Before anyone buys anything, they have to complete their own buying continuum™ process. This is true whether they are from the government, a non-profit, a consumer, or another business. From your point of view, you want them to accomplish this process and in a specific order. If they do, your sales cycle will shorten. It will result in a win-win for you both or you will be able to cull them as a prospect with a clear conscience that this was NOT the sale for you. [Read more…]
There are good, better and best sales. You may have thought all sales are equal.They’re not if you are trying to build a successful business that is sustainable, profitable and transferable.
Focus on Sales Value
Sales people (even if it’s the owner) need to concentrate on finding and getting sales that add the most value to the business. This requires a sales process that doesn’t just look at the dollars coming in from this sale. It also can’t include only the costs — money going out, time to get and manage the sale, profit level, and any “hassle” factors.
4 Ways to Measure Sales Value
The value of each sale must also be measured by:
- Its ability to add to the reputation of the business and the product or service
- How it affects company image,
- Its ability to attract customers of the same or higher value to the business,
- How well it supports brand and company positioning.
Sales commission, bonus, and career advancement should be based on the salesperson’s ability to bring in good sales and to prevent spending time and effort on bad sales.
Use Sales Value to Prioritize
I have seen it written that 50% of all sales leads are not followed up. That sounds bad. What I don’t know, because they don’t say, is how many weren’t followed up on purpose. Maybe they were right!
Choose sales opportunities at your own risk. Choose wisely and succeed. Choose poorly and there are long term consequences.
Use Sales Value to Allocate Resources
Don’t go after every sale equally. Evaluate and prioritize those new leads, upselling opportunities, or repeat sales in terms of those with the highest value.
Also, make sure your sales process gives you and your salespeople a way to quickly identify bad sales opportunities that should not be pursued or only under restricted circumstances.
The less the sales value, the more likely it’s a bad deal or at least should not be given the same time, effort and resources.
In the end, it’s the quality of each sale, not the quantity of sales that matter.
Here’s to your success!
I love Thanksgiving but it’s got to go. Growing up, it was my favorite time of year — even better than Christmas because it was all about friends. My mother would invite the family but also anyone who was alone and had been granted titles of “uncle” or “aunt”. We dressed up ourselves, the table and the house. There were special dishes I got to make at first with her, then by myself. Conversation was the order of the day and sharing and being thankful for what we have. How wonderful!
I want that BACK! With all the troubles, hate, and anger in the world, I think we need to take time for Thanksgiving for sanity’s sake if nothing else.
Thanksgiving Has Had Options Before
It wasn’t President Abraham Lincoln’s fault. How could he know when he established the 4th Thursday in November in 1863 as Thanksgiving Day and a federal holiday, that we would make All Hallows’ Eve (Halloween) as big as Christmas with lights, costumes and parties, etc. and the day after, Black Friday, the biggest shopping day of the year? He was just following in George Washington’s footsteps. Washington was the one who encouraged a national celebration of thanks in 1789. Then, of course there were those pilgrims who regularly celebrated thanksgivings (not just the three-day feast in 1621).
My solution suggested by my friend Anne: let’s move Thanksgiving to a different date. If we do something about it now, there is a full year to get organized.
Potential Consequences of Moving Thanksgiving
Here’s why: time is too short and precious. Do you celebrate Christmas (25th), Hanukkah (starts the 6th), Kwanzaa (starts the 26th), Mawlid un Nabil (23rd) Boxing Day (26th), Winter Solstice (22nd), or other holidays in December? I think there’s not enough time between Thanksgiving, any of the above, and the end of the year. Let’s enjoy Thanksgiving by moving the date; not rush through it to get to some other event.
Moving it may cause retailers some angst or they may rejoice because they can legitimately merchandise and advertise for Christmas. They wouldn’d have to deal with “Nay Sayers” like me who wonder what happened to Thanksgiving. The schools will have to keep kids in class and parents won’t have a couple of days off to shop but they will survive. Football fans can still have their Thanksgiving games, but they will be just Thursday games. Travel should be safer if we don’t have to cram it all in so close together.
Life-Work Choices Owners Make at Thanksgiving
If you’re a business owner, it’s even worse. You have to get ready for everything that’s due this quarter or has to be closed out before or by the end of the year. Do you find yourself agonizing over what to do? What do you do?
- Get work done for pay or get work done to keep connected to friends and family? Shopping, decorating, and card writing is work, too.
- Focus on fun, family and friends, giving donations of time or money or both to causes you support or be professional and concentrate on end of the year business stuff – closing out the books, preparing for next year, making final sales quotas, finishing projects or reports?
What do you say? Would you vote to move Thanksgiving? Let’s do something so we won’t start the new year exhausted, stressed, or burned out.
One Thanksgiving Recommendation You Can Implement Anytime
Look at your city and state. do you know not just its history but those who have made it so special? The Institute of Texan Cultures in San Antonio Texas reminds us to be thankful to all 26 cultures that came before and are still here and vibrant. If you live in Texas, spend a day or two there. If you live elsewhere visit it or visit your own thanksgiving sites and be grateful.
Photo courtesy of ryanjunell.
For the past few years, it has been my custom to create what I call a “web presence.” I would write a post on my website, use http://bit.ly to create a short URL back to that post, use http://twitter.com/xplorenewmedia to notify followers of that post, use the same text with perhaps a few extra descriptive words and post to http://facebook.com/exploringnewmedia.
My “web presence” has not been very productive in terms of getting people to comment on my blog post. I am using a service called Feejit to tell me about each visitor to http://exploringnewmedia.com. You can see how it works if you visit the site and check out the sidebar for “Who’s Looking at Me Now?” The last 10 visitors’ locations are shown. None of those visitors commented.
About a month ago, I became more interested in Google+ as yet another social media platform and I’ve been very excited with it. I’ve been using Facebook primarily to see pictures and comments posted by the parents of my 3-year old grandson. I’m not sure why I’ve continued to tweet. But with Google+, I’ve selectively added people that I want to follow based on their posts and how interesting they appear on their profile pages.
I won’t try to compare Google+ with Facebook or Twitter and I won’t forsake them. I will add Google+ to my social media toolbox as an addition to my web presence.
I’m taking a course on Google+ from PlusYourBusiness. I’m midway through it and will wait until I’m finished before describing what I’ve learned.
Do you have a web presence? How do you use social media? What more would you like to know about Google+ that you can’t or don’t want to Google to find out? Think about that last sentence.
As business people, we need to have good writing skills. One of those skills is the willingness to sit down and write: reports, business plans, requests for proposals, office procedures, emails, tweets, etc.
Scheduling your writing may be difficult. You get to the office and the phone is ringing. UPS is making delivery. Your Internet connection is acting up. Lots of things are vying for your attention.
Try this. Get up a little earlier each morning and free write. Set a goal for yourself and write until you meet it. My goal is 750+ words a day. First thing. Every day. In my home office or at the dining table. Write, write, write. This is a good way to clear your mind as well as to bring important to do items to the forefront of your mind.
I started writing this way in September 2013 and since then I’ve written over 600,000 words which I have posted at 750words.com.
I start my writing by talking about my scheduled appointments for the day and anything of interested associated with them. Then I write about what I’d like to do if I have time. Then I write about anything else that comes to mind as I’m doing this. Usually in 20-30 minutes, I’ve surpassed my goal.
Take a look at today’s post on my Exploring New Media website for more details.
Did you make time to write today?
Dr Jan and I have worked together to create this website
We try to be faithful in adding appropriate images to each post.
I was reminded of this today when I wrote a post on my website regarding the importance of images for increasing reader interest.
Please take a look at it and tell me what you do about images on posts.
Oops, almost forgot to add an image. As an afterthought, I posted it above. It came from the source mentioned in my article. It doesn’t have much to do with this post except that I was talking about adding images. Be sure the image that you add has at least something to do with the post. Let it be obvious. I only added it because I spent 2 hours yesterday with my 3-year grandson playing with … Legos.
The buyer’s world is key. Want more sales? Stop looking at it from your point of view. It’s not about you. It’s about the buyer. It’s about their buying process and your role. [Read more…]
Ghost competitors. They come out at night. They come out during the day. They come when you are awake. They come when you are asleep. They come when you are at work or at play. They are always there. Lurking.
There are four of them; like the four horsemen of the apocalypse. They ride down on you. You can’t fight them so you need to be vigilant and get out of the way. They seem harmless or well meaning. But, beware!
Who are they?
Your worst nightmares:
- Non-profit and tax exempts
- DNAAs [Read more…]
Repositioning helps customers think of your product or service in a new way.
Sometimes it works. I grew up with $10 tennis shoes. Nike told younger generations they were “training tools” (with appropriate tool and endorsers names) not just shoes. Nike got it right and made big profits. [Read more…]