BICARA BISNIS BERSAMA SUJIMY MOHD - Part 2

BICARA BISNIS BERSAMA SUJIMY MOHD

This is the second part of a 3 part series of BICARA BISNIS BERSAMA SUJIMY MOHD..

Do read up the first part if you missed it.

I’m putting insome of my own comments so not 100% comes from Sujimy!! I’ve finish reading his book and yeah the points listed below are also from the book..

1) GENERATE INTEREST

- When you have something to sell or a service to provide, people need to be interested in it to buy it or use the service. Therefore as business owners we need to learn this skill of developing interest. For example. Progam MAP? What is the selling point or the interesting point that attracts people? Saving money and embarking on your right Financial Journey correct? Alone this attracts people whom have problem managing their own finances and they may require expert advice which abangabu provides. As for Sujimy, he created interest by explaining how media can be used to create wealth. Easy aint it, as for me I explain to people why do you need to SERTU or why do need a website? So do ask yourself questions like WHY this WHY that….

2) SELL SELL SELL

- Even when you are the BOSS, you need to SELL your products or service. You are the frontline of the business. Dont be shy about it..If you are shy chances of being successful is also slim..

3) AIM 100 TO GET 20

- In Business it is always a numbers game…from 100 people that you call to request for appt, maybe half will get back to you and give you an appointment. Furthermore only half of that will give you a deal.. Always aim for more.

4) KNOW YOUR FIGURES

- The first thing that a business owner should know what he wants is the SALES TARGET. We need to tell ourselves how much we want to gain. For example if you know that you need to make $50,000, what does it take to get there. How much of your product do you need to sell to generate that amount and how many clients do you need? Use the AIM 100 TO GET 20 method to calculate the no of clients you need. Do you need more workers to achieve this? Do you need to advertise and how much does it cost? How much capital do you need to get this done? Work backwards from the GOAL that you have and work out a plan. Knowing your target market is also important as you do not want to max out your resources.

5) MEET 4 CLIENTS PER DAY

When he started or maybe still is, he practise meeting 4 clients a day. How to meet this is dependable on your business.

6) PREPARE AS IF YOU ARE MEETING YOUR ONLY CLIENT

Everytime you meet a new client. Prepare as though you are meeting your only client. Do your research for each one..If you dont have the time, get someone to do it because it is very important that you be prepared for meetings to avoid wasting time and so on. I believe those in the corporate world will know this better right.

7) RESEARCH BIZ - THE MC DONALD STORY..

Sujimy mention about how he got a deal with Mc Donalds. I believe it was an advert campaign that he wanted to help Mc Donalds with, so he proposed to them and none of the executives could make a decision and thus he asked the managers, they too could not decide, and so he was referred to the Master Franchise Owner of Mc Donalds in Singapore. He was only given 10 minutes to meet him. Before this appointment, Sujimy hired a researched company to do a research the eating habits of Singapore Malays eating in Mc Donalds. Arm with this info, he showed it to the Master Franchiser. He was totally surprised with the figures presented, so he decided to give Sujimy another 20 minutes to allow him to explain in further details regards to his proposal and yet they got a $50,000 contract within that 30 minutes. It shows why preparation and research is so important when meeting clients.

PRACTISE 24 / 7 / 30

This applies in most situations and I do agree with him. If you happen to meet a prospective client in a networking environment, do get back to them like send a gesture of “Hi nice meeting you just now, keep in contact” within 24 hours. Then do send another message or give them a call within 7 days to maybe have a short chat to at least know them better. In 30 days, give them a dial again and ask them on how they are? OK this is a networking practice even thought by Kak Jen Anwar from GoldChocs.

This can also apply to sales. The first day that you propose your service or product, by the next day or 24 hours you should call them to ask if the are interested in getting it. By the 7th day, do call them up again if they dont call you and by the 30th day you should close the deal…

So yes 24/7/30 is a right formula to begin with as it may not sound as though you are so desperate in selling your service or product..So i guess the time frame is not only to sell but also to build relationships in business.

9) READ NEWS

Read to get ideas. Not just NEWSPAPERS but also books, magazines that developed your mind, relationship, how tos? Hey watching TV can also give you ideas and inspirations.

But ideas can actually come from anywhere. Yesterday while chatting with an old friend on MSN..( I did this while I was reading Sujimy’s book).. I ask him what he was doing, so he said ” nothing”, so I ask him why not use this time to write since he is a writer and a song writer. He said he had no idea…Since he doesn’t know what to write, I ask him to write a song about “Having No Ideas”, so immediately it hit him..”Balada Seniman Kehilangan Ilham”. That is the title of the song..haha i guess i learn fast cos Sujimy was explaining about how during the SARS period he manage to rebound from a loss…Instead of complaining about the SARS, he did an awareness program about SARS which the Govt bought it. Its about spotting opportunities in a different way…

10) SET ACHIEVABLE TARGETS

Ok Sujimy doesnt say this alright. But this point is related to point 4. When you are working backwards from your objectives, you may find that the target may not be realistic and it is not achievable during that time due to certain problems like man power issues or so on. Yes do look back on your strengths and be realistic about it and probably scaled down that goal and work to see that it could fit your time, space and so on….Remember you too have a life, you can’t be working 24/7..You need to sleep, spend time with family and so on. This is my opinion. Its about balance but if you are at the start up phase just like where I am at the moment, things are slightly different as it can be totally hay wire.. Its about managing it…But remember this, always aim for more that you wish to achieve so that even if you dont meet the target, you will still be satisfied with it…From there make new goals and target and put some sense into.

11) USING THE MEDIA TO SELL..

Topic that got me ideas!!! So yeah it was so superbly beneficial from this point on….The question is why use the media to advertise? Isn’t it expensive? If you look at the quotations that the sales people will give you, it may be shocking to you but Sujimy taught us to look at it in a different way.

For example…we know TV can reach out the masses of about 120 000 tv viewers in a matter of seconds during peak periods, radio can reach out to 150 000 listeners with in a certain time period and newspapers can reach out to 60 000 readers in a day.

TV usually costs about 10K to advertise for only 10 slots of 15secs. If we calculate the cost $10000 divide by 120 000 people is about 9cents per person If we play the numbers game out of 100, 1 will buy a product worth $50..That would mean that there is 1200 buyers which is also equal to $60,000 in sales.. Hey you still make $50K right??

You guys do the maths for radio and newspaper alright. Whatever it is, its quite worth it but of course you do need the capital and the calculations shown above is not exact. It could be more or less. Sujimy mentions that he spends about $15K on adverts each month and usually get returns of $300K. Imagine the difference. Of course he spreads it across the different media not just one.

Depending on your business, you should know the media to advertise in. He mention about a shop that closes down due to overwhelming response. It closed due too long queues and customers had to wait too long to be service. Eventually staff were taxed out and they had too much complains to bear..So what should be done? They should have advertise in the newspapers instead of on TV, so that the flow of people are manageable..Its great to have customers but too many can also kill you..

12) WHAT SHOULD BE SET FOR ADVERTS

Sujimy advised that adverts should be at least 20% of operational cost each month to sustain growth.

13) CHANGE!!

Every individual eventually needs to make changes and improvements in their life. If they cant speak confidently, they have to change to talk and do it more to gain more confidence. If we have a big ego, learn to be humble..CHANGEs are inevitable in the path to success. ARE YOU READY TO CHANGE!!

13) HOT

The right business idea for you is what that makes you HOT!!

H - Hooked
O - One Objective
T - Tell a good Story

You’ll be hooked on that idea..night and day you kind of think of it all the time..then from there we need to focus on one objective…..Once these two are in built in us, we need to tell a great story so that people can buy it!!

14) ENJOY YOUR MONEY

All of life’s riches are not just for you to work hard for it but also for you to spend it!!! We need to reward ourselves for the hardwork…

15) NEVER REGRET AND NEVER LOOK BACK

Live life without regrets, the past is the past, if you did well then success is not guaranteed in the future!! Its the same for those who failed yesterday, always forget about it and move on in life.

This is the end of the second of the 3 part series…Stay tune for the 3rd part in the next few days!!

My Life Mission: I enable others to discover purpose in their lives and empower them to pursue their dreams and live life to the fullest with God’s blessing.