Feb. 25, 2025
Stop Making these $100,000 Mistakes
Join us as we uncover the costly mistakes that could be costing your business $100,000 or more each year. We'll reveal counterintuitive solutions that your competition isn't implementing and show you how to turn these common pitfalls into profit...
Join us as we uncover the costly mistakes that could be costing your business $100,000 or more each year. We'll reveal counterintuitive solutions that your competition isn't implementing and show you how to turn these common pitfalls into profit opportunities. This episode provides actionable strategies to help business owners identify and correct these expensive errors before they impact their bottom line.
Powerful Business Strategies is broadcast live Mondays at 12 Noon ET Music on W4CY Radio (www.w4cy.com) part of Talk 4 Radio (www.talk4radio.com) on the Talk 4 Media Network (www.talk4media.com). Powerful Business Strategies is viewed on Talk 4 TV (www.talk4tv.com).
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WEBVTT
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The topics and opinions expressed in the following show are
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solely those of the hosts and their guests and not
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those of W FOURCY Radio. It's employees are affiliates. We
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make no recommendations or endorsements for radio show programs, services,
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or products mentioned on air or on our web. No
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liability explicitor implies shall be extended to W FOURCY Radio
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or its employees are affiliates. Any questions or comments should
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be directed to those show hosts. Thank you for choosing
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W FOURCY Radio.
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Welcome to Powerful Business Strategies, where you will find out
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that everything you have ever learned about growing your business
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is wrong. Finally, a show where you'll learn the right
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way to grow your business by learning business and financial
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strategies that your competition isn't doing. And now here is
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your host resident of Next Step CFO Michael Barbarita, and
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joining Michael for today's show as an executive moderator is
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Chooky Obia.
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Welcome to Powerful Business Strategies. Well, the reason why you
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don't hear that energized voice that usually starts the show
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of chuky Obio welcoming you to the show is because
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Chuki's wife and Chuk recently had their first baby, Chelsea
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as a dais Obio two and was welcome to the world.
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So congratulations to Chuk and his wife. And Chuki will
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be on leave for a while so in the meantime,
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my name is Michael baber Rita, President of Next Step CFO,
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and next Step CFO is a fractional CFO and strategic
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implementation for business owners. Hire us to double and triple
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their profit to implementing business and financial strategies that their
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competition isn't doing. And our vision is to ensure overwhelmed
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business owners achieve the time, freedom, and consistent profits to
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build a legacy and the life they desire. Our mission
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is dedicated to guiding small business owners to leveraging their time,
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exploding their profits, and building a meaningful legacy. This show
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powerful business strategies and our book of the same name
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is a step towards accomplishing that vision and mission, and
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Chooky and I are both affiliated with a number of
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different organizations. Schucky currently serves as the managing director of
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business Development for Vetter Price, which is a global business
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focused law firm, and in addition to that, Chuky and
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I collaborate to moderate business roundtables around the country and
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around the world and document those insights as part of
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our book Powerful Business Strategies. But please note that the
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views expressed on this show are our personal views based
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on our own successful experiences. So here's something I'd like
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to share that I've announced before. If you have a
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business problem that you would like us to answer, or
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a business question or a strategy that you'd like to
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ask us about, please email us at ask at NEXTSTEPCFO
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dot net. Doesn't matter what the business problem is or
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the question, and we'll answer it, will answer it for you.
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There are a couple of things that we do ask though.
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Number one, please state whether it is something that we
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can answer on the air or if it's confidential, and
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of course if it's confidential, we will put it on
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the air. And number two, please provide your phone number
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because business problems can be complex and we might need
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more context or clarity. That email address again is ask
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at NeXTSTEP CFO dot net, and I want to point
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out that we've had a couple but they requested confidentiality,
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which of course we will always honor. You know, every
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morning across the country, business owners like you wake up
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carrying the weight of coultless decisions, endless responsibilities, and sometimes
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overwhelming pressure. You carry the dreams of your family, the
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livelihoods of your employees, and the trust for your cus
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of your customers all on your shoulders. Some days it
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feels like you're climbing a mountain that just keeps getting deeper.
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Competition gets tougher, the margins get tighter, and the challenges
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keep coming. But here's what I want you to remember.
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You're not just a business owner. You're a problem solver,
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a dream builder, and a value creator. Every successful business
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owner I've ever worked with has faced moments where they've
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questioned everything. But what separates those who break through from
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those who break down isn't just talented resources. It's their
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willingness to think differently when everyone else is taking the same. Today,
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we're going to show you how to turn your biggest
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challenges into your greatest opportunities, because sometimes the very thing,
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the very things that feel like they're holding you back,
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are actually setting you up for a breakthrough. Son't remember,
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the tough times don't last, but tough business owners do.
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And let's turn those one hundred thousand dollars mistakes into
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million dollar opportunities every great success story. That's what someone
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who refused to accept the status quo. As business owners,
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we often think our biggest risks come from taking action,
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you know, like launching that new product, or expanding new markets,
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or raising our prices. But the truth is the most
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expensive mistakes in business come from standing sale, from doing
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the things that the way they've always been done. Today
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going to challenge you, going to challenge everything you think
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and you know about running your business. Why well, because
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the cost of staying comfortable could be costing you one
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hundred grand or more each year. So get ready to
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start thinking differently and to act boldly. Today's show might
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might make some of you uncomfortable, because we're going to
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talk about mistakes that could be costing your business six
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figures are more each year. You know. Just last month,
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I was working with a client in the trades who
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was doing everything by the book, following all the traditional
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business advice, working harder than ever, and yet they were
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leaving over one hundred thousand dollars on the table simply
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because they were making what most people would consider normal
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business decisions. So let me share something that I've shared
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before and is actually the premise of the show, ninety
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five percent of business and financial strategies used today are
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identical to your competitors. They don't work. Think about that.
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If you're doing the same things as everyone else in
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your industry, you're essentially competing solely on the only option
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that the customer has to differentiate you, and that is price.
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And competing on price, as we all know and said
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many times, is a race to the body. Say, we're
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going to uncover three critical mistakes that are silently draining
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money from your business. But here's what makes this show different.
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Not just going to point out the problems, but for
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each mistake, we're going to give you specific, actionable strategies
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that you can implement immediately to turn these costly errors
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into profit opportunities. And the mistakes will uncover today aren't
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just theory. These are real issues. We've encountered with hundreds
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of these issues, with hundreds of business owners across dozens
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of industries, from contractors to manufacturers, from service providers to retailers.
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These mistakes, they're all universal. But here's the good news,
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they're also completely fixable. What's exciting is that when you
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correct these mistakes, you're not just saving money, You're actually
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creating new opportunities for growth, and your competition isn't even aware.
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And this is about turning problems into profit centers. So
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grab that petted paper because you're about to discover why
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everything I've ever learned about growing your business is wrong,
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and more importantly, what to do about it. And if
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you're driving, remember you can get the recording at Powerful
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Business Strategies dot com. So let's dive into the first
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major mistake costing businesses one hundred grand or more, and
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that is not being able to speak your customer's language.
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You know, this might sound simple, but it's far more
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complex and far more costly than most realized. There's a
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startling fact most business owners think they know their customers,
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but they're actually marketing to themselves. They create messages that
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would convince themselves to buy, not messages that resonate with
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their actual target market. So let me give you a
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real example. We had a client in the professional services
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industry who was targeting business owners between ages forty to
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forty nine, and they were using messaging focused on the
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solutions and cutting edge technology. But when we actually studied
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their target demographic, we discovered business owners in this age group,
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we're staying up at night worried about innovation. Their primary
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concerns were time, time management, money, and health. This misalignment
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between messaging and customer concerns was costing them dozens of
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potential clients each year, and with an average client value
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of five thousand, this single mistake was caused that I'm
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well over one hundred grand annually. So let's break this
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down further. Your customer's language changes dramatically based on the
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their age and life stage. A thirty year old entrepreneur
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has a completely different concern than a fifty year old
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business owner. The younger entrepreneur might be focused on proving
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themselves and scaling quickly, while the older business owner is
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thinking about legacy in stability. Here's what's critical to understand.
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Your customers don't buy your product or service. They buy
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what they believe that product or service will do for
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them and solve their problem. And what they believe it
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will do for them is deeply connected to their current
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life stage and the current challenges that they're going through.
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And this is where our conversion formula becomes critical. So
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instead of what your customers want, you need to identify
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their specific pain points based on their age and life stage.
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Understand what keeps them up at night, know what they're
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getting criticized for at home, Understand their business aspirations, and
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speak directly to these concerns in their language, not yours.
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The mistake isn't just missing these points, it's assuming you
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know well. It's assuming you know them without proper doing
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the proper research. Because every time you put out marketing
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that doesn't resonate with your target audience or their actual
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concerns or their issues and problems, you're just wasting your
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money and you're actively pushing potential clients away from you.
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So the solution is it just about changing your marketing message.
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It's about fundamentally shifting how you think about customer communication.
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Need to create what we call customer communication matrix that
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aligns with different age groups and their specific concerns. For instance,
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if you are targeting forty to forty nine year olds,
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your messaging should focus on work life balance solutions, time
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optimization strategies, health and wellness, integration, and legacy building opportunities.
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And this isn't just theory. We've seen businesses double and
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triple their conversion rates simply by aligning their messaging with
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their customers actual concerns. I have a question from a listener, Michael.
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You mentioned the customer communication matrix. Can you give me
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a specific example of how a business owner could start
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building this today? That's a great question. Well, the fastest
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way to start, I think, is by interviewing five to
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ten of your best current customers. Ask them these specific questions,
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what kept you up at night before finding our solution,
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what finally made you decide to work with us? And
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what words or phrases really resonate with you in the
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discussions that we've had. And their answer is will form
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the foundation of your matrix, and you'll often find their
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language is very different from what you've been using in
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your marketing. But here's where most businesses make, even a
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cost of a mistake. They stop at just understand their
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customers language. The real power comes in using this understanding
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to create what we call trigger points in all your communications.
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So let me explain what I mean by trigger points.
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When we studied businesses that were successfully converting prospects into customers,
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we found it it wasn't just about speaking the right language,
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it was about hitting specific emotional triggers at the right
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time in the customer journey. For example, let's let's look
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let's look at how this plays out in different age groups.
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So for business owners in the thirties, the trigger points
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often revolve around fear of missing opportunities, desire to prove themselves,
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need for rapid growth, concern about making the right long
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term decisions. And those in their forties, the triggers shift
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to work life balance, concerns, legacy building, maximizing efficiency, and
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return on investment. And for those fifty enough, the triggers
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become stability and security, succession planning, building lasting value, and
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creating systems that work without their constant involvement. And here's
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were that one hundred thousand dollars mistake just compounds. Most
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businesses use a one size fits all approach in their
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marketing and sales process. They might have great copy, they
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might have beautiful design and even compelling offers, but if
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they're not hitting the right trigger points for their specific audience,
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they're leaving enormous amounts of money on the table. So
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let me share a case study. It is a business
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consultant who was targeting all business owners with the same
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message about increasing profitability and when they segmented their message
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based on age groups and trigger points. Their results were staggering.
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For clients in their thirties, they focused on proven systems
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to scale faster. For clients in their forties, they emphasized
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working smarter, not harder. For the fifty plus group, they
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highlighted business sustainable value and the result is that conversions
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actually tripled in just ninety days, with an average client
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value of thirty six thousand. This single change added over
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two hundred grand of their annual revenue. And it's not
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just about marketing. This understanding needs to permeate every aspect
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of your business. How you structure your offers, how you
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conduct sales conversations, how you deliver your services, how you
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handle follow up, even how you ask for referrals. And
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each of these touch points needs to align with your
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customer's language and trigger points, or you're going to create
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a disconnect that costs your money at every single step. So,
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so your listener is asking, can you explain how a
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business owner would identify these trigger points for this specific industry? Well,
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start with what I call the pain point pyramid. So
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interview your last, say ten customers and ask them to
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rank their top three concerns before they bought from you.
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Then ask them what specific words or phrases resonated the
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most during the buying process, and you'll start to see
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patents emerge that reveal your actual industry specific trigger points.
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And the key is to look for emotional drivers, not
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