Your Approach Might Be Holding You Back (here's how to change it).

This past weekend, my wife and I spent some time watching my oldest son Matthew, now 11, cut our neighbors lawn.

We’ve encouraged him to start doing odd jobs for people as a way to take on more responsibility and earn some money... and hopefully help us pay for his schooling down the road. :o)

As we sat on the deck watching him, my wife commented on how fast he was riding the tractor, as compared to a couple of weeks ago.

The tone in her voice suggested this caused her some concern.

Taking a moment to watch him closer, I recognized that, in fact, he was going faster, and responded with, “Thank goodness. Now he’ll actually be done the lawn in a reasonable amount of time."

You see, I’ve cut our lawn, our neighbors lawn, and dozens of other people’s lawns, dating all the way back to when I was 11 years old. It was a way to help out neighbors and earn some spending money, much the same as we are encouraging our oldest son to do.

All of this experience means that I'm pretty sharp when it comes to mowing lawns (pardon the pun). The problem is though, that I have my way of cutting a lawn, that I'm convinced is the best way.

It's my system.

The problem is, however, that my system creates a bias in how I work, creating the perception that my system is the best system.

Oddly however, I’ve also watched professional landscaping companies, for example, come in with bigger lawn tractors—you know, the zero-turn kind—and leave a lawn looking in pristine condition.

How is that possible?

Well, for sure having a fancy commercial grade tractor helps, and considering how many lawns they cut means that experience is also a factor.

It doesn’t explain however why this very same landscaping company can have a new employee do just as good a job or better, in a quarter of the time, than I could… unless they trained that new employee on their system.

This is exactly how we need to think (or re-think) about how we find and close new customers.

No doubt you've likely had a way you’ve been finding and closing customers for years, but the question is, could it be improved?

Imagine what would happen if you could improve it. More leads, more customers and more revenue...

You'd finally be able to shed those difficult customers that make you roll your eyes every time they send you an email.

This week, consider how you can improve on your system for finding and closing customers. Challenge your system:

What should you stop doing?

What should you start doing?

What should you change in your approach?

At worst case you'll make some improvements in how effective your system is, which isn't a bad investment of your time.

If you'd like a system for selling virtually, even if you or your team have only ever sold in-person before, then join my free upcoming livecast on Friday June 12th. Learn more by clicking here.

? Shawn Casemore 2020. All Rights Reserved.