<< First  < Prev   1   2   3   4   Next >  Last >> 
  • September 13, 2018 1:40 PM | Katharine Giovanni (Administrator)

    (For the purpose of this article we are going to use the word “employees”. If you have subcontract workers, this info still applies and in fact, applies even more strongly).

    In our last newsletter, we discussed how to find good employees. Hiring employees is a great thing! It means your company is growing and expanding. However, the biggest concern a business owner has is: How do I keep my employees from stealing my clients?

    You are right to be concerned. When I first started my lifestyle management company, I lost my best two clients to one of my employees who decided to start her own company after I showed her everything I know about business and customer service. And when I say ‘two best’ clients – I mean, they made up nearly all of my revenue.

    When this woman quit, she told unflattering stories about me to both clients. One of them believed her and gave me a tongue lashing. The other one called and said she knew the woman was lying but, because I had taught her so well and because she knew this client’s home, she wanted to stay with her.

    It was a dark day.

    But, rather than wallow in my misery or quit my business entirely, I sat down to figure out how I could prevent this from ever happening again.

    First of all, I revamped my hiring agreement. This is a legal document that states all the company legal mumbo jumbo including prohibiting employees from soliciting my clients or my other employees. It also stipulates quite a bit more (i.e. confidentiality and the like).

    Whether a hiring agreement is fully enforceable may be up for discussion but it is always better to have one because at least it gives you some bit of legal precedent and it shows that you have discussed important issues with the employee before they agree to work for you (and they sign it!).

    But having a hiring agreement is not enough and as it doesn’t apply to the day-to-day operations, I created a number of policies and procedures to make sure my employees don’t steal my clients. And you know what? We have not lost another client to an employee since!

    In order to keep your clients from hiring your employees directly or worse, your employee from trying to steal your clients; you must create the perception that you are a company and you are in charge – and you need to create this perception for every client and often.

    Here are the top four steps we implemented to create that perception and to prevent theft of clients:

    1. Establish yourself as the person in charge – It can be very easy for the client to get attached to the person working with them especially if they don’t have regular contact with you, the business owner.

    Therefore we separate the money from the employee. We don’t let our employees discuss pricing or quotes with our clients. All discussions of money are between me and the client.

    Furthermore, in order to firmly establish myself as ‘in charge’, I rarely do regular concierge work for my clients unless we’re short-handed. In other words, my clients know I am the owner of the company and don’t do employee work.

    It can be challenging for some owners to stop doing client work since they started out that way, but set a goal of running the company, not doing the client work. This will serve you in many ways, especially as your company grows.

    Besides, once you hire employees, you won’t have time for client work as you should be leading them, plus marketing and networking harder than ever before – you have to keep the employees working!

    2. Keep control of your company - The worst thing that can happen to a business owner is to be caught unaware (blind-sided). This says to a client that you are not in control of your company. Instead, make sure all employee-client conversations are documented not only to protect you but also keeps informed and first and foremost in the client’s mind.

    We make it mandatory that I am copied on all client communication. Every single email. If the employee has a phone or text conversation, we require them to follow up with an email the same day that starts out 'to confirm what we discussed on the phone’ (or in text) and then they reiterate the conversation.

    By doing this in your company, you are always in the loop fully aware of everything happening in your company. Plus, you’ll have the added benefit of full documentation so you avoid any complications due to verbal communications.

    3. Create a team mentality – This is probably the most important of all. You need the client to view you as a company and not an individual.

    Here is one way to create a team mentality: NEVER use personal pronouns. Don't let your employees say 'I did this or I did that'. Always have them say 'we did this' or 'we will respond' or better, have them start emails and time posting with an action word (picked up groceries or created a filing system or set the alarm – no pronouns at all!).

    This creates a sense of the company and not the individual. You want a team mentality so the client gets attached to your company and not the employee. This will stop clients from trying to hire your employees directly or to want to stop using you when the employee changes.

    Now I have heard the argument saying ‘I’ is more personal. It is not. When you’re doing work for people, the use of ‘I’ is ego based. Subconsciously you want the client to know you’ve done something and to appreciate you for it.

    Unfortunately, you’re going to need to develop a sense of validation from within. Your clients pay your company for a service and it doesn’t matter whether they appreciate you or not. (although most of them do).

    Likewise, your employees may resist the lack of personal pronouns. We have had employees in years’ past who would get really upset because they needed the client to validate them personally.

    In these cases I would point out that the employee works for me, not the client; which means as long as I appreciate them, that’s all that matters.

    You want the client to appreciate your company and what you offer, not the individuals (including YOU). In fact, we have one whole procedure dedicated to how to communicate with clients. What words to use. What words not to use. And all my employees are trained to do it exactly alike. Which leads me to the last recommendation:

    4. Create a professional business – Once you start hiring employees, you’ve moved into a whole new arena as far as your business goes. Yes, I talk often about having policies and procedures but if you want to prevent your clients from being stolen then you need to have a strong foundation, consistent policies and procedures and adequate training.

    It is imperative that you educate your employees at initial orientation and consistently thereafter. This includes an understanding that this is your company, these are your clients and this is how each employee needs to operate and behave.

    That doesn’t mean you sit them down and say those exact words – it means you create that air of professionalism through training using the policies and procedures you’ve created.

    It is also imperative that your data collection is consistent and professional. Having your employees enter their own data and in a manner of your choosing establishes your credibility with the client as a professional business.

    Before you look at all this and think ‘holy moly, that’s a lot to process!’; let me offer you this to consider:

    Since we implemented these steps, we have not lost a single client to an employee. Nor has an employee taken off to start his or her own business of this type. These steps work!

    Bio

    Leslie Spoor is a consultant, mentor and author helping small business owners around the globe. She is founder and CEO of two successful companies, Concierge Business Solutions® and Executive Errands®. Leslie also is the creator of a Concierge data collections software system, Essential Elements™ and a six lesson educational series, How to Start Your Own Business with Leslie Spoor©, available at www.conciergebusinesssolutions.com. To work with Leslie or for more information, please visit her website or contact her at info@conciergebusinesssolutions.com


  • September 13, 2018 11:04 AM | Katharine Giovanni (Administrator)

    I was cleaning up my computer files today when I stumbled across an email I received from a good friend of mine. You see, years ago we didn’t have Facebook, so we emailed funny stories to each other during the course of our work day. Here’s what I found in the file…

    (The author is unknown)

    During my second month of college, our professor gave us a pop quiz. I was a conscientious student and had breezed through the questions until I read the last one:

    “What is the first name of the woman who cleans the school?”

    Surely this was some kind of joke. I had seen the cleaning woman several times. She was tall, dark-haired and in her 50s, but how would I know her name?

    I handed in my paper, leaving the last question blank. Just before class ended, one student asked if the last question would count toward our quiz grade.

    “Absolutely,” said the professor. “In your careers, you will meet many people. All are significant. They deserve your attention and care, even if all you do is smile and say “hello.”

    I’ve never forgotten that lesson. I also learned her name was Dorothy.

    Whenever I do a speaking gig, or plan a meeting somewhere, I always make it a point to thank everyone by name, and I mean everyone. This is why I still remember the name of the ladies’ room attendant at the old Capital City Club in Raleigh NC. Her name was Ophelia.

    I remember one meeting in particular. I was teaching a two-day workshop...

    Please click here to read the rest of the article: https://katharinegiovanni.com/does-saying-thank-you-really-matter/

  • August 13, 2018 3:17 PM | Katharine Giovanni (Administrator)

    By Katharine Giovanni

    Want to know the secret of growing your business? The REAL secret? Change your words.  I’m serious, change your words and you will change your life.  

    Let me give you an example …

    I got a call recently from a woman who wanted to know if she could make any money starting a concierge business. After speaking with her for a while I started to notice phrases like “I think I can” and “not sure if this will work or not” and “I’ve never owned a business before and I’m a bit scared.” 

    Let’s compare that phone call to another one I received. This time it was from a woman who was just laid off from her job. Unlike the first caller, I heard phrases like “I am going to be your next success story!” and “I know this is going to work.” During her coaching session she asked dozens of questions and greeted each answer with enthusiasm and some ideas of her own. By the end of the session, the confidence she had in herself and her abilities was clear and I knew without a doubt that her business would flourish. 

    Words are important. KNOW that you can do this and have absolutely no doubts about it. The first caller doubted her abilities and doubted that she could make money doing this. It stands to reason that if she doubts she’ll make money doing this then most likely she won’t.  The second caller had no doubts and simply knew that it would work.

    YOU GOT THIS!


  • July 06, 2018 11:37 AM | Katharine Giovanni (Administrator)

    Going to the grocery store used to be a social event. We knew all the clerks and regularly chatted with the butchers behind the cases. They knew our name and we knew theirs. Even when other grocery stores opened in our neighborhood, we kept going back because it felt like home to us.

    One day a few months ago, my husband and I walked into our favorite grocery store for our weekly shop and didn’t see any of their regular employees. When we asked what happened to everyone, we were told that corporate moved them all to other stores.

    New faces greeted us with smiles and a rehearsed greeting that had little warmth. You knew they didn’t care. The magic was gone. Indifference had replaced the warm and friendly attitude we had come to expect.

    Click here to read the rest of the article

  • June 26, 2018 3:59 PM | Katharine Giovanni (Administrator)


    by Katharine Giovanni

    Always leave people better than you found them.

    A few years ago I was in Las Vegas on my way home from teaching a seminar. When I got to the airport, I found out that my flight had been delayed which caused a bunch of us to miss our connecting flights. Ah well! I tend to be calm about these sorts of things because there really is no use getting mad about it. In fact, I was cracking jokes to the woman in back of me to lighten the mood a bit.

    The gentleman in front of me, however, was different. He was so mad that I could almost see steam coming out of his ears. He was yelling and screaming at this poor young girl behind the counter. It wasn’t her fault that our flight was delayed, but he didn’t seem to care about that. He spent about 10 minutes banging the counter with his hand and yelling at her in loud tones, and then stormed off. As I watched him go, I wondered why on earth would you yell at the person who has the power to get you home?

    Since I was next in line, I walked up to her counter and immediately noticed that she was doing everything in her power to stop herself from crying in front of me. She was so distraught that her hands were shaking! My heart melted. So I put my bags down and looked her right in the eyes. I then told her to take as much time as she needed to get herself together because I was sure her supervisor wasn’t going to let her go on a break. I then started to gently talk to her while she wiped her eyes and took a few deep breaths.

    We chatted about the man and his situation for a few minutes until she had calmed down. I got her to laugh about it and she was able to move forward. She then put me on a flight and I headed towards my gate. As I walked towards security, I looked down at the ticket and was stunned when I saw that she had given me a seat in first class! Plus there was a certificate that bought me dinner in the airport.

    As I’ve said many many times … what you put out in this world, you’ll get back. Treat people like you yourself would like to be treated. That’s the true key to it all.


  • May 30, 2018 3:12 PM | Katharine Giovanni (Administrator)

    The number 1 media tip you have to hear

    by Katharine Giovanni

    A few years ago, a reporter interviewed me for a story he was writing for the Associated Press. After the interview was over, we chatted for a few minutes and out of the blue he asked me the following question...

    "Mrs. Giovanni, I need your advice about something"

    Since reporters generally don't ask me that (combined with the fact that he had just told me he graduated from college the previous year and this was his first job) my radar was immediately up. So I answered "sure what's up?"

    He then told me a story...

    A few days before our interview, the young man interviewed a concierge and asked them what the strangest thing they have ever done for a client was. The concierge told them they owned a few limousines and could get their clients any recreational drug they wanted. They then told the reporter "of course that's off the record right?"

    "So I have a problem. Technically, if you want it off the record you have to say it before the sentence, not after. So I could use it if I wanted to. I already told my boss about the interview and he wants to run it. I really don't want to write it because it will hurt your industry. Plus, I really don't want to give that guy any free press because he doesn't deserve it. What should I do?"

    A reporter with ethics! I LOVED this kid!!!! He was warm, friendly and genuinely wanted to help. So we chatted for about 20 minutes and I advised him to go with his heart. Of course, I also agreed that it would seriously hurt our industry if he ran the story.

    For the next month I patiently waited for the story to come out. I went to their website and ran internet searches to see if his article had come out. 

    Nothing. I'm pleased to report that he stood his ground and never printed it.

    So the moral of the story? NOTHING is off the record! If you say it, there is a good chance they'll print it so be careful. I would also only provide services that are legal, moral and ethical.

    One more thing... many reporters will ask for your funniest story in the concierge industry. That's fine, just don't give your client's name. Just say "a celebrity client of mine once asked me to... " Confidentiality is the hallmark of the concierge industry and should never ever be broken.

    About the Author: Katharine Giovanni is one of the world’s leading corporate concierge, front desk and customer service trainers, and is considered by many to be one of the original founders of the independent concierge industry.


  • April 27, 2018 12:21 PM | Katharine Giovanni (Administrator)

    By ICLMNet Member Kelly Gerard

    When I tell someone that I'm a runner, they inevitably ask me if I've run a marathon. It seems that both runners and non-runners alike feel that the pinnacle of running is "The Marathon." The perception seems to be that you're not a real runner unless you've run some ridiculous distance, endured black toe nails, blisters, extensive chaffing and an injury. I am a runner. I love to run. I would run every day if I could. But I will not run a marathon and I can't figure out why that should be my greatest achievement as a runner.

    The iconic Boston Marathon has just wrapped up. For the past 3 months I watched growing numbers of runners on the side of the road trudging away in the ice, cold and snow. When the signed up they kissed their partners and kids goodbye for the grueling 18 week training. These are the runners that are out on the road with their headlamps and hydration belts at 5am in the pitch black. You'll see them in sleet, snow and rain. Nothing can stop them from getting in their long run. Their existence is a faint memory to friends and family. No thanks. Maybe I'm a fair weather runner but I don't want to start making running un-fun. Twenty miles in the sleet? No thanks. Value pack of Glide to contain the blisters? I'll pass. Losing a toenail when flip-flop season is right around the corner would be tragic. Give me a 5K any day. How about one every weekend? My goal is to crush it in these races. And guess what my recovery will be like? I'll be feeling back to my old self as soon as the barista at Starbucks finishes making my Grande Almond Latte.

    Let's not cut ourselves short for "only" running a 5K. The 5K rocks! We don't need to torture our bodies, neglect our families and make running un-fun just because there is a perception that you're only a “real runner” if you run marathons. You are a runner in my book if you run two miles around your neighborhood or if you run an ultra through Death Valley.

    Now is the time to find a local 5K and feel great about it! You don’t have to spend 18 weeks training. You just have to lace up your sneakers and get yourself to the start line. Usually your local 5K races support a great cause so you can feel great about completing a 5K and giving back to your community.

    I’d love to hear what your race goals! Please reach out and tell me your story.

    Find your race by downloading the free Kukimbe app available on the App Store and Google Play.

    www.kukimbe.com



  • March 27, 2018 3:37 PM | Katharine Giovanni (Administrator)

    A few years ago I was in Las Vegas on my way home from a speaking gig. When I got to the airport, I found out that my flight had been delayed which caused a bunch of us to miss our connecting flights. I tend to be calm about these sorts of things because there really is no use getting mad about it. In fact, I was cracking jokes to the woman in back of me to lighten the mood a bit.

    The gentleman in front of me, however, was so mad that I could almost see steam coming out of his ears. The yelling and screaming was so loud everyone in line was now staring at him. The woman at the desk was doing her best to calm him down, but nothing she said appeased him. He spent about 10 minutes banging the counter with his hand and yelling at her. Eventually he stormed off. As I watched him go, I wondered why on earth would you yell at the person who has the power to get you home?

    Click here to read more

  • March 16, 2018 1:16 PM | Katharine Giovanni (Administrator)

    Here are my top 10 favorite tips for exhibiting at a trade show ... good luck!


    1. Make your booth/table stand out. I would certainly have a nice tablecloth and skirt around the table. Personally, I like to put the table in back of me so that I can welcome people and talk to them. I always buy fresh flowers and some high-end candy that I'll put in a nice dish for people to take. Put an effort into your booth design, I promise you that it will make all the difference.

    2. Dress nicely and wear really comfortable shoes. Those 5 inch heels that look great on you? You’ll hate them after standing for 8 hours. If you are going to stand on concrete, bring a small rug. It will really help your legs!

    3. Make sure everyone has a name tag.

    4. Get plenty of sleep the night before, and don’t forget to eat before you get to the show. The number one rule I have at trade shows is that you never ever eat in your booth. I suggest you take turns taking breaks. Go get something to eat and drink and walk around the show and look at the other booths. Talk to people. Then go back to your booth refreshed.

    5. Be really friendly to absolutely everyone. Shake people’s hands and smile! Never sit down while you are at your booth. I know that’s hard, but when I do trade shows I stand the entire time, shake people’s hands and talk to as many people as I can. If you walk by a booth where they are sitting and looking bored, would YOU stop?

    6. Have a nice sign on your table that has your company name on it in a font that is large enough to read from several feet away. I would also have a large supply of flyers/brochures/business cards for people to take with them.

    7. People love winning something! Have a raffle and give away something great. Make sure your logo is on it (or your business card). Have a nice dish on the table and ask people to leave their business card (they do not have to be present to win).

    8. You might consider giving attendees an inexpensive item. Things that can be used long after the show is over are great. I have some great plastic luggage tags that I got at a conference years ago that I still use to this very day.

    9. Market via social media to let everyone know that you’ll be at the show!

    10. Don’t forget to follow up on all the leads you got at the show. Email everyone a nice thank you note thanking them for stopping by your booth.

    Good luck!

    Katharine

  • March 08, 2018 9:58 AM | Katharine Giovanni (Administrator)


    Studies across the globe show that kindness impacts profits in a very positive way. A good front line impacts your bottom line. Watch Katharine's latest video where she talks about this very subject and offers three tips...

    https://www.youtube.com/watch?v=RpiT8pDdTOo


<< First  < Prev   1   2   3   4   Next >  Last >> 



ICLMNet is a part of The Giowell Group

Tel: 919-263-4003; Toll Free-888-598-8830; info@ICLMNet.com

Copyright 2018 by The Giowell Group. All Rights Reserved


Powered by Wild Apricot Membership Software