Is a 'Sales Today' Focus Harming You?
Russell Pearson CSP
Hall of Fame Inductee | Follow for Consulting Business Tips | Host of the Your Consulting Business Podcast – Supporting Topic Experts to Forge Successful Consulting Businesses.
The future of your business will NOT be measured in clients.
It will not be measured in revenue.
OR even profit.
Each of those numbers is a lag measurement.
They are the RESULTS of actions you’ve already taken in the past.
Measure the actions...not just the results.
Closing clients this week may feel like success.
But the successful week happened before now.
Today’s sales are the result of your past successes.
Your past well-done actions.
AND your sales of the future will be from people you connect with today.
AND the results of the system you will implement this week.
The creation of an effective sales process RIGHT NOW will provide consistent clients for your future.
Focusing 100% on how to close clients today, will only starve tomorrow’s opportunities.
I used to do it that way.
I’d start my Monday with… "how can I get clients this week?".
Rather than what I should have done...
..."how can I improve my process that brings consistent clients this month and every month after that?"
What are the small, yet powerful steps I need to do each day to provide sales this month?
For many, SALES is a weekly grind.
A rollercoaster ride of sales and marketing confusion.
Which is simply a result of a 'sales today' focus.
There are at least 5 steps in a solid sales process and focusing on sales calls alone means your system is performing at only 20%.
No wonder it feels like you’re always scrambling to make ends meet.
There is a much easier way.
Less hunting…more gardening.
Finding success in tilling the soil.
Finding success in planting the seeds.
Pulling the plants before they’re ready…pulling immature seedlings because you’re hungry will not feed you for years to come.
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But sitting in a metaphor can be unhelpful at times.
You’re not actually tilling the soil.
You’re actually making connections with people who are in your market.
You’re not actually planting seeds.
You’re inviting them into your world…But what does that specific step look like... FOR YOU?
Metaphors are great.
They can teach us a lot.
But CLARITY of your process...
...Clear specific steps to develop sales each day are EMPOWERING.
Knowing YOUR NEXT STEP removes confusion.
Knowing WHAT STEPS TO TAKE removes overwhelm.
Having a solid sales process gives you confidence.
I invite you to take a pen and a piece of paper.
Draw across the page the steps in your sales process.
If you’re not sure what each step will be, just ask me.
Happy to help and show you a system that I use to make sales easier when planning my week.
?? Stay Passionate.
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BONUS...If you're looking for more Consistent Client Engagement, you may want to watch this session we recorded recently.
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Russell Pearson?is the founder of the FORGE. A Business Program for Solo Consultants, Advisors, and Specialist Service Providers who want Better Clients & Higher Fees.
You can contact him directly here:?https://www.dhirubhai.net/in/russell-pearson/?