Make Time for Your Sales Activities!

In order for your business to be viable, to earn money to live, you need to generate revenue. The only way to do this is to "sell" your idea to prospective users of your product or service. "Sales" is therefore a necessary part of being self-employed. You need to budget time for it in your weekly schedule. If not, it will most likely be neglected, and you will be frustrated with the lack of results. As planning is needed for all other aspects, including product development, bookkeeping, deliveries, etc., you will need to set aside time for this essential activity. "Failure to plan is planning to fail." Most people spend more time writing out a grocery list or planning a vacation than they do planning the direction or outcome of their business. Serendipity will not produce favourable results.

If you are struggling with sales, I recommend that you do an urgent self-examination. Ask yourself, "How much time and effort do I devote to this necessary part of my business?" If you detect a lack, here's the decisive action you need to take:

1. Work at being willing to adjust your mind to accept that it is necessary
2. Learn that you can be trained to do it
3. Plan specific days and times when you WILL give it your attention
4. Ask for help!
5. Apply any suggestions given.

If you were to write down, hour-by-hour, what you do in a typical day, you would probably be surprised at the amount of time wasted. Many exclaim: "I simply don't know where the time goes." What can help people to solve the problem of wasted time? R. Alec Mackenzie, a leading management consultant, answers: "Self-discipline. Before you can master time, you must first master yourself. And the rewards make it eminently worthwhile."

You can most likely "buy" some time from some other non-essential, non-revenue generating activities that would be better used for driving sales. If you were drowning and someone threw you a lifeline, would you not eagerly reach out for it? Help is available for your sales endeavours - reach out for it! We want to be of assistance!

Growing Your Business

A business is like a plant or tree in your garden. Just about every business needs to grow to survive and thrive. Here's 3 ways to grow YOUR business:

1. Get more customers by 'planting more seeds'. Make it part of your weekly routine. Set specific "S.M.A.R.T." goals regarding the number of prospects you will visit each week, and the number of new clients that will come out of that. Then cultivate the seeds you have planted by following up where you detect some level of interest. Categorize prospects by their greatest potential to generate income and profit.
2. Increase the size of each purchase. By 'watering' your clients at the point of purchase, they can often give you more business. This is very common in retail, where they employ various methods to increase the size of each purchase, through counter displays, suggesting complimentary items, etc. Think of how you can apply that to your business. For example, if you are a landscaper called in to do some work in the yard, why not see if they also want their driveway nicely trimmed.
3. Cultivate more often. Increase the frequency of purchases. Would it benefit some of your clients to use your product or service more often? 'Nurture' them by keeping in touch by phone, email, newsletter or personal visits; you can often produce more revenue while further delighting your customers!

As always, when you take these suggestions, and apply the principles to YOUR enterprise, you will be sure to generate more income!