Are You Changing the Way You Conduct Business?
Could today’s economy have an effect on the way we do business? It seems like since the year 2000 there has been dramatic changes in our business economics. There has been substantial drops in the stock market, continued corporate scandals, the closing of many banking institutions, almost double digit unemployment and a housing market that has plummeted. This has caused a major disbelief in our society of what’s to come.
If employees aren’t getting laidoff, corporations are instituting hiring and spending freezes. The continued terrorist attacks and attempts has left an uneasiness in America. As business owners, employees and our customers are molding into a changed mindset. Our behavior is more conservative no matter what the geographic area or industry we are in. The American public are not making hasty decisions and are more conscience when it come time to make a financial decision whether small or large. As I converse with people every day, I continue to hear complaints but everyone seems to think doing nothing is “good enough” for the time being. Everyone is waiting for everything to “fix” itself.
We don’t have much power to alter the situation, but we do control how we react to the current climate. Now, more than ever, we are challenged to rise to the occasion and be the most skilled salespeople possible. We have to be embraced with a distinct advantage of a quality proven product and system for sales.
Remember, success always awaits us. We need to trust and believe in ourselves and our surroundings and we will prosper. Yes, there will be struggles and challenges but with the right mindset we can overcome them. Customers are changing their beliefs and priorities but we can mold ourselves and be flexible with their wants and needs. We can control the way we do business. Below are a few examples of how we can grasp success for the long term:
Consistent prospecting keeps our pipelines full giving us a greater chance to make sales and protect our income streams. Many people in the sales workforce are required to cold-call to set appointments that lends itself well to our Initial Benefit Statement. We simply have to make more contacts during the day to arrange a meeting than the hit and miss process of simply cold calling 100% of the time.
If we are talented and experienced with postcard prospecting, then increasing our volume and frequency might be the key. Email prospecting is becoming more and more popular and we can use this to our advantage as well. There are unlimited ways to obtain potential client contact lists. The most important strength of an email lies in the subject line. Be sure it’s powerful and catches the attention of the customer. You can touch many more customers through an email campaign quicker and usually less expensive than a postcard campaign. Alternating your campaigns and using a variety of both could be more beneficial.
Creating value in the customer’s mind is one of our primary responsibilities. What customers were willing to find acceptable in the past may not measure up to their current standard. This is the principle that U.S. automakers were slow to embrace and lost market share as a result. Let’s learn from their experience.
The business world is concerned with economic challenges and constantly changing rules. There is only one question we need to ask ourselves in reference to our roles: Is “good enough” really good enough?
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