Disorder
The average consumer deals with more than 36,000 commercial messages a day.
Decision makers face even more options. All available space is bought and sold as advertising space. Advertising exposure is increasing exponentially, and this naturally affects your cost of sales and therefore your margins. Now it costs three times as much to get half the results it used to. To do?
You have two options. You can work harder, which is tactical, short-term, and understood as daily reactive activities. Or you can work smarter, which is strategic, based on a long-term plan and goal. Your strategy should drive your tactics, not the other way around. Strategists understand the big picture they are creating. They agree with Michael Gerber who said, “If you’re not working IN your business, you’ll soon be OUT of business.” So they create strategies that minimize cost and risk and maximize efficiency.
Statistically, motorists slow down when they see a police car to avoid a speeding ticket. Did you know they pick up speed again in just half a mile? That’s how quickly you’re forgotten by your customers and prospects if you don’t have a strategy that will create constant, unique and varied exposure and value. Strategists set goals and constantly work to achieve them, tapping into the reticular activating systems of everyone involved in the process. Involving others in your planning and creation of joint ventures and win-win partnerships is essential.
Big companies know this. 90% of corporate executives surveyed felt that a joint venture with another company was “absolutely essential” to maintaining their competitive advantage. At least 20% of Fortune 500 and International 2000 revenue now comes from joint ventures. This strategic approach works for businesses of any size and cuts clutter into pieces, resulting in higher margins and staff retention, lower customer attrition, radically reduced cost of sales and risk, and exponential growth.
sales advice
By creating and establishing your Buying Criteria, and then educating your customers, you become the natural and logical choice. That beats the clutter. And remember, it’s much better to spend $100 on each of ten good prospects than it is to randomly spend $1 on each of 100 suspects.
board of directors
The second biggest problem in sales is that salespeople don’t close. But the biggest problem is hiring the wrong people. There is a proven system for hiring sales superstars and when you get the right salespeople, closing is no longer an issue. Once you have superstars, constantly train them and the sky is the limit.