by Admin | Jun 17, 2014 | Business Relationships, Networking, Uncategorized
The roads and sidewalks are full of runners and many of my friends on Facebook are posting pics of their 5K, 10K, Half – Marathons and my die hard Marathoner friends. Summer time is here (the pool is open right?), and I am reminded of the draw of the outdoor sports to many of us. All of this training is leading up to an event or competition where the goal is to finish, improve your personal results over last trip, or win. Social media allows us to follow our friends along on a journey and I am constantly reminded of the amount of effort put into preparing for these events. A lot like setting your goals for sales results this year and then committing to the action plan to attain. Today’s post is about maintaining your pace even when you get tired or distracted by mid-year stuff. Halfway through the race, you typically can’t see the finish line, you know you are halfway there, but it’s not real what that actually represents. I know many folks give up at the mid year point, we can see the activity remains consistent until the kids get out of school, vacations hit, prospects go out of town or they get wrapped up in their own activities. I am not picking on those who have other pursuits beyond their sales careers. With 4 kids, 2 businesses and the host of challenges experienced by the sandwich generation, I’m right there with you which is why I’m sharing 5 tips to keep the activity consistent and not lose ground at the mid year mark. 1....
by Admin | Feb 15, 2013 | Uncategorized
I work with sales pros all day every day and it seems like most come in with the common focus of any business is good business and let’s just get more. When I ask you who your clients are, what is your response? Is it anyone? Or in the words of one of the cosmetics professionals at a networking event I was presenting at replied – I work with anyone with skin and hair. So the whole world is open to you, you should experience wild success, right? Wrong! Here’s why… If everyone in the world is a prospect, where do you start? It’s pretty overwhelming isn’t it? Do you know how you actually make $? Not just income – profit! And when you look at this, you begin to find the Pareto principal is alive and well in your book, like it is with most of us. That’s the rule of 80/20 or 80% of your results come from 20 % of your efforts. What happens to your workload if instead of working with everyone, you just describe to me your best client – be as specific as you can without divulging confidential information. Such as, my favorite client is an attorney who is very good at what he does, works in a very specific field – actually environmental law. Has great client relationships and is now assuming the position of Rainmaker, like it or not. That’s much more descriptive than ‘I work in the Professional Services Industry’. Where did you mind go when I described my client? Normally the response I hear is ‘I was thinking of...
