We Sat & Wondered How To Grow Sales…
I was with a client last week and feeling concerned that we weren’t talking about something new.
It’s a newish business and our first goal is to grow sales to breakeven levels. We’re on track to do that, but looking at the figures we both felt a bit disappointed that the business isn’t making even more.
The funny thing is that even though we’re probably a month ahead of our three month goal, we both had the same nagging doubt that it’s not moving fast enough. It would have been very easy to find something else to work on.
But, to avoid doing something new for the sake of it, I reached for the data and looked again at the sales funnel for the business. The diagram in that blog entry isn’t just a clever picture, it’s something you should be using as part of your business.
Then it hit me. There was a clear problem with the quality of leads coming into the business – lots of them were being thrown out because they were rubbish – they simply didn’t fit the profile for a good customer and so no wonder his sales were being held back.
No amount of doing "extra stuff", no brilliant ideas for increasing sales performance or clever methods to upsell each client would make any difference to this fundamental issue. It’s been a challenge for a while and it is still the number one problem to resolve.
Once we’ve got the quality and volume of leads sorted out, we can introduce some more ideas. But not before – that would just confuse things, and take my client’s focus off what really matters.
The power of focus is critical to getting what you want out of your business.
Here are two questions to help you grow your sales —
What is the number 1 thing you know you should be working on for your business?
What’s the number 1 thing you work on every day?
Are your answers the same? Logically they should be, but in practice most people suffer from distractions that get in their way. Sales coaching is all about asking the right questions to help you focus, continually, on the things that will make the biggest difference to your profits.
Want help to increase your sales? Contact me using the form below for a confidential free chat about your next steps…