

6. You see a gorgeous girl at a party. You go up to her and say: ‘I am very rich. Marry me!’ She gives you a nice hard slap on your face.
- That’s Customer Feedback

7.   You see a gorgeous girl at a party. You go up to her and say: ‘I am very rich. Marry me!’ And she introduces you to her husband.
- That’s demand and supply gap

8..   You see a gorgeous girl at a party. You go up to her and before you say anything, another person come and tell her: ‘I’m rich. Will you marry me?’ and she goes with him.
- That’s competition eating into your market share

9.   You see a gorgeous girl at a party. You go up to her and before you say: ‘I’m rich, Marry me!’ and your wife arrives.
- That’s restriction from entering new markets