What is behavior change science and why should business owners pay attention to it?

Jun 08 2019 | By contributing author Carissa Reiniger, Founder & CEO of Silver Lining Ltd

CEOs aren't lucky. They work hard. They are tenacious, dedicated, committed, passionate, and disciplined. Achieving success is not a question of luck – it comes down to a simple formula of behavior change.
Fitbit, a favorite activity tracker. Noom, the new way to healthier eating habits. Momentum, by Jerry Seinfeld, rated one of the best productivity apps on the market. All of these are based on behavior change science and centered around the idea of taking action to get results.

Behavior change science has proven that building structures around ourselves to help change our day-to-day behavior – and adopt the right habits and mindset – should lead to better results in all areas of your life. In fact, creating the proper habits and managing your time and money effectively can dramatically increase your overall chances of business success. There are seven fundamentals of behavior change science.
Your old habits may be what's stopping you from growing your business. If things aren't working out the way you planned, you shouldn't dramatically change the plan – just be open to change for the better. Here are three crucial daily habits every business owner should seriously consider.

Take action.
You might say, "I take action all the time! That's why I'm so busy and tired." But the reality is that 95% of the time, you could probably cut your schedule down by 80%. You are probably doing a lot, all the time, but you might not be using your time effectively. Learning when to say no becomes crucial in protecting your valuable time. Once you have built healthy habits and are staying focused on the right priorities and taking the right actions, you will likely end up saying no to about 80% of what you are doing right now. Take all that time back, reinvest it, and build a more profitable and sustainable business.


Close sales.

One of the actions that will ultimately result in long-term growth is to close sales. Now, this may seem obvious – you're in business, so of course you have to close deals. But the reality is most business owners are spending the majority of their energy doing things that have nothing to do with closing sales. A lot of small business owners may not even know how many sales they need to close in order to be profitable and sustainable. Get clarity around exactly what your sales goals are and understand what your sales cycle is. By holding yourself accountable and keeping focused on hitting your financial goal, you learn the habit of actually closing sales. Only then can you become a profitable and sustainable business.


Pause and reflect.
Take a moment from the insanity of your day to step back and ask yourself a straightforward yet powerful question: Are my actions equaling results? It's amazing how much time passes when you are busy doing different activities, getting distracted with everything that is happening, without taking a moment to step back and ask yourself: Is what I am doing working?


If you're not getting the results you want, don't change the goals you want – change the behavior and the activities that you are implementing to get the results you are seeking. This strategic-thinking exercise will help you continually optimize your behavior and get you closer to your goals.

About the author.
Carissa Reiniger is the Founder & CEO of Silver Lining Ltd. She started Silver Lining in 2005 and created the Silver Lining Action Plan – SLAP! – a methodology that has helped over 10,000 small business owners in 9 countries set – and hit – their growth goals. She incorporated all of the principles of behavior change science into one comprehensive business growth program to help bring out the best out of you and lead your business towards profitability and success. As part of her mission to help more small business owners make money doing what they love because she genuinely believes that we CAN change the economy one small business at a time.

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The content of this article is provided for informational purposes only. You should always obtain independent business, tax, financial, and legal advice before making any business decision.