Weekly Business Development Tip
It’s All About Results
What business are you really in? Your quick answer might be that you are an architect, an engineer, a business owner, an ad agency executive. When it comes to sales and business development, you are in the results business. Your prospects and clients don’t buy features and benefits. They are purchasing a vision of the future: fewer problems, more success and an enhanced quality of life in their business and personal lives. They are purchasing their vision of a better quality of life, less stress and more success because of their relationship with you.
For those of you that have people within your companies who complain about having to do the work of sales and business development, (i.e. of 50 dials a day, client lunches, attend networking events, send out 100 letters a day, develop an improved website for better response etc.,) you might want to remind them that it’s all about results. If there is a more effective way to get the results instead of doing the dials, attending tradeshows, meeting with referral sources, contacting old clients, doing online advertising etc., JUST DO IT and get the results.
You are paid for results. You are not measured on your effort or the deals that you almost closed and got away. You are measured on results (i.e. you are measured on the number of checks that hit your mailbox and the trips you make to the bank.)
Results always represent reality. Results will clearly represent how effective you’ve been as compared to how busy you’ve been. The hard work and diligent effort that you put in on a daily basis will facilitate results, not guarantee results.
When you were younger, and you received an A for effort, you might have been thrilled. However, in sales today, it’s R for results. If your sales results are below expectations, you might want to take a look at the path you are on to reach your goals. Perhaps, your hard work and effort should be redirected to different activities.
What business are you in when it comes to the ongoing growth of your business? The results business!
Ken Levine
Impact Business Solutions, Inc.
508-845-8849
SELL MORE BY SELLING LESS
www.ibs4sales.com
