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Are you selling or servicing a need

July 30, 2020

ISSN# 1545-2646

Are you selling or servicing a need

The economy is still trying to figure itself out.  We have had starts, stops, pauses and peddle to the metal and all the jerking around might be getting both your business and customers sick. Not directly from a virus but all the happenings swirling around in the economy.

Early on in the current state of economic challenge there was essentials buying – toilet paper, hand sanitizer and the like. Then it moved to various food products like meat etc. As the time passed and the government injected cash into the economy in various forms from direct to citizens stimulus checks or through business via payroll protection programs etc., money began to work its way into the economy.  Most of this was in the consumer marketplace.

As the various levels of re-opening the economy began to take place, the business world needed some of these same essentials for cleaning and providing a safe and sanitary environment for all (staff and patrons) who would enter their businesses. Most of these types of purchases would fall under a need to purchase.  It was not a like to have. It was a requirement so the need was very high in the operational expense category.

Moving forward as you engage your customers and clients it is going to be critical that you distinguish whether you are providing a product or service to a need or a want. Businesses still have many wants.  The challenge for the near future is they won’t have the money for wants, only for needs. So for your sales team, you will need to look at your customers through the lens of helping them resolve a need as opposed to selling them something they want.

You might say to yourself that you have always sold to a customer need. I would tend to agree with the general statement but coming out of this most recent economic challenge, the marketplace is very unstable/uncertain. This does not mean gloom or doom. What it means is that you MUST be far more attentive to the real needs of the customer and how you can help them effectively and efficiently remove their pain by serving them rather than just selling them a product or service.  The justification process has gone way up and although a need may have existed prior to the economic change, the priorities have changed and new assessment criteria is in place to define need vs. want.

Are your sale people listening at the level they need to be to hear the customers’ pain? Do you need to engage them in a more immersive listening and understanding effort to generate sales? Give JKL Associates a call at (313) 527-7945 in Michigan or (407) 984-7246 in Florida and lets discuss your NEEDS!

Questions or comments – email us at partners@jklassociates.com or call our Offices – MI at (313) 527-7945 FL at (407) 984-7246
Our Purpose – To build Relationships rooted in “Purpose” so authentic contributions deliver “Promises”
A life where a “Promise” means something!

Become a Fan on Facebook ? www.facebook.com/jklassociates
Link up on LinkedIn ? www.linkedIn.com/in/jklassociates
Follow us on Twitter ? www.twitter.com/@jklassociates

 Copyright – JKL Associates 2020

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Everyone needs a Guide from time to time

July 23, 2020

ISSN# 1545-2646

Everyone needs a Guide from time to time

About a year ago, a seasoned hiker took a walk into a tropical forested area she was generally familiar with from past excursions. As it was territory she had been in previously and did not anticipate any challenges. She ventured out all alone not letting anyone know where she was going hiking.  She wanted some peace and quite so she left her phone in the car and started down the path. A short time later she saw a rock just a few yards off the path. She elected to go climb upon it and take a rest.  She had ventured just a short distance from the path to not just take a load off their feet but also to get a great view of the vista.  Life was great! After a short time and taking in all the peaceful surroundings she ventured back to connect with the original path she entered into the forest and return to civilization. This is when things got all turned around. Although she was just a short distance from what she thought was the original path of return, it ended up being a different path which lead her in a different direction.

So what does this have to do with you and running your business? EVERYTHING…

As business leaders we are all on some path or journey to arrive at some future destination achieving some results or success. The journey leads us in many directions and we have numerous choices to make along the way. Sometimes the view is very clear like looking across an open field where we can not only see your destination, but we have things like the sun and stars to guide us along a given path. Other times the path is tree covered, dense with challenges that at times seem overwhelming to navigate.

During those times when information is coming at you and you are having to make choices you need a guide with a good compass to help you make the best decisions for yourself, your business, your team, your clients etc.  Without an ability to separate all of the noise of information you begin to rely on your past experiences which in some cases might give you bad input.

Going back to our experienced hiker, a few missed steps and she was lost without access to phone or support. This was a real situation which turned out ok. After a three week search of the forest the hiker who was dehydrated (did not take water with her) and in a level of physical challenge was located just a few yards from the path that would have lead her in the direction they were seeking.

This week as you look at your business, be aware that even those who have experience and “have done this before” are not with out the need for getting good solid insights from a business “Promise guide.” The business world is different.  Your business is changing.  Engaging a guide to help you navigate all the noise might just be the difference in getting results and have great success.

At JKL Associates our “Promise Guide” is ready to assist you in navigating your journey to a successful outcome. Give us a call at (313) 527-7945 in Michigan or (407) 984-7246 in Florida.

Questions or comments – email us at partners@jklassociates.com or call our Offices – MI at (313) 527-7945 FL at (407) 984-7246
Our Purpose – To build Relationships rooted in “Purpose” so authentic contributions deliver “Promises”
A life where a “Promise” means something!

Become a Fan on Facebook ? www.facebook.com/jklassociates
Link up on LinkedIn ? www.linkedIn.com/in/jklassociates
Follow us on Twitter ? www.twitter.com/@jklassociates

 Copyright – JKL Associates 2020

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On Ramp Energy

July 16, 2020

ISSN# 1545-2646

On Ramp Energy

For most of us, the amount of driving we have done in the past few months has been radically reduced.  With businesses shutdown and the emphasis on staying home to reduce the spread of the COVID-19 virus, automobiles sat idle more than they were driven. Automobile insurance companies returned a portion of insurance premiums to reflect this reducion in usage. Now the on ramp to reopening the economy is available and people are getting back on the road again. At this point in time, are you ready for the acceleration as the economy comes back to life? Maybe your business was shutdown or maybe your business was deemed as essential.  In either case, you need to be ready for the reimagined ways of conducting business.

For the past few weeks this communication has been talking about rethinking and reimagining your business as we come out of the past months of shutdown.  This most recent time period has not been experienced by our economy in over 100 years.  The last pandemic of the early 1900’s was very different.  The population was different, the knowledge and technology was different, and the economy was very different. During the past 100 years we did experience a “Great” depression and multiple recessions. Each of these events caused changes in the way businesses conducted their transactions after these events had passed.

This event is no different.  Changes have already taken place and have reshaped the way peoples expectations will need to be met. The gradual move to on line ordering and curbside pick up for example was beginning to make its way into our economy.  The shutdown accelerated this need and business adapted to the demand.  As we come out of this shutdown, there is going to be a return to the prior shopping methods, but the on line ordering and curbside pickup is going to remain.  It is going to be part of the business expectations of the customers, so it will need to be part of your business delivery systems.

This week you need to look at what has changed in your customers’ eyes based on what they experienced while going through this most recent few months? What new or different expectations do they have on the vendors they used in the past and what will they be looking for in the future? For example, there is some change going on with respect to people going to the gym to work out.  Because they were closed and some remain closed, this group of consumers have found other methods to get their workout fix.  Businesses who are delivering exercise equipment to the home or office has increased.  Gyms who offer public outdoor workout sessions have increased. These are adaptations which this industry is having to deal with and it is reshaping what they will need to do moving forward.

The on ramp to a revised economy is open and people are accelerating onto that ramp.  It is too late once the opportunity passes you by so what are you planning on rethinking as you prepare your business to take advantage of these changes?

Need a jump start to rethinking your business practices? Give JKL Associates a call at (313) 527-7945 in Michigan or (407) 984-7246 in Florida.

Questions or comments – email us at partners@jklassociates.com or call our Offices – MI at (313) 527-7945 FL at (407) 984-7246
Our Purpose – To build Relationships rooted in “Purpose” so authentic contributions deliver “Promises”
A life where a “Promise” means something!

Become a Fan on Facebook ? www.facebook.com/jklassociates
Link up on LinkedIn ? www.linkedIn.com/in/jklassociates
Follow us on Twitter ? www.twitter.com/@jklassociates

 Copyright – JKL Associates 2020

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In Chaos there is opportunity

July 9, 2020

ISSN# 1545-2646

In Chaos there is opportunity

There is no question about it, the last few months have been filled with all kinds of various chaos.  From COVID-19 virous concerns, to shutting down the economy, to the social unrest.  Call it finding the silver lining in the dark clouds of chaos, but there is real opportunity on many levels.

Take the COVID-19 economic shutdown, this gave almost all businesses a restart button to press on their businesses.  It leveled the playing field.  The mistakes of the past could be re-evaluated and changes made so that when reopening up for business you could take full advantage of a new reinvented platform to build upon.

If we look at the actual dynamics of the virus, we saw thousands of commercial businesses come forward to work together in support of solutions.  Companies which were traditionally competitors were working side by side sharing data to effect a more positive outcome for resolution.

The social unrest is also a solid opportunity to rethink some of the past practices and upgrade them so that our entire society and humankind can more adaptively commune together moving forward.

Each of these examples are just the tip of the iceberg of positive changes which can come out of what originally was chaos but will become meaningful enlightenment for positive growth.

This week as you look at your business, your team, your community give some time to stop and think about what can still be done to upgrade coming out of this pivot in time. In a typically hectic paced business and social world this pause and silence is a unique opportunity to rethink, reinvent and reposition your business, your team, your results and contribute in ways not previously considered to be possible. Engage your people to be creative thinkers.  What ideas might they have to reshape the future in a constructive way. Be open minded to new ideas which might at first glance be too far out of alignment.

Just 90 to 120 days ago, if you would have thought your business could run via working at home resources you might have dismissed the idea as preposterous.  When forced to do it and putting some good old ingenuity to work, it has now turned into a real possibility for future workforces to be remote for portions of their business week.

Jumping back a couple weeks to the insights on launching manned spacecrafts again from US soil, everyone dismissed that generally commercially available parts could be used to more economically deliver cargo and people into space could be achieved.  It happened and right in the middle of a world wide shutdown.

Need a brainstorming session on finding your opportunity out of the chaos? Now is the time to reach out to JKL Associates at (313) 527-7945 in Michigan or (407) 984-7246 in Florida. Our team is ready to help you grow your business.

Questions or comments – email us at partners@jklassociates.com or call our Offices – MI at (313) 527-7945 FL at (407) 984-7246
Our Purpose – To build Relationships rooted in “Purpose” so authentic contributions deliver “Promises”
A life where a “Promise” means something!

Become a Fan on Facebook ? www.facebook.com/jklassociates
Link up on LinkedIn ? www.linkedIn.com/in/jklassociates
Follow us on Twitter ? www.twitter.com/@jklassociates

 Copyright – JKL Associates 2020

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Freedom does not mean unrestrained Liberty

July 2, 2020

ISSN# 1545-2646

Freedom does not mean unrestrained Liberty

As we approach the coming holiday of the celebration of the birth of our nation, it is time to pause and take account of what this great country represents.  This is where a review of history helps to frame why our constitution was crafted, the way it was crafted, why a Bill of Rights exists and why mistakes made from our pasts can be rectified through constitutional amendments to the guidance systems of this country. This is not a history lesson, you can still read or YouTube about those things.

This week is about understanding the awesome responsibility and accountability this thing we call FREEDOM has for each of us in this country.  The past weeks have been filled with tragic events of loss of life to violence and the destruction of property. Each of us by our freedom is given the privilege’s to formulate our own opinions and thoughts regarding these events. In some cases freedom provided the very basis for protesting injustice.  Unfortunately, some viewed these freedoms with out regard to the liberties the freedom provides for in this country.

These two words are too often confused and intertwined as if they are one in the same.  They are not. Freedom typically means to be free from something. Liberty on the other hand is the opportunity to be free to do something. Liberty primarily focuses on the privilege’s which come along with freedom.  Without freedoms we do not have liberties.  Freedom therefore must be earned, maintained and honored such as to protect our liberties.  Our forefathers fought for our initial freedoms and protected them in our constitution and other governing documents.  To this very day our constitution not only allows for protest it encourages it because it was part of the very foundation of building this country.  The Boston Tea Party was effectively a protest on taxation.  How it was done under the disguise of Native Americans adds controversy to the event in today’s view some 200+ years later.  So too will the events of the past few weeks be looked at differently 200+ years from now.  It does not mean that either were right or wrong, done correctly, or were executed without agendas.

The freedom to have unrestricted opportunity is one thing.  The liberty to actually do it and not be open to understand and appreciate that actions have consequences is a different matter altogether. This is why on this 4th of July holiday we ALL must step back and start with some fundamentals.  We are ALL created equal.  We must ALL respect one another regardless of any of the humanistic visual or non-visual differences. We must ALL take responsibility and accountability for our actions or lack of actions.

Our current society likes to place labels on people.  It somehow gives meaning to injustice.  The challenge is that labels like color, creed or any of the other protected elements of our law of the land can be twisted to achieve a given agenda.  If we start and stay with the fundamentals of universal respect for everyone, great things can come from these less than admirable days of the past few weeks.

Questions or comments – email us at partners@jklassociates.com or call our Offices – MI at (313) 527-7945 FL at (407) 984-7246
Our Purpose – To build Relationships rooted in “Purpose” so authentic contributions deliver “Promises”
A life where a “Promise” means something!

Become a Fan on Facebook ? www.facebook.com/jklassociates
Link up on LinkedIn ? www.linkedIn.com/in/jklassociates
Follow us on Twitter ? www.twitter.com/@jklassociates

 Copyright – JKL Associates 2020

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