In Perfect Focus: How to Put the Client First in Your Sales Pitch

Any business guru will tell you that a steady focus on client service is essential to the success of a growing business. And although it may sound simple, effective client service means going above and beyond the competition to offer something better. For example, how many businesses advertise that they put the client first? Most modern companies tout superb service. Simply saying what you do has little impact unless you can say how you do it.

If you want to attract new clients, you'll need to convince them that you're in tune with their needs. Remember, today's consumer has more buying power than ever before. They won't settle because, in a world of so many options, they don't have to. For example, here at TopMatch we know we offer the best singles solution on the market - it's secure, effective, and affordable to everyone - but because our potential members have many options, we have to win them over.

So what wins the sale? Tell the client what's in it for them. Whether you're writing an advert, e-mail, or meeting a client in person, if you focus on explaining how your company will meet their needs, you'll be on your way. You may be tempted to mention awards your company has won, the fact that you are family owned, or that you operate in three countries, but be sure you draw everything back to the customer's needs. For example, "For three years in a row we've won the city's Best Small Business award, which means we have to work hard every day to live up to our great reputation. Our clients rest assured that we take that reputation seriously." Want to boast that you use the latest technology? Brilliant. Just remember to explain why this will help the client, as in, "We use the latest in telecommunications technology to ensure that day or night, you have an effective way to get in touch with one of our helpful representatives." If you have a hard time relating something back to the client, consider omitting it.

So what makes you great? At TopMatch we have a lot to be proud of, but we know that more than anything our clients want a service that works, that's safe, and that they can afford. That's why when we say we're the best, we back it up by explaining that we're secure, effective, and affordable. Excellent customer service starts with the question, "What do my clients and potential clients value most?" To answer this question you really must step outside your own head for a bit.

Start thinking about the changes you can make in your sales pitch so that it speaks directly to the needs of your clients. In the long run, great customer service will put the focus right back on your business.

Count Out the Excess With the 80-20 Rule

Having a tough time setting priorities? Most new franchisees do. After all, when you expect excellence, you’re more than likely apt to oversee every detail with your own eyes. However, important as high standards may be, anyone who attempts to do it all everyday is bound to wind up burnt up and worn out.

More than likely you’ve heard a friend or colleague refer to the 80-20 Rule. Also known as the Pareto Principle or the Law of the Vital Few, it states that in many cases, 20% of actions yields 80% of consequences. Taken at a fairly basic, but practical level, this means that if you focus your energy on the vital 20% of tasks you’ll get 80% of the results. Simply put, efficiency comes from spending time wisely. Not rocket science in theory, but not as easy as ABC in practice.

The tricky bit is deciding which activities really are the most essential. The best way to begin is by making a list. Jot down all of today’s tasks and circle the ones that matter the most to your franchise. You’ve got to meet with clients, finish some filing, tidy the office, and confirm placement of an advert in next week’s paper. Which of those activities will make the most difference to the growth of your business? It’s not so hard to see.

Certainly there will come a time when a messy work area could hinder efficiency, so it’s important not to let less pressing tasks fall by the wayside. However, today may be better spent on other activities. Consider that your skill set may be best used on client relations and it may behove you to outsource the administrative work. Perhaps you are quite organised, but not an excellent speaker. Work with a partner or employee whose strengths complement your own and you’ll always be able to focus on the 20% of tasks at which you excel.

One reason we fail to focus on vital tasks is that they are often the most difficult. Meeting those tasks head on may seem difficult now, but the noticeable long-term results will definitely keep you motivated. The trick is to start today—no excuses.

So ask yourself, which of today’s tasks belong in that golden 20%?


Think you’ve mastered the 80-20 Rule? Put your expertise to work with your own TopMatch Franchise.

Looking to the Future in Troubled Times

Keeping your fingers crossed that the economy will change directions? Waiting it out may seem like the safest idea, but in reality it takes action to overcome any hardship. If you want real security and aren’t comforted by optimism alone, it may be time to take control of your life by buying a franchise.

Anxiety is one of the factors that paralysed our economy in the first place. Many investors and entrepreneurs have been scared into hording funds, which means there is little capital left to build on. Now, more than ever, there is an amazing opportunity for normal people to take the lead in the business world. Those who have the sense to establish good footing in business today will be in strong standing as the economy turns around.

If you are confident in your own skills, but not so secure at your present company, why not become a business leader? Franchise operators energise the business world with fresh ideas and inspire the average consumer with the proactive spirit.

Many franchises are now more affordable than ever, but if you’re still concerned you may not be able to make the investment, consider your priorities. How much money do you spend commuting to your current job? How about on television, meals on the town, coffee and beer? If you can account for minor comforts and conveniences, you can find a way to finance your own franchise purchase. After all, what could replace the comfort of being your own boss and securing your own future?

Home Sweet Office

Being your own boss comes with plenty of perks, not the least of which is working from home. In this post we’ve compiled some insider tips on making the most of your home office, so if you’re already a Franchisee, or simply thinking about heading your own business operation, you’ll want to pay close attention.

Privacy please. We all treasure the comforts of home and our loved ones, but during work hours you’ll need to stay focused. Be sure to establish a private area for your desk and materials, and remind family or housemates that you can’t be frequently interrupted.

Tune out. If being in the same room with the television is a temptation, find another place to set up shop. Without the tension of an office setting, it can be easy to forget you’re at work at all. During work hours don’t turn on the tube, excessively browse the net, nor answer personal calls if it can be helped. Reward yourself with short breaks for lunch and coffee, but don’t forget that your job is still serious business. On the bright side, if you can work while you listen to music, there won’t be anyone around to poke fun at your choice in tunes (and you can sing along as loud as you please).

Everything in its place. An organised workspace is a functional workspace so keep it tidy! Have any information you need neatly filed and easily accessible, and try keeping all office supplies in permanent places. Giving every item a ‘single home’ where it always sits ensures you never have to go scrambling for a pen or stapler. Have a phone nearby to take calls from clients and employees, and set your web browser to open on your company homepage. You may also want to post favourite inspirational sayings or pictures of loved ones to keep you motivated—anything that creates the atmosphere of a traditional office will help keep your mind in work mode.

Indulge a little. All work and no play would make your life rather dreary, and as your own boss you ought to order yourself to enjoy life a bit more! Working from home means you can make your office just the way you like it, so say goodbye to cube claustrophobia, and introduce yourself to the office of your dreams. Celebrate your new business venture with a super comfy chair (you know, like the one your old boss had) and buy yourself some gourmet coffee or tea. You are officially the most important person in the office, so go ahead and act like it!

Keep on schedule. Your schedule is entirely up to you, but try to set it up ahead of time and then stick to it. You will almost certainly be more productive if you work a set number of hours at set times each week, especially if you tend to procrastinate. Fancy sleeping in? Go ahead. Even if you decide to start work at 8am, you won’t have to wake up before sunrise to make the commute—with your office across the hall, time is now on your side.

Get out and about. Hopefully your job gives you the chance to meet up with people and get out of the house, because working alone to begin with may seem a bit isolating. Fortunately, TopMatch Franchisees don’t have to worry about this because a big part of their job is meeting and getting to know new clients in public. In any case, it is important for you to get out each day, even if it’s just for a quick walk around the neighbourhood. Our minds and bodies can both become sluggish if they aren’t adequately stimulated with social interaction and physical activity.

Try not to brag. Don’t brag too much, anyway. You’re going to love being in control of your own schedule, salary, and responsibilities. Don’t be surprised if your friends get a bit envious! Of course, as your business grows, you might just be able to offer them success of their own, as your happy employees!