Improve Your Negotiation Skills
Lynette Green

Improve Your Negotiation Skills To Get The Best Outcomes For You And Your Clients

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Negotiation Skills

Inevitably in business you will need to develop strong negotiation skills.  As a small business owner it’s often the case that you can be perceived to be more flexible on price that perhaps a larger company would be. Sometimes this can be frustrating, but with a bit of practice this can become a good opportunity to demonstrate your value, secure the price you want and make your client happy to pay it.

  1. As with a lot of things in business, the old adage of fail to prepare or prepare to fail holds true.  Gather as much information as you can before the negotiation, this could include gathering benchmark data and thinking clearly about what you want to achieve from the negotiation.
  2. Think of how you can increase your value. It’s not always just about price.  What else can you offer that would increase the value to the client of what you do?
  3. Be confident. Know your worth and the value you can bring to your clients.  Never feel that you are in a less confident bargaining position.
  4. Expect compromise but know your limits. In a negotiation situation you can usually expect some compromise on both sides, but be prepared to walk away from a deal if it’s below your bottom line.  Really you should be looking for a win-win situation where you are both happy with the outcome and will therefore commit to it.
  5. Before you quote any price always provide a justification. Sell the benefits of what you offer and explain something of what goes in to producing it. This helps to counter any ridiculously low offers.
  6. Make the first offer. This is a controversial point but Adam Grant in his book Give And Take, argues that “every dollar higher in the first offer translates to 50 cents higher in the final agreement.” The reasons are that the first offer creates an anchor around which all future prices are based.  It also increases your perceived value.
  7. Never accept the first price you are offered. Not only does this mean you secure a better price or terms for yourself, but research has shown that the other party will also be more satisfied with the outcome if they have had to negotiate.  If you accept the first price they may believe they could have secured it for less and therefore not feel they have reached a fair deal.
  8. Give benefits in stages. Imagine finding £20 as you walked down the street.  This would no doubt make you happy.  Now imagine you find £10 and then later the same day you found another £10.  The outcome is the same, but research has shown that the second scenario makes people happier.  Therefore, in a negotiating situation separate out your benefits to increase the number of benefits and raise your perceived value.
  9. At the end of the negotiation ensure you have discussed and agreed on all terms.  Recap, make sure all parties are happy.  Give your commitment and recap on the next stages.
  10. Follow up. After the negotiation, it’s always important to follow up with an email confirming all the details of the agreement.  Make it friendly and reiterate that you are looking forward to doing business with them.

Put these in place.  This may take a bit of practice to perfect these skills, but working on your negotiation skills will not only stand you in good stead in business but in many other life situations.  As your confidence in your negotiating skills increases you will find your outcomes of negotiation becoming increasingly successful.

Let us know what you think and if you know anyone who would benefit from reading this please share.

Pomodoro Technique
Lynette Green

The Pomodoro Technique: Tackle Difficult Tasks With Ease, Speed & Efficiency

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What is the Pomodoro Technique?

The Pomodoro Technique is a time management and productivity technique, it was developed in the 90s by software developer and entrepreneur Francesco Cirillo.  Cirillo named the technique after the tomato shaped timer that he used.  The idea of the Pomodoro Technique is simple; take a large task and break it down into small tasks, or Pomodoros.  The method encourages you to work in short sprints, focusing your attention intensely for short bursts whilst taking regular breaks.

The only tool you will need to use the Pomodoro Technique is a timer.  There are numerous free apps and online Pomodoro timers, though Cirillo himself preferred to manually set a timer, believing that manually setting a timer showed a determination to get a task completed.

Firstly, break your larger task down into smaller Pomodoros.

Set your timer for 25 minutes.

Work on the task until the timer rings.

Tick off your Pomodoro.

At the end of this take a 5 minute break.

Every 4 pomodoros take a longer 15-30 minute break.

Each Pomodoro is an indivisible work task therefore, if you are distracted midway through, perhaps by a colleague, you will need to either save your work and postpone until later to complete that Pomodoro, or postpone the distraction.  If the distraction is in the form of another person Cirillo claims you need to “inform, negotiate and call back”.

Inform the other person that you are busy at the moment.

Negotiate when you will call them back and schedule this straight away.

Call back after the Pomodoro is complete.

It should be noted that a 5 minute break passes by pretty quickly so don’t do anything too absorbing or relaxing as you need to be ready to start again straight away afterwards. It’s a good idea to move away from your desk or work area, perhaps take a brisk walk or make a drink or check your social media.  Don’t do anything too mentally stimulating, it’s important that your brain gets the break to encourage creativity

Why the Pomodoro Technique works

The Pomodoro technique works because it enables you to address two key problems, namely task sizer and Parkinsons law.  It’s easy to feel overwhelmed when faced with a big task, but it’s not too difficult to motivate yourself to concentrate on a particular short task for 25 minutes. It therefore ensures you are taking steps and making progress towards the overall task.  Secondly Parkinsons Law, “work expands so as to fill the time available for it’s completion.”  In other words, you may have set aside a day to complete a particular task, but when broken down into short steps and making every effort to complete each in 25 minutes could mean that a task you would otherwise have spent all day on, could be completed in 3 or 4 hours, thereby increasing your productivity.

Benefits of using the Pomordoro Technique

There are numerous benefits of using the Pomodoro technique:

  • Increasing Productivity. A short burst enables you to get an individual task completed quickly.
  • Drastically cut down your interruptions.  By scheduling regular short breaks you are ensuring you are getting the breaks you need, but at the same time are still keeping disciplined. You become more aware of distractions and learn to manage them better.
  • It enables you to see clearly how much effort an activity requires by the number of pomodoros used.  This helps build a greater understanding of how long tasks take which helps to improve estimating of the length of time future tasks will take and therefore improves planning skills.
  • It’s very useful for working towards a larger objective and getting it completed more efficiently.
  • Ticking off each promodoro gives you a visual record of what you have achieved that day. This helps motivation, knowing that you have had a productive day.
  • Having a clear end time helps to delineate work time from free time and enables you to enjoy your time off more.

Try giving the Pomodoro Technique a go and see what effect it has on your productivity.  Remember to download our FREE Printable Pomodoro Planner to help you along your way.

Let us know how you get on.  If this is of interest you might like to read more on Time Management.

Please do share this if on social media, or with anyone you know who might find it useful.

Keep your focus when you work from home
Lynette Green

How to stay focused when you work from home.

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Working from home can seem like a dream come true, you choose your own hours, you don’t have to travel, you can be in comfortable surroundings. But sometimes the reality can be very different to how you imagine; distraction, isolation and either not doing enough work, or not knowing when to stop can all be components that turn the dream into a nightmare. Keeping your focus when working from home can be a challenge, but with a few simple steps it’s easy to stay on track.

Here are our ideas for how to make working from home a productive, stress free experience where you really do gain the work life balance you want.

  1. Create a conducive work space. If you don’t have the luxury of a separate office in your home then do at least work from a desk or a table, rather than the sofa.  It’s important that you have a space where you can sit up straight, set out everything that you need in an uncluttered environment.  Make it a pleasant environment to work in, clutter free, with perhaps a couple of pictures or personal items to make it an enjoyable space to work.  If you’re working from the table that your family will be eating around later that day, you also need some storage to be able to pack away at the end of the day neatly.
  2. Make others around you aware that you are working from home. It’s all very well having good intentions about working from home, but if others around you don’t realise that’s what you’re doing what should be a day at work can soon end up as just a day at home.  If you share your home with others it’s crucial they understand and are supportive of you working from home.  When you select your workspace you need to consider if the space you want to work at is a shared space which other people may want to use, if it is, you will need to get buy in, not only to use the space, but also that others around will respect the fact that you are working and not disturb you.  It’s not just the people you share your home with too, you may need to consider other neighbours and friends nearby who could see that you are at home and want to call in for a chat.  DON’T feel bad about explaining to them that although you are at home you are working but DO arrange a time to meet them for coffee so that you can take a break as well as fit in some social time.
  3. Stick to a schedule. Although this is something everyone should do, when you work from home it’s more important than ever.  If you don’t have a clear plan for your day it’s all too easy to find yourself putting on a load of washing, doing some dusting or tackling a DIY project that you’ve been putting off for months, not to mention being distracted by the TV, the dog etc.  Have a clear plan for what you want to achieve that day and properly plan the day.  Click here to get more ideas for writing effective daily plans.
  4. Take regular breaks and don’t overdo it. When you create your schedule it is important that you build breaks in to it. One of the nice things about working from home is that you can use your lunch break to watch the TV show that you recorded last night or to take the dog for a walk, so long as you keep disciplined on time.  Taking regular breaks actually helps you to become more productive, so don’t fall in to the other trap of working too hard as you will be less effective.  It’s also important to know when to stop at the end of the day.  In fact, whilst it’s a popular opinion that working from home is an easy option, the reality is often that you end up working harder, not knowing when to stop and never really getting away from work.  If you have a separate room in the house to use as an office that you can close the door on at the end of the day that’s ideal, but wherever you work, when you put together your schedule for the day decide when you are finishing and stick to it.  When you do finish if you’re not in a separate room, pack your things away out of sight so that whilst you are using your home as a relaxing home space you are not being nagged at by reminders of the working day.
  5. Try to fit exercise in to the working day. Exercise isn’t just about losing weight, studies have proven that regular exercise does improve work performance through a whole range of benefits which include elevating mood, improved concentration, sharper memory, enhanced creativity and lower stress.  Half an hour a day of exercise can give your performance a significant edge, and one of the benefits of working from home is that it’s very easy to fit in.  You could do anything from some stretches, a lunchtime jog, or even a brisk walk to help boost your mental energy for a challenging task ahead.
  6. Build in regular people time. The downside to working from home is that it can feel quite isolating at times.  Social media is both a blessing and a curse; it can be great to have that contact with people, but at the same time a quick chat on social media can quickly turn into an unproductive hour.  Better to arrange to have a phone chat or meet up with friends for a coffee at regular intervals to have real people contact.  Perhaps research if there are local small business networking events that you could go along to and meet people at and perhaps do some business.  Alternatively it can be good to meet up with someone else you know who is also working from home so you can talk about what is working well for you and if you are finding any challenges with working from home.
  7. Get dressed. Another myth about working from home is that you can spend the whole day working in your pyjamas.  I suppose in theory you could do this, but I would absolutely not recommend it.  The clothes you wear have an impact on your attitude and if you are sat there in your pyjamas you will definitely not be in the right frame of mind to achieve much.  You need to be dressed for work.  Although, you don’t need be dressed in a suit, make sure you are at least presentable to walk down the road and meet someone for a coffee.
  8. Keep your To Do List visible. Whether you write your to do list on paper or keep it electronically, make sure you can see it all the time.  Seeing what you still need to do before the end of the day spurs you on and it’s also motivating to see what you have crossed off the list too.
  9. Have water and healthy snacks close by. One of the distractions of working from home can be the kitchen.  Whilst you do obviously need to eat and drink regularly throughout the day   repeatedly getting up to the fridge can be a distraction.  At the beginning of the day get a large bottle or jug of water so that you can keep topping up throughout the day and a fruit bowl to help yourself from.  This saves you having to get up unnecessarily, also, if healthy food is in sight you are more likely to help yourself to this rather than be tempted by the biscuit barrel, which although you may get an initial burst of energy from, will certainly make you feel sluggish later on.  One of the other benefits of working from home is you can make your own lunch, which not only gives you a more varied range of options but is also cheaper.
  10. Focus on what you want to achieve. If you’re just starting out working from home, perhaps having come from a larger company environment, one thing you can miss is the buzz of the office and the motivational effect of this shouldn’t be overlooked. When you work from home, there won’t be other people around you to motivate you, you will need to do it yourself.  The good news is, when you run your own business and work from home there is a lot to feel positive and motivated about, but you will need to make sure that you regularly remind yourself of this.  At the start of the day, and at regular intervals throughout the day think about your long term business goals and why you want to achieve them.  Understand how what you’re doing that day fits in to the bigger picture and know that the end of the day you will be a little bit closer to achieving that dream.  Don’t just think about the buinsess goals themselves, but what they mean to you and your life, perhaps more time with your family or that house with the extra bedroom.  Thinking about these things and knowing why you’re working, gives you so much more focus and determination.
  11. Review at the end of the day. At the end of the day, look back at your to do list, see what you have crossed off and evaluate what you have done.  Congratulate yourself, you have worked hard, be pleased with what you have achieved and be pleased that you enjoy your working lifestyle.

Do you have any other tips to share with others about working from home? Perhaps you are finding particular challenges, please comment and I will reply.  Feel free to share this with anyone else who would find it useful.

 

Six Simple Steps To Realise Your Business Goals
Lynette Green

Six Simple Ideas To Ensure You Realise Your Business Goals.

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Happy New Year!

Have you made goals for your business this year?  If you have fantastic, you’re already on your way to achieving them. If not,  it’s never too late to make some.  You don’t have to make them at the start of the year but there is something about starting a fresh year with a new set of goals and outlook that feels really positive.

If you haven’t already made any you might like to read my last blog post on planning the year ahead to give you some pointers.

So now you’ve made them you need to stick to them.  Here are my ideas for how to realise your business goals.

  1. First of all make sure all of your goals are SMART. (Specific, Measurable, Agreed Upon, Realistic, Time Based).  There’s no point making a goal if it’s not something that is practically achievable, also there is no way of knowing if you have actually hit it or how far off you are so make sure you’ve got this right first of all.
  2. Once you have your goal you then need to work backwards and break it down into measurable steps. This has several benefits. Firstly, it enables you to see clearly the path to achieving your goal. It also makes the goal feel more achievable if you look at it one step at a time.  Make sure you add a time frame to each stage.  This can help you evaluate if your ultimate time goal is realistic when you see how long each stage is likely to take.  It’s important that you make it realistic otherwise if you try to overstretch yourself to achieve the steps you will begin to fall behind and this can be demoralising.
  3. Find someone to be accountable to. Choose someone you can trust to be honest with you, whilst at the same time being quite non-judgemental and fair.  Ideally someone who also wants you to realise your business goals. Sit down with this person at key intervals, set out what you are to have accomplished by your next meeting and where you are today. Having someone you have to regularly check in with on the progress towards your goal is a good way of making you stick to it.  Telling someone that you have achieved everything you had planned to is extremely positive and spurs you on to achieve more.  Conversely, if it hasn’t been fulfilled, then having to verbalise it to someone else can help you understand why that may have been and if you could have done anything better.  If you have a colleague or business partner, then you could work together on this.  If you work by yourself perhaps you may know another business owner who you may like to work together with this on and each coach each other through achieving goals.  Alternatively, trusted friends, family members or partners can also be a good choice.  Another person may also have valuable input and an outside perspective is often a good thing.
  4. Create key milestones and celebrate when you achieve them. On the way to your ultimate goal there will be a number of milestones, each to be broken down into their own stages.  When you hit each of these milestones it’s important to reward yourself.  Decide whatever you think is appropriate, it could be a drink with those you have worked with to achieve the goal, perhaps an afternoon off indulging in a favourite activity.  Know what these celebrations are going to be at the start, as incentivising yourself to keep working through the milestones is leading you along the path to realising your business goal.
  5. Use a tool or an app to track your progress, there are a number out there but Trello and Freedcamp are a couple of free, easy to use solutions that will help you list tasks in one place, assign to tasks to different people and allow you to monitor your progress. It’s a simple way of keeping everything organised in one place and on track.
  6. Review your progress regularly, ideally every day. Make sure you fully understand the situation, what have you done to move forward and what still needs to be done?  Setting some time aside each day to look at this really helps you to stay focussed on your goals and trains your mind to start seeing other activities in terms of how they relate to your overall goal.

Putting these actionable steps in place will help you to stay focussed on your goal, motivated to achieve it and keep you moving forward constantly in the right direction.  You will realise your goal if you work in this way.

Let me know how you’re getting on with your goals and if you have any other ideas to help keep yourself on track I’d love to hear them.