It is four o’clock on Friday afternoon. Your traffic manager about to quit because copy for Saturday’s log still has not been turned in. The salesperson cannot be found. You are about to lose revenue on your best client because the copy is missing. Worse yet, a missing commercial is a chronic problem on Friday. You need an answer and you need it fast!
I first met Brad when he was advertising for his floral shop on the local Radio station. On my first visit, I was surprised to find such a prolific floral shop in the back of what appears from the street to be an interior design store. Brad wanted to know the secret to advertising success.
High-performance salespeople don’t waste their time chasing after low-probability deals that are unprofitable, unqualified, are not in the buying window, don’t have a budget, or can’t buy. High-performance salespeople know they will close more deals and make more money when they know how to identify and pursue the Ideal Qualified Prospect.
The response to the COVID-19 virus has turned everything as we know it, upsidedown. Communities are on “stay-at-home” orders. Some businesses have closed their doors—a record number of people filed for unemployment. If you still have a job, you’re dealing with how to be productive from home. And to top it all off, your boss wants you to get on the phone and call your customers!
In recent weeks, I’ve found myself homebound like many other business professionals, more by choice than by circumstance because I’m trying to run my business from home and not travel all over the country like I used to do. With the Internet and modern software tools, I can work with multiple clients, thousands of miles apart in a single day.
You have been affected by the COVID-19 outbreak. Some of your clients have already called and canceled. Perhaps your community is under some government orders or voluntary instructions that restrict your movements. What are you going to do to protect your business?
As we approach the new year, I want to send you my best wishes for a prosperous 2020 and beyond. Not only do we celebrate a new year but we also celebrate the beginning of a new decade. Sometimes it seems like time is passing way too quickly. I thought this would be a good time to send you some suggestions on how to get the most out of your most valuable non-renewable resource, your time.
Business today is filled with so much pressure to focus on
things that are both important and urgent, things that need to be addressed right
now! This hair on fire pressure forces us into reactive behavior
based on what needs to be done right now, instead of focusing our energy and
resources on developing a more strategic behavior based on our long-term
goals. We sometimes feel as if we just
move from one emergency to the next, never finding enough time to catch our
breath and plan for the future.
Before his death in 2012, Zig Ziglar was one of the world’s
most popular sales trainers and motivational speakers. He was born in rural
Alabama and grew up in rural Mississippi. He went from a small skinny kid with
a funny name to leading a worldwide sales organization, based on his simple
philosophy, “You can have anything in life you want, if you help enough
other people get what they want in life, first.”