Yes – that’s right in the first month of 2014 we doubled our sales – meaning that in just one month, our sales were twice the amount of total gross sales in 2013, and our clients are experiencing similar results. Want to know how we are doing it? Here are five quick tips to get you started:
- Identify Your Target Audience; we know exactly who are target audience is, where they are, who they are doing business with , and what challenges they are facing. We know how much they spend and how they make purchases. We regularly and consistently engage buyers by positioning ourselves as subject matter experts through an effective communication strategy that includes networking, marketing and public relations.
- Just Say NO: to opportunities that are not in alignment with sales goals and target audience. Our firm has already turned down several opportunities this year – saving no to prospects, networking groups, speaking engagements and strategic alliances that do not directly align with our target audience, capabilities and capacity. We have found that responding to opportunities that are not in alignment with our business model create distractions, waste time and create a potential for being unable to maintain quality standards. Saying NO to unsuitable opportunities is a strategy that allows our firm time and energy to say YES to opportunities that are in alignment with our business objectives.
- Prepare for Success: the procurement cycle with government and corporate buyers includes current certifications, registration, capability statements, past performance history and financial information – so needless to say these documents are current and up to date. We also make a practice of providing buyers with capability statements, past performance history, case studies in advance of scheduled meetings demonstrating our professionalism and readiness to do business.
- Coaching/Mentorship: invest in a coach or a mentor that has already accomplished the goals you are looking to achieve in your business. Coaches provide tips, resources, accountability and short-cuts to help you fast track results. Many organizations that serve small, minority and women owned business provide access to coaches and mentors. Studies show that business owners are 76% more likely to succeed if they document and share their goals and are held accountable for them. Coaching and mentoring provide a structure for goal setting and accountability. Without accountability, entrepreneurs are likely to get distracted, move on to other projects or give up. Find a good coach/mentor now!
- Get Qualified Help: many business owners avoid adding staff because they are trying to save money, but sometimes that can lead to burnout, lack of client follow-up and mistakes. We have found cost effective ways to add staff (virtual staff, temporary staff and project based subject matter experts) freeing business owners to focus on what they do best and increase revenue for the business.
Finally, my most important tip and reminder is that running and managing a business requires that your mind and body function at peak performance. In order to sustain your business you need to make taking care of yourself a priority. Make and schedule time for regular physicals; take time to unplug by spending time with family and friends. Pay attention to your diet and exercise habits and make a commitment to being the best that you can be. Do wait until you get sick or something happens to take action – the time is now. If you were sick or unable to work, there would be a significant impact on your family and business.
