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Business Disruption That Wins by Phil M Jones

By Phil M Jones | May 02, 2022 | Comments Off

What did Uber look at? They looked at a process that sucked.

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Uber disrupted an industry massively, yes? And they really made a dent.

Here's what they didn't invent. They didn't invent traveling by motorcar. They didn't invent traveling in the back of the motorcar.

They didn't even invent traveling in the back of the motorcar with somebody else driving who was paid to do so.

All of that stuff existed.

What did they look at? They looked at a process that sucked.

Does anybody remember ordering a Minicab? Let's see if the process, my experience, is anything like yours.

So, you need to get to the airport tomorrow morning. You need to be there for 9am. So, what you do is you call today to book the Minicab. It will take you about an hour to get there, so you ask it to be with you at 8 am.

Reasonable conversation happens, Minicab is booked. 8:02 am the next morning, where's the Minicab? It's not there, right? So, you're making a phone call through and what do they say?

What do they say, “It’s on its way!”

What did they say next? 8:17, it clearly wasn't around the corner, was it? Finally arrives. You get into the car after putting your own bag in the trunk.

You get into the car and the driver says, “What? Where are you going?”

I'm like, “I told you this yesterday!”

But you politely tell them anyway, right?

And then they say, “Which route do you want to take to get there?”

And you're like, “That's your job!

But anyhow, you still navigate them to be able to get there. Finally, you get to the destination, correct? Running a little later than anticipated.

They say, “That's $37.42.”

So, you hand them your credit card and they say, “Cash only.”

So, you rummage around in your bag finding the only cash you could find. You hand them a $50 bill and they say, “No change!”

So, Uber show up - create a process that is slightly more efficient for the consumer than that - and what did the Minicab companies do?

They say, “It's not fair. Just, not fair!”

And how well did that work out for them? Didn't work out too good did it?

They stomped their feet, they tried to push through legislation. They said every version of, “It's not fair.”

Yet still, who won? The consumer won. Not Uber. The consumer decides what level of service they're looking for. Not the company. The consumer decides.

And Uber won because they put the consumer first.

 

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Simple Swaps by Phil M Jones

By Phil M Jones | Feb 09, 2022 | Comments Off

A change of wording typically results in you gaining that response or an answer to your question.

Using a simple technique, I am going to provide two pieces of magic in one short section. The psychology behind this technique, which involves turning an open question into a closed one, results in you receiving a guaranteed outcome or answer.

It came to me, first of all, from trying to prevent a giant mistake I see so many people make when they reach the end of a sales presentation.

Following many a presentation, the question people reach for is, “Do you have any questions?” Asking this creates the subconscious suggestion that the other person should have questions, and if they don’t, it makes them feel peculiar and perhaps even a little stupid. This encourages them to leave the decision-making conversation and go away to think about it.

A simple change of wording puts you in control. Swap the phrase, “Do you have any questions?” with the improved, “What questions do you have for me?” The minute you assume an outcome, the easiest response for them to give is that they have no questions. What does this really mean? It means they have made a decision and you are perfectly positioned to ask for it. This change of wording typically results in you gaining that response or in the specific questions they need answers to.

Either way, you are far closer to a decision, and you avoid the dreaded, “I need some time to think about it.”

That was the first simple lesson, but I promised two for one in this section. This next change is so simple and so profound, it works whether spoken, written, by text message . . . it works everywhere. It’s best used when you are looking to garner an additional piece of information from the other person and you want it effortlessly.

Consider a scenario in which you have met someone and would like to have a conversation with them at a later time. A mistake many people make is asking, “Can I have your phone number?” When you ask somebody, “Can I have your. . .?” it creates a permission-based resistance in the other person, which makes it harder to get what you hoped for, since a “yes” or “no” response is required. It can be seen as an invasion of privacy. Instead, asking the alternative question, “What’s the best number to contact you at?” results in people effortlessly giving you the information you requested.

Both of these sets of Magic Words demonstrate how changing a couple of words can make all the difference in the results you get from your conversations.

Changing a couple of words can make all the difference in the results you get from your conversations.

 

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The 7 Keys to Reinvention by Phil M Jones

By Phil M Jones | Nov 03, 2021 | Comments Off

When you shift your regular focus to “better” you are instantly powered by progress and internally motivated to improve. Better still, when better is the focus, you soon outperform your current best. 

One thing everyone seems to agree on is that the world we once knew is most likely not going to return and instead we are faced with an altogether different reality.

One thing that is really fascinating is that whilst these are times of uncertainty, we have ALWAYS lived in uncertain times. The landscape is always ever changing, and it is your ability to navigate these changes that can deliver the edge you are looking for to keep moving forward.

As 2022 nears, it is a great time to look at 7 key factors that can refuel a reinvention and help you achieve greater success in your personal goals.

1. Do the Basics, to a High Standard, CONSISTENTLY

What is My Secret to Success?

I get asked this question a lot and have given very serious thought to any answer shared. From starting my first business at 14 years old to every commitment since, the same set of principles continually serve my forward motion. It may not be sexy, profound or even be re-tweetable – but the simplicity and inward inflection has repeatedly empowered me to find clarity in my actions. So here it is….

“Do the basics, to a high standard – consistently” 

As you read this, give thought to your own responsibilities. 

  • What are your basics?
  • How well do you perform them?
  • Where can you improve consistency?
  • Taking personal responsibility for your current circumstances soon empowers you to start to create the change you are looking for.

2. Too Many People Make the Giant Mistake of Thinking that Success is for “OTHER PEOPLE.”

The Mistake Made by the Many

Imagine being sat at a dinner table and sharing your goals and aspirations, only to be sniggered at and told that you are such a “dreamer” – like it was a bad thing. That was exactly what happened to me in my early twenties and from that day forward it was decided that “dream stealers” had no place or purpose in my life.

Too many people make the giant mistake of thinking that success is for “other people” and fail to even give thought and imagination to the possibility of achieving massive things. We are living in a time where the future is unpredictable and that also means it can be better than the past. 

Catch a breath now, dream big and decide what massive goals you are going to shoot at next.

3. Any Time You Are are in the Presence of Greatness - Don’t just say “WOW,” Instead Ask “HOW?”

How Winners Win

The most profound lesson about high performance is the fact that success leaves clues.

Being a student of success means that any time you are in the presence of greatness you don’t just say “Wow” you instead ask “How?”. Behind this question are habits, actions and mindsets that are different to the rest of the pack and unlock attributes that you can borrow to help write your own success story.

When interviewing one of the world’s greatest Olympic athletes about his performance in the 100M sprint, he shared that on race day he runs the best 110m of his life. To become the best of the best of the best, continuously move the finish line past where the rules of the game place it. 

This same metaphor can easily transpire into your daily routines. Whether it is your appetite to reach out to potential customers, your redesigning of the customer experience following an inquiry or purchase, or even how you look at your results in any of your KPI’s – what you can you do to stretch your own finish line

4. Better Beats Best.

If I ask an audience of a thousand people whether they would like to perform or be good at something, better at something or do their best at something, there is almost a unanimous response of “best”.

People want to be seen as doing their best and being the best and fail to realize that this very mindset could be stunting their progress. When the focus is on “best” it creates the belief of a gold standard or absolute way of performing and in turn suppresses the possibilities of growth by overshadowing your daily actions. In fact, it is almost impossible to deliver your best. We are evolving and developing creatures and always maintain the potential of change. 

Instead, when you shift your regular focus to “better” you are instantly powered by progress and internally motivated to improve. Better still, when better is the focus, you soon outperform your current best.

5. A Failure is Trying Something You Have Never Tried Before and it Working Out Differently Than Anticipated. A Mistake is Doing Something Wrong.

Mistake vs. Failure

A failure is trying something you have never tried before and it working out differently than anticipated.

A mistake is doing something wrong. 

When navigating change, failures are a rich and rewarding part of the journey and mistakes should be avoided. Understanding and defining the difference between these two words is how you can innovate yourself out of chaos. By alternative, grouping the two together creates a paralysis of action and you and your workforce become entangled in fear. 

Fail fast and often. Learn quickly and build processes and habits that eliminate mistakes.

6. Being Efficient is Doing the Thing Right. Being Effective is Doing the Right Thing.

Efficient vs. Effective

Being efficient is doing the thing right.

Being effective is doing the right thing.

Your future success is dependent upon the quantity of quality interactions with your customers and teams. For you and every member of your team, identify a list of HPAs (High Pay-off Activities) and ensure that the vast percentage of your time is spent doing these things.

7. You Are Worth A Percentage of What You Earn.

The Missing Ingredient

Trying to summarize my thinking around the current reality and provide reminders of some of the key lessons from our time together becomes pretty complex. If you read through these thoughts looking to find the short cut, fast track or silver bullet to accelerate your success, I apologize for failing to deliver. 

The experience I have gained through both my own career and the insights of thousands of other great leaders delivers a continuous and frustrating fact. 

“You are worth a percentage of what you earn” 

This means that great strategy, powerful tools, premium product and world class skills only work under one condition – the condition that you do the work too. The gradient of the business landscape has certainly changed to a steep accent and there will be casualties. You get to decide how your next chapter unfolds. 

In times of change, it’s time to change.

Keep your eyes on the road, your hands on the wheel and remember that you are in control of far more than you think you are. 

 

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