Even in this economy, get out of your fear trap and you can really get what you want!

Welcome all new subscribers!  Hope you enjoy!

“Only Thing We Have to Fear Is Fear Itself”: FDR’s First Inaugural Address

As I am getting ready for my NeoCon presentation on “How to Sell in any Economy“on June 11th, I am so ecstatic, but also have  been facing a lot of my fears.  No, fortunately I do not fear speaking in front of large crowds..not at all!  I am lucky since this is my dream to do.  But I am fearing lots of other things..what if no one shows up(I was thinking of taking my dog, Fergie and propping her up in a chair!)…what if I can’t capture their attention, what if they walk out (the two that show up) and are unsatisfied  and even, what if they don’t like my images!  My thought factory (some people call it a mind) is just working WAY too hard!!

So even though I have walked through a lot of fear, here I am again in the fear trap! And it reminded me of a true story about a friend who I have known for many years.  We met through business and have been friends since then. I asked if I could write about him and, as his usual kind self, said of course.  This is a guy who has overcome a lot of obstacles and fears that would have stopped someone else dead in their tracks.  

A person who has overcome some physical impairments (although you would NEVER know it to meet him!). He has been in his current business for over 20 years.  But he had another deeper desire,  to teach. Yet he stopped himself for many reasons.  He owned a thriving business; he really enjoyed the services he brought to his clients; he really enjoyed what he was doing and he was really good at what he did. He was chugging along.

Then he sold his business to another larger one and that’s where the story becomes interesting.  He was not very satisfied with the shape of the way the business was going and to add to that 2008 happened.  The business was becoming more and more difficult.  As he puts it, “It was the best of times (electing the first African American man as President) and the worst of times (that dreaded economy)”.  Business became more and more difficult and, for a person who loves to help people, was getting down right depressing.  

When that thought he had been pushing down for the past 20 years came up and this time he took action!   He wanted to teach at a high school level.  So, you think he took out a $100,000.00 loan and put himself through college.  That would be inspirational enough, huh?

NO…he taught himself!  Yes, went to a used book store (not even a new or Amazon), bought the books he needed and taught himself the subject he wanted to teach.  He decided on the area through research and knew there would be a market for this subject (can you say target marketing?).  For the next  few years he taught himself so well that he tested and was accepted to be a high school teacher only needing to complete a few college level courses to become certified.

So what does that amazing story teach us?

1) You hear this so often, but you really CAN do exactly what you want to do.

2) It’s never, ever too late to start something. Whether it’s a long time desire or something new.

3) Don’t say that anything is holding you back..(I don’t have….I can’t because…..- fill in the blank)

4) Choose a targeted area and become valuable.

5) Stay focused..keep your eye on the prize! AND

6) WALK THROUGH YOUR FEAR AND JUST DO IT!

For those who are going to be in Chicago for NeoCon, I hope you can join me for my ‘HOW TO SELL IN ANY ECONOMY”.  I promise it will be worth it whether you are an interior designer, run a product company or are a sales person.  HERE’S THE LINK. It will be fun and informative. Buy your tickets ahead of time and save $10.00.  It’s on Monday June 11th at 9:30 item number M107.

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How does slowing down increase your business?

Helping companies increase visibility, client retention, and bottom line

I think we have ALL felt the deep impression this recession has left us with.  I have been saying that it will probably affect us similarly to the way the depression of the 30′s effected out parents or grandparents.  It’s my belief that we will recover, but probably not go back to what we were doing before this great economic downturn.

So why is my post asking this question?  Does slowing down really increase your business?  Short answer, yes!  If you want to know why..read on!

During my career in management and now with my own business for the past 10 years, I have realized that one thing we find almost impossible in this hyper-connected world is to slow down. I know there are many authors, doctors and wellness experts that talk about slowing down to protect our health.  But at the same time, I believe we need to slow down to protect the health of our business.

I know the typical business or sales person’s agenda is filled to the brim with emails, phone calls and meetings.  And that’s not to mention all the social networking many of us need to keep up.  Many of us feel really great that we are just SO busy. But don’t confuse business with busyness.What I am asking you to do is this. 

SLOW DOWN AND MEASURE YOUR RESULTS.   Or as I often refer to ROI (Return on investment).

I believe you will find many items in your day that you can either not do (yes, I said it!) or delegate.  But in order to know what that might be, what do you have to do?  You need to slow down, analyze what you are doing, analyze the results and then move on. 

So just diving into each day not knowing what the most important thing on your to do list is may not be the best for growing your business or sales.

It reminds me of when I was training a sales person on a leather line that I was national sales manager for.  We went to a very well-known account; the sales person recited every single project they were working on, told me they were his best account and gave him just TONS (oh how I dislike that word with NO definition! What’s tons?  Describe it. Measure it and then get back to me) of business. 

I was excited to be there showing a beautiful leather line.  I begin my presentation by asking what type of work they do (great..fits in perfectly with what I am showing). Then what they think they might need for the next few projects they are working on (she mentioned fabric, furniture, lighting..oh oh no leather). Then when I asked that most meaningful question, when you think of leather who do you use?  She answered, “Oh we don’t use leather here”. 

No analyzing, ASSUMPTIONS (I dislike that word too)..just jumping in.  I know he had good intentions, but it was such a waste of time for both of us.  And how many times does he do this? With no disrespect to this person, he’s just doing what he thinks is best,  I am just going to assume that this is a habit that he has just gotten into.  And we ALL have done it (yes, including me!)

I call it the HAMSTER WHEEL.  And I find when the economy gets worse,  the hamster wheel just goes faster and faster at speeds we can hardly measure!

That’s why I can safely say slowing down, analyzing and doing the most important things that will grow sales and business DOES increase business.  Give it a try!

Please feel free to subscribe to my blog.  I only blog when I have something I think is helpful to growing sales and business. 

And I love your comments.  What do you think about this?  Let me know!  I am writing a book and may use your comments in it (and give you credit, of course!).

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Do the words you choose make a difference in increasing sales?

Helping companies increase sales, visibiliy, client retention, and bottom line

First I want to welcome all new subscribers.  I am really building a great community of professionals who are dedicated to getting new business in a very creative field!  I am also really thrilled to announce that I have been asked to speak at NeoCon about increasing sales in any economy.  More later..or join my Facebook page to get great tips and updates.

“Good words are worth much, and cost little.”
- George Herbert

I have been working on my brand new website, especially the wording, and it brought to mind how even one little change of a word makes a huge difference.  The person doing my website is amazing and he does really good work however, he is just not from the industry. 

There’s typically a vernacular to most industries. So let’s look at an example.  What does the word “shall” mean to you.  To me it means that I will attempt to do something.  If I do not, no big deal..they are not going to take anything from me, right?  Well in law, “shall” means you WILL do it and if you don’t there will be grave consequences depending on how good your lawyer is.

In most industries when you talk about the people who purchase from you, they are called “customers”.  In our industry they are called “clients”.  I always notice this, but my web designer used the word customer instead of client and I noticed it immediately.

I am in the process of writing a book on business building and the art of the sale.  I am really aware of the words I am using.  And even though these techniques can be used in any industry, my viewpoint is from the interior design business I have been in for so many years. I pull on all my experiences, so many words may be industry specific.

Design firms can be known as specifiers.  And there are millworkers, purchasing agents, cutting for approval, wings, colorways and a million others.  In a  customer service training program I recently did, I had to explain all of this as they were not from this industry. 

Now that we are using more and more social networking, I’ll bet there are people who have really learned that words are very powerful!  And of course, we can look at our current election times, and I am very sure some comments that have been made would have been better not said.

I posted this video to my Facebook page, but it’s worth another look!  Just click out of the ad.  it’s an amazing picture of how words can change a viewpoint.

http://www.youtube.com/watch?v=Hzgzim5m7oU

We are all humans and humans can make mistakes, we all do, but how can we become more proficient in wording?

First you can read my last post on listening (great way to get you to read that!).  Because listening is one of the most powerful skills in any kind of conversation and one we can constantly hone.

My mom used to say, ”watch what you say” and I now pass that down to you.  And here’s some tips that can help.

Nine tips that will help.

1. Use smaller words..it’s the easiest.
2. Use shorter sentences.
3. Use credible language.
4. Choose words that matter.
5. Visualize.
6. Provide context and explain relevance.
7. Don’t use words to exaggerate.
8. Think on your feet before you speak (that’s where good  listening skills pay off).
9. Avoid, as much as you can,  clichés like, wow, totally, for sure, really. 

And most importantly choose words that  -

Focus on your clients!

 Even if I have brought awareness to the words you choose, I have done my job!  I know all the things I do make me more and more aware of my choices.

I encourage you to sign up for an RSS feed to get a subscription.  I promise, I only blog when I have something I think will be helpful to buiding a stronger business.  I also encourage you to leave a comment..it helps me for future blogs!

Want more sales or business? Here’s the most important thing to do!

Helping businesses reach their financial goals through strategic planning. Specializing in sales and management training, rebranding and marketing.

Welcome to all my new subscribers.  Please feel free to pass this blog on to anyone you think would like this content on business stragegies for the Interior Design industry.

 Now….Shhhhh….Yes, you!  As a person who has been a sales representative for over 20 years with some of the most esteemed companies in my industry, I know what my deepest flaw was and maybe even hurt some of my sales opportunities.  And now that I train sales forces and designers on “How to Sell in any Economy”, I see this same flaw in most people I work with.  And that is we all talk WAY too much. 

I am known to my friends as one who could engage a rock I love talking with people.  But after the engagement, I like to talk.  I am not sure if we do this to “prove” we know more than with whom we are talking, or just to fill the air because silence means we are not being effective communicators and doesn’t feel comfortable.  Whatever the reason, I am asking all of you to begin to think differently.

I noticed my own flaw, not when my third grade teacher wrote on my report card that Deborah is very creative and joyful, but she also needs to talk less, but when I  started to train sales forces.  I was able to witness it first hand.

When you are talking, you are not able to listen which means you are not able to uncover needs and sell.   At that point you are just a presenter vs. a sales person..big difference. After all, how can you uncover any needs from a client when you are doing most of the talking?

AND

We listen to obtain information.
We listen to understand.
We listen to learn.

So here are some basic listening tips:

• In order to listen you must pay attention to the other person very carefully. 
• Ask open ended questions.  I know, as sales people, how many times have we heard this,  But there’s a reason…it works!  And let me refresh your mind as to what open ended means.  The person cannot answer them with a yes or no. So these may be questions like:

1. What’s going on in your business these days? 
2. What challenges are you facing right now?
3. What, in particular are you looking for today? Ask at the beginning NOT the end.  And NOT what projects are you working on – that does not tell you a whole lot.  After all, if they are looking for something very durable would you show them things that are not? Yes, I have seen that happen.
4. What would you like to see today that will help you?

And then the most important part; make great eye contact and LISTEN!  Do not think about answering or responding, just listen. 

By using open ended questions, and listening to the answers, a sales person can make an appropriate recommendation and provide a product or service based on the customer’s specific needs. The sales person can feel they did a service for the customer instead of just being a product pusher. And the client will really appreciate this in this uber busy work environment.  It’s a way to further “bond” with your client.  You are there to help, not just visit.

Here are just a few more:

• Look at the speaker directly. Eye contact is so important and shows your client you are truely listening to them.
• Put aside distracting thoughts. Don’t mentally prepare a rebuttal!
• Avoid being distracted by environmental factors.

Please feel free to subscribe to this blog and get great tips on sales and business building!  And join my Facebook page and share with the community your thoughts!

Just ONE small, strategic change added to what you are already doing can lead you to making more money

Helping businesses in the Interiors Design business boost productivity while reducing costs through strategic planning and training

Hi to my new subscribers!  Thanks and welcome!

This week I gave a seminar to Brentano fabrics on customer service and sales training.  It was really great, and I am looking forward to another big presentation in June at NeoCon as I was asked to be a guest speaker!  I am extremely honored and excited..for those who will be in Chicago I’ll have more information as it gets closer on my Facebook page

But some of what I teach is inspired by another website called givemore.com.  It’s a great and inspirational website.  There are two things on it in particular that I really love.  One is the 212 degree site.  This site says at 211 degrees water simmers.  One more degree, 212, and it can power a steam locomotive.  The other is crossing the line which explains that if you think outside the box, you can go from ordinary to extraordinary. 

Both of these thoughts are so powerful, as they both delineate how just making ONE small change or thinking just OUTSIDE of your current thoughts can take you to new heights in your businesses and even maybe in your personal life. 

So what are those small changes you can make now?  Let’s think out loud..

1) Listen more, talk less.

I have seen countless times when a sales person has talked so much (me included..I have to WORK at this) they miss the true needs of the clients.  I am not sure if we need to “prove” our knowledge or what..but it does not work, that I know!  Ask pertinent questions and then just stop talking and listen..don’t interrupt at all.  If you do you are not listening.  Only then will you understand the needs of your clients whether you are an interior designer, sales person or showroom owner. That alone will make you more successful.

2) Think about what you are doing and be open to a new idea every day.

Just by admitting you MAY learn something new from a workshop or blog or article is the first step.  Many say they want to learn, but don’t want to show any of what they might perceive are weaknesses.  Actually, just the opposite is true. The more you humbly admit that, OK maybe I can learn something new, gives you much more credibility!  When you pretend to know everything, you miss opportunities to learn. And if you try to hide your lack of knowledge or WORSE YET make something up you’ll lose people’s’ trust.  Being open to new ideas allows you to begin to Think Outside that Box and incorporate NEW ideas that might even (acchhmm) work better!

3) Don’t give someone something they do not need.

Again, I have seen endless presentations where the sales person (and if you’re a designer you ARE a salesperson, too) has a presentation, asks some obligatory questions and small talk that mean nothing and then begin to take out ALL kinds of products the designer (or client) does not need.  Just goes into auto-pilot.  This brings NO value to your clients and can even erode their trust in you.  What does that do? Look at your sales figures, that will tell you.  And by the way, some of these sales figures may look good, but I believe they can be even better if you apply these tips!

4) Whenever a client has a complaint – handle with care – TRUE CARE.

Empathy is the most important tool someone can use when dealing with an unhappy client.  If you just do ONE little thing to make that person happy, it will win you a lifetime relationship with that client. But it really needs to be handled with empathy, not obligation.  There’s a huge difference and a client will know! 

I have written a very helpful white paper on handling difficult clients written specifically for the Interior Design industry. You can download for free by going to Dialogue Consulting and just filling out the little box at the top 

These are four simple tips anyone can incorporate into the strategic plans and I promise, if implemented, will increase your sales and income!

If you would like to share other tips on making a small change, please go to my Facebook page and share them!  Also, please sign up for the RSS feed to get my blog delivered directly to you!  I blog only when I really have something helpful to share, I promise!  This blog is for YOU, not me!!

Are you sure your message is crystal clear? To get more business it HAS to be!

Helping business boost productivity while reducing costs through strategic planning and training

Hello to new subscribers!  Welcome.  I welcome feedback and would love to hear what you think of my posts or what is your burning problem that I may be able to address!

I was visiting a designer’s website tonight and I have to say, I walked away from it confused. I also looked at another website for sales training and…same thing.  I was not exactly sure what this designer did and what set her apart. Kevin Nations who is a fantastic marketing expert says “If value is a mystery they will not open their wallets”.  I so agree with this.  But don’t think you are alone.  I had to work on my marketing message many times until I got it down to what I now believe tells people exactly what I do. 

Sadly, with so many businesses going out of business it’s really time for us to get lean and mean!  And I don’t mean laying people off, I mean getting your message crystal clear!

I get quite a few inspirational blog posts in my inbox..but I wanted to share this one about the power of words. http://www.wimp.com/powerwords/

It is amazing how words make such a difference in your success. A clear message conveys to your client, customer and even your staff why people should do business with you.  WIFM (What’s in it for me (the client/customer).

 We are now selling in an economy that’s barely on its feet and the people who have survived that economy are crazy, busy people. On my last blog, I mentioned my new favorite person Jill Konrath who wrote Snap Selling and talks about getting in front of the right people with the right message and quickly or you lose them. You have to get your message of value across to these people in less time than we have ever had to in the past.  If your message is confusing, you leave that business on the table, which you may or may not even realize. 

It’s a new year and it’s really time to take inventory of your efforts in business.  Whether you are a sales person, interior designer, showroom or even those OUTSIDE of my beloved business of interior design.  But for those who love the creative side of design (and who doesn’t) we need to also exercise that left side of our brain, so here are some ideas of how to communicate your value effectively.

(1) Differentiate yourself from your competition.  That means you must KNOW your competition.  Oddly, I have seen companies that know exactly what sets them apart, but they do not articulate it clearly. I have also met people who say they do not need to know their competition….yes you do!  So take stock of what you do and what makes you different.

(2) ALL, yes ALL your messages need to now reflect your USP.  If you blog (and that’s such a great way to grow your market share and it’s still free for the most part), state your USP, any collateral needs to reinforce your USP.  Research shows that you need to get in front of your perspective clients 7 – 13 times before they take action. Therefore everything you put out there has to reflect your value and what differentiates you from your competitors.

(3) DO NOT be a generalist.  You have to really hit your target market with precise measures. And then convey that to your target market. This seems to always be one of the most difficult things product companies, sales people and designers have to do.  Everyone is AFRAID of the business you will miss.  Let me tell you, first hand, if you do not focus and “lean into your strengths”, and then convey that with a stealth message you will leave a ton of business behind.  If someone has to figure something out…they won’t.

So clean up your message..make it incredibly clear and convey that to your target market and you will see how your business will change for the better. 

Please sign up for a subscription to my blog by just using the RSS feed for great ideas on how to be a better business in the interior design industry.

Wow what a day and what I learned…insights from a person who now will speak from her heart

Building strong futures through sales training and marketing strategies

This post is from my heart.   It is truly my hope that you will learn a thing or two and be inspired like I was this week.

This has been one tough economy that has gotten to us all and beat some of us down. I never want to use that as an excuse, but I needed inspiration.  I absolutely love what I have been doing for employers for 20 years and now on my own for 10.  But this economy even took me down for a while.  I think my instinct kicked in after losing most of my accounts in November 2008 and I started to do THINK DIFFERENTLY, which now will become my montra. 

So I got a couple of clients by thinking differently and got back into my old routine of helping clients live their dreams by growing their businesses.  Mine?  Oh, for the most part, it got put on hold again.  Oh don’t get me wrong I did some marketing, networking, online stuff, I definately changed my business model,  but it just wasn’t giving me the results I was looking for!

So in one of my mastermind groups someone mentioned a woman by the name of Jill Konrath.  I looked at her site and downloaded some freebies.  Lo and behold, her story was EXACTLY like mine, but she was a consultant for large businesses, Fortune 100 companies. She had to totally rebuild her business too.   This resonated with me so much, I wanted to contact her.  So I emailed her..no response..something told me to try again..did it and she answered. 

So I spoke with Jill for 1 hour 15 minutes.  And it began to turn my thinking on it’s head!  How I have to approach and market to new clients.  How I have to call and email these people SO much more than before in this crazy busy world!

And then that got me thinking of the old Steve Jobs Apple ad about thinking differently.  If you haven’t seen it in a while, take a quick look.  It’s always been so inspiring..enough to sell a ton of computers! 

So I want you all to be inspired to think differently!  This world of design and sales that we’re in is pretty stubborn about keeping things status quo.  I have seen way too many business in the industry close thier doors and I don’t want that to happen to any of you..so I say think differently.

Today..learn something new..read a book or a blog that will help you with new ideas and inspire you.  Try to get out of your own “crazy busy” world long enough to begin to think differently.  When you do you will be surprised at the ideas that will be born.

Please sign up for my blog..and a BIG hello to my new subscribers.  And please sign up for my facebook page.

I know it may be tough out there, but don’t scream uncle yet! Here’s three ways to increase your business

Building strong futures through sales training and marketing strategies

First I want to thank and WELCOME my new subscribers!  I hope you find this blog REALLY helpful.  That is my true commitment to you! If you ever want me to cover something you’re not seeing..feel free (and I encourage you) to write me a note in comments!

I have been at a couple networking events and a couple of client meetings this week and it seems that we are all falling down that rabbit hole again.  Our outlook is getting gloomy again and our faith and trust are waning.

Well I am not a Pollyanna by any means, but I do know there IS business out there, there ARE busy people making money in our industry.  I am making a short video which will be posted soon on my website and it shows both people in our industry and outside of our industry that are not only surviving but flourishing.  This isn’t meant to make anyone feel badly, just to say..there is business out there!

I know it’s tough, I know the sales cycle is longer, it’s taking people longer to make a decision, but there is business out there. We just need to find it!  I know you know that, but I am just reminding you.  We need to just turn over more stones uncover our clients real needs and then SOLVE THEIR PROBLEMS! This is a value based economy and people want to know they can HAND things off and it will get done!  They don’t have time to think about the process.

AND dig DEEPER not WIDER!  We truly have to define what we offer so our potential clients are CRYSTAL CLEAR about what they are getting!

Lisa Sasavich is one of my favorite online trainers and she says to make your presentation 20% HOW and 80% RESULTS!  That makes so much sense!

So here are a couple of reminders of what you can do right now! (I always love reminders because sometimes I forget those core skills while on our hamster wheels!)

(1) ANALYZE:  See if there is ANY other business from your current client base.  Find that core of loyal people.

• 20% of customers provide 80% of margin
• 85% of margin comes from only 4 products
• More than 50% of the customer base uses only one or two products

SOURCE: accenture, The Point, Vol. 4, Issue 4

(2) ANALYZE Can you “value engineer” your services or products.  This is a tough economy and you DO NOT want to bring down your prices on your top of the line items, but value engineering is a very familiar way of giving your clients something that might be more “budget friendly”.

(3) GET IN FRONT OF PEOPLE!  Nothing sells like getting in front of people.  They may not give you business right at the moment, but believe it or not, this too shall pass.  You will then be on the top of their minds when their business picks up! There are those that disappear until there is business…people see right through that.  Who will they be loyal to?  The ones who were loyal to them through thick and thin!

(4) SHARPEN YOUR SKILLS!  All of the above tactics should be used in ANY economic time good or bad, but now is the time to sharpen those skills.  If you want a FREE white paper on my 10 TOP TIPS TO SELL MORE NOW,  log on here and just fill in the contact form and they will magically appear in your email!

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Here’s a sales training tip: There’s a difference between presenting and selling!

Business and sales growth solutions for the Interior Design Sector

I have been so lucky to be giving my sales training workshop to sales people looking to increase their value and sales in these troublesome economic times.  I cannot say sales are not more difficult, but I can say they are out there..we just have to dig deeper and be more effective on every single presentation.  And for my interior designer followers…don’t click off..because this applies just as strongly to you! If you cannot sell your ideas…oh my…how do you get business?

So I am going to dedicate my next few blogs  to being  a more effective sales person (or interior designer looking for business).

So often the word presenting or presentation is used instead of selling.  How many people have you heard say I am going to go and SELL.  Instead most say I am giving a presention today to (fill in the blank), right?

TIP 1:

There is a VAST difference between presenting and selling..

The definition of presenting is:   Show or offer (something) for others to scrutinize or consider

The definition of selling is:    To exchange or deliver for money or its equivalent

See the operative word  MONEY!  Something I think we have all heard of..you know, pays the bills!

 So many times we just dive into our products or services with a potential or exsisting client without even considering to whom we are presenting.  Do we know what THEIR needs are? If not..what the HECK are you selling to them.  Something they cannot ever use?

If you think that’s a silly statement, I have to tell you that I have actually heard a sales peron during a presentation say “oh I know you probably will never use this product, but I just wanted to show it to you”.

REALLY?  You want to really tell someone you are going to waste your time AND theirs?

So practice SELLING instead of presenting. 

In my next post I will give you some proven techniques taken straight from my workshop on how to get from presenting your products or ideas to selling!

To get more information on my workshop, and a free white paper on 10 tips to increase sales right now! please click here: Results Driven Sales Workshop

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Please sign up for my Facebook page at Dialogue Consulting Facebook for tons of great information on the interior design industry..lots of tips and solutions on how to grow your bottom line EVEN in this economy!

 

It just takes ONE degree to change from simmer to power a locomotive and you can do it too.

Building strong futures for the interior design sector

One of my very favorite websites is Givemore.com.  I found this a couple of years ago and just love all the products and the philosophies they espouse.  I am all about sound business strategies, strong skill sets to make our businesses successful and teaching, coaching and motivating people to just do one thing better every day!

What Givemore says is that  at 211 degrees water just simmers.  At 212 degrees, just ONE degree more, water can power a locomotive with steam from the water.  That so reseonates with me.  So I am going to dedicate the next few blogs on how to stop the hamster wheel and decide to take the time to learn one new thing and change in one new way each day. 

The first step to grow a business or grow your sales is to STOP!  Just STOP what you are doing and take one day to analyze your efforts.  Clear a space, no papers except what my freind and FAVORITE networking expert,  Liz Lynch calls a Sandbag List.  That is a blank sheet (I actually type the title sandbag list on the top and print it out) where you can write down any ideas you get during this analyzing period. 

This will help stop you from multi-tasking which, in my opinion. is a complete waste of time! And now research backs that up..so STOP!

Then do the following..(don’t skip this or you will stay on that hamster wheel forever!)

One of the problems with generating more sales vs. time is focusing on those who are revenue generating! Sounds simple, but I have often seen sales people and design professionals  in hamster wheels, and when the economy gets bad, they go faster.  More activity is NOT always BETTER and does not always end in actual sales! To generate sales it takes forming that relationships. In the end, clients will buy from someone they know, trust and like. That takes time and what sales people sometimes do not do is spend enough time and effort with clients that are your base (or what is typically called “A” accounts-those most likely to buy your product or use your services – not just take up your precious time).

 That means it will take a bit of analyzing which, so often, is overlooked.  If you can isolate 5 – 10 clients who have, in the past, been fairly consistent clients and when you visit them have current projects where your services or product can be used (don’t forget that step, either), they are what I call a “fan base”.  That is they use your products or services and like you or the company or both. This becomes the foundation of your business. And these are not one time Joes.  These are consistent clients. These are ones that automatically think of you! 

What I see is that sales people will sometimes mistake of calling on the “who” of the design industry. In other words, the usual suspects that are big names.  But are they truly YOUR clients?  That is, will they buy your product or your services? Are they currently “married” to someone else?  There is a time to try to “break the cycle”, but your job is to generate revenue!  The other takes more time! 

So please take the time to go over your current list of clients and ask if it’s really worth your time.  It may sound harsh, but you are running a business or you are a sales professional.  Wasting time means lost revenue!

So here’s your homework:

• Print out your current client list.
• Look at which of your clients has purchased on a consistent basis.
• Look at the product or service they have purchased.
• Target those clients, at least, 3 -4 times a season with product, lunch or other things. ( For sales people,these have to be actual sales calls, not drop offs). 
• When you contact them, it has to be meaningful to them.  Please do not use the words “following up”. That has no value to your prospective client. If you do,  you just become a sales person, not a trusted source!(I will cover other networking ideas in another blog, stay tuned!) 

So remember JUST ONE DEGREE!  Turn yours up!

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