Michael Haynes’ passion is working with small and medium businesses to help them grow by acquiring and retaining a steady stream of business clients. In other words, his focus is on companies operating in a business-to-business (B2B) context. He has helped hundreds of accountants, lawyers, IT companies, telecommunication and transportation firms grow their client base and be successful.
His experience in working in larger corporations allows him to bring that knowledge to smaller enterprises and provide them with the same commercial advantage and points of difference as the big guys.
Michael is originally from Toronto, Canada, but has lived in Sydney, Australia for 21 years. With the advantage of virtual communication, he has clients in not only Australia and Canada, but also in the United States, Europe and Asia, as well.
He authored the book, “Listen Innovate Grow: A Guidebook for Start-ups and SMEs to Acquire and Grow Business (B2B) Customers.”
Before the worldwide pandemic, Michael spent much of his time traveling the world conducting keynote presentations and workshops for Small and Medium Sized organizations. Today, virtual speaking helps him reach a large audience, plus touch all corners of the world.
He also provides written content for two magazines in Australia, “Inside Small Business” and “Dynamic Business.”
“One of the recurring questions I am asked is how to reach a younger segment of the population. Small businesses realize the potential of reaching younger adults and want to find an effective method to acquire those customers.”
Michael’s business, as with his book, is called, “Listen Innovate Grow.” He firmly believes that those are the three fundamental activities that small business owners must dedicate themselves to every day, if they want to continue to survive and be successful. Success in a B2B context requires that these critical activities are undertaken in a specific way.
LISTEN
“Listening is about gaining an in depth understanding on 3 levels. First is listening to YOU which is about understanding the company’s goals and objectives. What are the organization’s strengths? What can our personnel offer and how can we best maximize our staff’s expertise? In what areas have we been most successful? By generating a clear picture of where you want to go and understanding the strengths of your core business will allow you to build an even more successful enterprise.”
Secondly, he also understands that a business owner must LISTEN to the market, as well. Knowing and understanding your competition, overall industry and your place in it is one of the most important facets for growth and longevity.
“You need to have a thorough understanding of your industry. What are the market niches, geographic markets and what are the key trends of that particular industry?”
Ultimately every business needs to listen to their clients and adapt to their ever-changing needs. However, to succeed in a B2B context, requires that you gain an in-depth understanding of the priorities, requirements, and expectations of those who make the actual purchase-decision (i.e. the buyers) for your particular service or solution.
“Virtual client meetings, attending industry events and customer workshops are all effective methods of obtaining customer feedback.”
INNOVATE
Every business owner is seeking an innovative way of doing business that will give him an edge over the competition or set him apart within his industry. As you listen to your staff, market, customers and buyers watch for key insights that will help unlock new ideas and opportunities that your business can use to attract new clients, as well as, offer current clients to keep them loyal to your brand.
“Because I work in various industries, I am able to use successful and innovative practices from a particular business and adapt it to another client in a completely different industry.”
The idea may be a small and seemingly unimportant, but it may be a big deal to one of your customers. It is important to always be on the lookout for new ideas that can be shared to garner new clients and strengthen relationships with current clients.
GROW
Just like in a race, if you are not adapting fast enough, you will soon get passed and lose the race. To expand, a business needs to be ready to adapt, innovate and partner with others to successfully grow your business.
“High growth firms innovate in a number of ways. They offer new marketing ideas, engage in joint ventures, outsource unproductive tasks, improve their processes and look to collaborate with other successful businesses. They work at multiple tasks across their business.”
The business owner must continually ascertain the most effective path to attract and retain new clients, while at the same time, balance staffing requirements.
“Do you need to go after new markets, or offer new services, or products? What is the growth pathway and growth strategies? How will you manage that growth with staff, finance and culture?”
Managing change as your business grows from a small business to one with 150 employees and regional offices spread across the globe is a daunting task and requires constant vigilance.
“Listen Innovate Grow are the three activities that every business needs to accomplish. Every owner must recognize that growth must be buyer-driven with the needs of the decision maker, foremost in mind.”
One of the key items that Michael sees in successful businesses is that everyone involved with a client from the salesperson, service desk and even receptionist must communicate what they each learn about a particular prospect, or client.
“Meetings and conversations need to be documented and shared among all employees. Share what each has learned and what it means for your business. Where can we help that client? Who in the company needs to be involved? Develop a plan to work together and better serve that client’s needs.”
One of the downsides of the pandemic for business managers is that so much content has been poured into the internet and social media, it has become confusing and burdensome.
“Managers and CEOs want trend analysis, real facts and a detailed roadmap of how you can help them achieve their goals and run their businesses more successfully.”
That means that you must do your homework and have a full understanding of that industry and business to properly prepare a proposal, or even float an idea. Michael suggests that Google is an excellent starting point for information for any business, or industry.
“Don’t waste your client’s time, be prepared with real data and a concrete proposal as to how you will help them achieve their objectives.”
Michael’s vision for his business.
“I want to continue to work with small to medium size businesses on an international level. My focus is working with established CEO’s and helping them to evolve. I am currently rolling out a mastermind program called Empower, which is a peer advisory group.”
Michael Haynes has helped countless owners and CEO’s grow their business. If you would like to learn more about his programs, speaking, and writing visit his website at: https://listeninnovategrow.com/.
