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Greg Rogers

Founder and CEO at REthink HQ

Member Since February 2016

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Creator of the Rethink Infinity Sales Pipeline and the 5Ps framework, Greg shows you how to transform your business.
Increase sales, improve the customer experience and lift productivity.
That sounds pretty good, right?
I mean who doesn’t want more sales, more customers, better productivity?
You don’t even need to think about that, REthink it instead and give Greg a call, he’s a friendly, fun guy.

Qualified skills

Business Coaching
Business Consulting
Salespeople

Greg Rogers answered this question

Official FAQ
Official FAQ, Inquisitor at SavvySME

Business Coaching

How much does a small business coach cost in Australia?

Great question. The short answer and not being flippant is, how can they afford not to!Anything that you get better at, increase a skill, achieve a higher level of success comes from some form of 'training/practice and coaching'. Sport, hobby, business - there is no difference.I totally agree with Brian @ Meteorical, there are a plethora of options out there, ranging from the outrageously expensive right through to the 'coach/consultant' who is actually in-between jobs!Yes, you need to know what it is you want a coach to help you achieve.Grow your business? Not good enough, what does that actually mean?A good business coach will help you firstly identify exactly what it is you want to achieve and then work with you to reverse engineer a plan to achieve that.DOME - Define it, make it observable, measure it, evaluate it.I can absolutley say from experience that what will be uncovered first is not so much as a 'skill or knowledge' defiency but a mindset one.For me I see little value in the 'cookie cutter' programs.8 weeks to 6 figure sales a month.Transform your business with our blah blah.Sure there is nothing wrong with having a coach with a program as long as it can be flexible enough for what you need and more importantly has the content you need!If someone is delivering all of that for you, giving you the result you need and want in your business and can demonstrate how they can leverage that even further...what would you pay?Increases gross revenue by $100k, what would you pay?Raises net profitability by 3%, what would you pay?Provides you with a skill set to achieve all of that and more?Yes it has to be relative to your position but look at it from the point of view of where you want to be, not where you aware.Do your due diligence or it will be something you can't afford in more ways than one! 

Greg Rogers answered this question

What would be one thing that would help you increase your sales?

Hi Selena,One thing? Cos there are many, many things.But just one?Define it.Define it and you will be able to identify the ONE THING that will work best."Increase your sales" is equivalent to using a map but without knowing what the destination is. If you can't define it, how will you know when you get there? If you don't know that, how could you know what to do?It's akin to throwing darts blindfolded, you might hit the target occasionally but you have no idea!Define it might be something like - we want to increase our new customer sales by 15% in 6 weeks.You now have the end result and what success looks like, plus you have a baseline on which you can measure.Now you can plan what the best strategy/action/execution is to take to get that result. The one thing.You then prepare whatever resources, tools, training, skills are required to action/execute.Then you participate, actually put the planing and preparation into play, this is the doing.You check your progress, are we on track, is any adjustment required, what's working - what's not.And this will increase the probability of reaching that 'defined' target, the payoff.That's my 5Ps framework in action right there. As Covey said, start with the end in mind.If 'increasing sales' is 15% more new customer sales in 6 weeks, then the ONE thing that sits behind that is going to be completely different to 'increasing sales' meaning 15% more existing customer sales in 6 weeks.If you can define it; you can observe if it is happening or not; if you can define it and observe it, you can measure it; if you can define it, observe it and measure it, the feedback becomes objective rather than subjective. Hope that helps and makes sense.To your business growth.Greg

Greg Rogers answered this question

What are best employee retention ways for food service business?

Hi Nathan,Ask them, have a conversation with them!It will be as different and as individual as they are.Don't fall into the trap of thinking that you can apply a blanket approach. People and their behaviour are reinforced and rewarded in different ways, at different times, in different environments.Behaviour can be shaped, predicted, reinforced, punished and most important measured.How often do we start a conversation with...you always...everytime....you never....Get baseline, behaviour and then measure. To get more of the behaviour you want or want more of, reinforce through reward (actually has to be though). If you do this well you will find the behaviours you don't want or want less of start to go diminish and go way.The absolute correct answer to your question is right there...right there... with that employee and that employee and that employee.....CheersGreg

Greg Rogers answered this question

What are best employee retention ways for food service business?

Hi Nathan,Ask them, have a conversation with them!It will be as different and as individual as they are.Don't fall into the trap of thinking that you can apply a blanket approach. People and their behaviour are reinforced and rewarded in different ways, at different times, in different environments.Behaviour can be shaped, predicted, reinforced, punished and most important measured.How often do we start a conversation with...you always...everytime....you never....Get baseline, behaviour and then measure. To get more of the behaviour you want or want more of, reinforce through reward (actually has to be though). If you do this well you will find the behaviours you don't want or want less of start to go diminish and go way.The absolute correct answer to your question is right there...right there... with that employee and that employee and that employee.....CheersGreg

Greg Rogers answered this question

How do I increase turnover?

Hi Paulette,Having owned and operated a restaurant myself I can certainly identify with your problem.The previous replies are good ones and should be looked into, the biggest challenge in providing any feedback though is the lack of detailed information. This is the first point I always request of clients. Get armed with as much detail (information) as possible, when you have this then you can make informed decisions and choices.I suspect your initial problem is not having enough information to ask for help that is more defined than simply 'how do I increase turnover'. Baseline data is the key!Information for you, right now, is to quantify, do this by making everything measurable. How many days are you trading? Breakfast, lunch dinner? What is the average spend for each service time?What are you food costs? Wage costs? Rent as a % to turnover, you make the comment that there is nothing you can do about the rent, I would respectfully suggest this can only be answered accurately when the question is actually asked.What is the value of the 5% monthly increase you are looking for? Is it simply more customers X the average spend? If so this will mean a different course of action as opposed to perhaps investigating starting a breakfast or lunch service.You have hit a wall after 7 months, does this mean that you were achieving your 5% increase prior? If so have you stopped doing something, can you do more of what was working?I agree that simply reducing staff levels to the point that it affects service is pointless, no or bad service = no customers. Is your staff mix and rostering balanced?It may seem I have compounded the problem by asking questions rather than offering solutions but if you haven't gone through an exercise like this, then any answer is more akin to throwing a dart blindfolded. You might hit the target, you might not. The biggest problem is that you won't know either way!I wish you all the best in whatever course of action you take and I acknowledge your courage in putting it out there for help...always a big first step to overcoming a problem.CheersGreg

Greg Rogers answered this question

Independent sales professional, is this an option?

Hi Steve,Great question with no single right answer.Some will suggest that it is impossible to have an 'outsider' come in and perform sales in a similar fashion to what an external OHS consultant or Business Coach might do.Others will argue the other way.There are organisations and individuals who offer the type of solution you have posed in your question and that others have expanded on.I would be more than happy to have a conversation with you around some strategies that might be of interest to you, at the very least give you a couple of more options.CheersGreg

Greg Rogers answered this question

How should one connect with businesses looking at team building conferences?

Hi Tracey,I am guessing what you really mean is how do you develop leads (contacts) which you can turn into qualified prospects?Hunter makes some very valid points, the only one I would add to that is the HR dept. If you are looking specifically at 'team building' then the HR or Training and Learning dept could be another avenue.Depending on how you feel about a more 'direct' approach you could identify some of the organisations that seem to fit your ideal client profile and then offer to display some of your work in their foyer/reception area? Certainly a great way to overcome a cold call situation. This way you really are providing a give before an ask.All the best, if I can help in any other way please dont hesitate to reach out.CheersGreg

Greg Rogers answered this question

What are some ways in which you reward key employees?

Hi Kirsten,I find the biggest mistake that many organsiations/businesses/companies make with this question is not doing one very simple thing.Ask!Ask your employees. Not every employee will find the same 'reward' reinforcing. By definition if it's not reinforcing then it's not rewarding.People do what they do (behaviour)
for
one of or a combination of four consequences:•Social
attention•Tangible
reward•Self
stimulation•Escape
from demand.Understand what it is that they want more of and you will get more from them because it is rewarding and reinforcing.There is nothing worse than having an incentive and reward program that simply doesn't!If you would like to chat some more on this let me know.CheersGreg

Greg Rogers answered this question

How does everyone stay focussed on their business?

Hi Marcel,My first response is to +1 what Jef said, you are not alone!Everything Jef has said is great advice, I would add simply accept that there are times when you will need to disconnect the focus and that's ok.There are literally thousands of different methods, models, theories, strategies on this. For what it is worth here is another one that is simple but extremely effective. You do need the discipline though.The Pomodoro Technique. https://en.wikipedia.org/wiki/Pomodoro_TechniqueAt the end of the day it is mostly about mindset, accept that some times you will get wrong but dont beat yourself up about it.As Jef says, there will be times when you simply have to reset mentally and move on.All the best.Greg

Greg Rogers answered this question

How would you choose a coach?

Hi Sandra, My feedback is this.
Both of the streams are starting to move into 'niche' territory which is something you are going to need as the field of 'coaching programs for entrepreneurs' is quite expansive!It might be best to identify which niche would give you more traction in the first instance and which one you feel more comfortable in. One is very personal, the other clearly more business related. As you might do for a client it would seem you need to do some more work on your why, how and what. If you can define those then you are a long way down the road to getting it right.Here is an excerpt from an article that nails it really succinctly, it is primarily based on a TED talk by Simon Sinek."People don’t buy what you do, they buy why you do it.If this is true, that means “why” is extremely important to someone’s buying decision. Their choice to buy from you says as much about them and their beliefs as it does about you.The most successful companies and people market starting with “Why” they exist. Then they move to “How” they do what they do. Lastly they talk about “What” it is they are selling."Hope this helps. Cheers

Greg Rogers answered this question

Jef Lippiatt
Jef Lippiatt, Owner at Startup Chucktown

Sales and Marketing

Do you qualify your leads?

Some great responses on here to your question Jef.All the information is spot on.For me all leads must be captured, this is simply the Lead Gen stage which is completely separate to the qualification stage. Capturing this raw Lead Gen data and entering it into a CRM is a must for understanding what is working to actually generate those leads in the first place. In some cases leads might be weighted depending on the source.When it comes to qualifying you need to have an understanding of what your ideal customer/client looks like. Steve is absolutely correct don't be afraid to have classifications for qualified leads. As a couple of members have pointed out yes, it might simply be that right now doesn not intersect with time, solution/product/service, price, need, benefit but they are still a lead and can still be qualified.All the best.

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Greg Rogers answered this question

Official FAQ
Official FAQ, Inquisitor at SavvySME

Business Coaching

How much does a small business coach cost in Australia?

Great question. The short answer and not being flippant is, how can they afford not to!Anything that you get better at, increase a skill, achieve a higher level of success comes from some form of 'training/practice and coaching'. Sport, hobby, business - there is no difference.I totally agree with Brian @ Meteorical, there are a plethora of options out there, ranging from the outrageously expensive right through to the 'coach/consultant' who is actually in-between jobs!Yes, you need to know what it is you want a coach to help you achieve.Grow your business? Not good enough, what does that actually mean?A good business coach will help you firstly identify exactly what it is you want to achieve and then work with you to reverse engineer a plan to achieve that.DOME - Define it, make it observable, measure it, evaluate it.I can absolutley say from experience that what will be uncovered first is not so much as a 'skill or knowledge' defiency but a mindset one.For me I see little value in the 'cookie cutter' programs.8 weeks to 6 figure sales a month.Transform your business with our blah blah.Sure there is nothing wrong with having a coach with a program as long as it can be flexible enough for what you need and more importantly has the content you need!If someone is delivering all of that for you, giving you the result you need and want in your business and can demonstrate how they can leverage that even further...what would you pay?Increases gross revenue by $100k, what would you pay?Raises net profitability by 3%, what would you pay?Provides you with a skill set to achieve all of that and more?Yes it has to be relative to your position but look at it from the point of view of where you want to be, not where you aware.Do your due diligence or it will be something you can't afford in more ways than one! 

Greg Rogers answered this question

What would be one thing that would help you increase your sales?

Hi Selena,One thing? Cos there are many, many things.But just one?Define it.Define it and you will be able to identify the ONE THING that will work best."Increase your sales" is equivalent to using a map but without knowing what the destination is. If you can't define it, how will you know when you get there? If you don't know that, how could you know what to do?It's akin to throwing darts blindfolded, you might hit the target occasionally but you have no idea!Define it might be something like - we want to increase our new customer sales by 15% in 6 weeks.You now have the end result and what success looks like, plus you have a baseline on which you can measure.Now you can plan what the best strategy/action/execution is to take to get that result. The one thing.You then prepare whatever resources, tools, training, skills are required to action/execute.Then you participate, actually put the planing and preparation into play, this is the doing.You check your progress, are we on track, is any adjustment required, what's working - what's not.And this will increase the probability of reaching that 'defined' target, the payoff.That's my 5Ps framework in action right there. As Covey said, start with the end in mind.If 'increasing sales' is 15% more new customer sales in 6 weeks, then the ONE thing that sits behind that is going to be completely different to 'increasing sales' meaning 15% more existing customer sales in 6 weeks.If you can define it; you can observe if it is happening or not; if you can define it and observe it, you can measure it; if you can define it, observe it and measure it, the feedback becomes objective rather than subjective. Hope that helps and makes sense.To your business growth.Greg

Greg Rogers answered this question

What are best employee retention ways for food service business?

Hi Nathan,Ask them, have a conversation with them!It will be as different and as individual as they are.Don't fall into the trap of thinking that you can apply a blanket approach. People and their behaviour are reinforced and rewarded in different ways, at different times, in different environments.Behaviour can be shaped, predicted, reinforced, punished and most important measured.How often do we start a conversation with...you always...everytime....you never....Get baseline, behaviour and then measure. To get more of the behaviour you want or want more of, reinforce through reward (actually has to be though). If you do this well you will find the behaviours you don't want or want less of start to go diminish and go way.The absolute correct answer to your question is right there...right there... with that employee and that employee and that employee.....CheersGreg

Greg Rogers answered this question

What are best employee retention ways for food service business?

Hi Nathan,Ask them, have a conversation with them!It will be as different and as individual as they are.Don't fall into the trap of thinking that you can apply a blanket approach. People and their behaviour are reinforced and rewarded in different ways, at different times, in different environments.Behaviour can be shaped, predicted, reinforced, punished and most important measured.How often do we start a conversation with...you always...everytime....you never....Get baseline, behaviour and then measure. To get more of the behaviour you want or want more of, reinforce through reward (actually has to be though). If you do this well you will find the behaviours you don't want or want less of start to go diminish and go way.The absolute correct answer to your question is right there...right there... with that employee and that employee and that employee.....CheersGreg

Greg Rogers answered this question

How do I increase turnover?

Hi Paulette,Having owned and operated a restaurant myself I can certainly identify with your problem.The previous replies are good ones and should be looked into, the biggest challenge in providing any feedback though is the lack of detailed information. This is the first point I always request of clients. Get armed with as much detail (information) as possible, when you have this then you can make informed decisions and choices.I suspect your initial problem is not having enough information to ask for help that is more defined than simply 'how do I increase turnover'. Baseline data is the key!Information for you, right now, is to quantify, do this by making everything measurable. How many days are you trading? Breakfast, lunch dinner? What is the average spend for each service time?What are you food costs? Wage costs? Rent as a % to turnover, you make the comment that there is nothing you can do about the rent, I would respectfully suggest this can only be answered accurately when the question is actually asked.What is the value of the 5% monthly increase you are looking for? Is it simply more customers X the average spend? If so this will mean a different course of action as opposed to perhaps investigating starting a breakfast or lunch service.You have hit a wall after 7 months, does this mean that you were achieving your 5% increase prior? If so have you stopped doing something, can you do more of what was working?I agree that simply reducing staff levels to the point that it affects service is pointless, no or bad service = no customers. Is your staff mix and rostering balanced?It may seem I have compounded the problem by asking questions rather than offering solutions but if you haven't gone through an exercise like this, then any answer is more akin to throwing a dart blindfolded. You might hit the target, you might not. The biggest problem is that you won't know either way!I wish you all the best in whatever course of action you take and I acknowledge your courage in putting it out there for help...always a big first step to overcoming a problem.CheersGreg

Greg Rogers answered this question

Independent sales professional, is this an option?

Hi Steve,Great question with no single right answer.Some will suggest that it is impossible to have an 'outsider' come in and perform sales in a similar fashion to what an external OHS consultant or Business Coach might do.Others will argue the other way.There are organisations and individuals who offer the type of solution you have posed in your question and that others have expanded on.I would be more than happy to have a conversation with you around some strategies that might be of interest to you, at the very least give you a couple of more options.CheersGreg

Greg Rogers answered this question

How should one connect with businesses looking at team building conferences?

Hi Tracey,I am guessing what you really mean is how do you develop leads (contacts) which you can turn into qualified prospects?Hunter makes some very valid points, the only one I would add to that is the HR dept. If you are looking specifically at 'team building' then the HR or Training and Learning dept could be another avenue.Depending on how you feel about a more 'direct' approach you could identify some of the organisations that seem to fit your ideal client profile and then offer to display some of your work in their foyer/reception area? Certainly a great way to overcome a cold call situation. This way you really are providing a give before an ask.All the best, if I can help in any other way please dont hesitate to reach out.CheersGreg

Greg Rogers answered this question

What are some ways in which you reward key employees?

Hi Kirsten,I find the biggest mistake that many organsiations/businesses/companies make with this question is not doing one very simple thing.Ask!Ask your employees. Not every employee will find the same 'reward' reinforcing. By definition if it's not reinforcing then it's not rewarding.People do what they do (behaviour)
for
one of or a combination of four consequences:•Social
attention•Tangible
reward•Self
stimulation•Escape
from demand.Understand what it is that they want more of and you will get more from them because it is rewarding and reinforcing.There is nothing worse than having an incentive and reward program that simply doesn't!If you would like to chat some more on this let me know.CheersGreg

Greg Rogers answered this question

How does everyone stay focussed on their business?

Hi Marcel,My first response is to +1 what Jef said, you are not alone!Everything Jef has said is great advice, I would add simply accept that there are times when you will need to disconnect the focus and that's ok.There are literally thousands of different methods, models, theories, strategies on this. For what it is worth here is another one that is simple but extremely effective. You do need the discipline though.The Pomodoro Technique. https://en.wikipedia.org/wiki/Pomodoro_TechniqueAt the end of the day it is mostly about mindset, accept that some times you will get wrong but dont beat yourself up about it.As Jef says, there will be times when you simply have to reset mentally and move on.All the best.Greg

Greg Rogers answered this question

How would you choose a coach?

Hi Sandra, My feedback is this.
Both of the streams are starting to move into 'niche' territory which is something you are going to need as the field of 'coaching programs for entrepreneurs' is quite expansive!It might be best to identify which niche would give you more traction in the first instance and which one you feel more comfortable in. One is very personal, the other clearly more business related. As you might do for a client it would seem you need to do some more work on your why, how and what. If you can define those then you are a long way down the road to getting it right.Here is an excerpt from an article that nails it really succinctly, it is primarily based on a TED talk by Simon Sinek."People don’t buy what you do, they buy why you do it.If this is true, that means “why” is extremely important to someone’s buying decision. Their choice to buy from you says as much about them and their beliefs as it does about you.The most successful companies and people market starting with “Why” they exist. Then they move to “How” they do what they do. Lastly they talk about “What” it is they are selling."Hope this helps. Cheers

Greg Rogers answered this question

Jef Lippiatt
Jef Lippiatt, Owner at Startup Chucktown

Sales and Marketing

Do you qualify your leads?

Some great responses on here to your question Jef.All the information is spot on.For me all leads must be captured, this is simply the Lead Gen stage which is completely separate to the qualification stage. Capturing this raw Lead Gen data and entering it into a CRM is a must for understanding what is working to actually generate those leads in the first place. In some cases leads might be weighted depending on the source.When it comes to qualifying you need to have an understanding of what your ideal customer/client looks like. Steve is absolutely correct don't be afraid to have classifications for qualified leads. As a couple of members have pointed out yes, it might simply be that right now doesn not intersect with time, solution/product/service, price, need, benefit but they are still a lead and can still be qualified.All the best.

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