I was sitting in church recently in South Barrington, IL, listening to a message on spiritual growth.\u00a0 I thought the <\/b>concepts were so universal that I would share them with you, because no matter what part of your life you may be working on, growth is growth. \u00a0The speaker\u2019s point was that in order to grow we need to consider two things.\u00a0 What do we need to stop doing and what we need to start doing?\u00a0 So now let\u2019s unpack how this applies to business.\u00a0 One of the things I speak a lot about with my clients is metrics.\u00a0 Growing a business is all about increasing sales, so how do these tie together?<\/p>\n
What are you currently doing that is not yielding results?\u00a0 Do you think about it?\u00a0 Are you tracking the results of your sales efforts?\u00a0 If you are asking for the sale, are you successful?\u00a0 Do you ever try new approaches? Do you ever look at changing your message, your appearance, or your delivery?\u00a0 In other words is there something you need to stop doing because it is not working?<\/p>\n
The flip side is what do you need to start doing?\u00a0 When I work with clients on selling strategies, it really comes down to a numbers game.\u00a0 Who are your best customers?\u00a0 How did you obtain them?\u00a0 How many times did you have to connect with them before they moved forward with you?\u00a0 What are you doing to replicate this?\u00a0 From here you can build the numbers around how many touches do you need to find a prospective client or job?\u00a0 Are you working all the avenues available to you or are you concentrating on just one.\u00a0 There are personal meetings, phone interviews, networking, and the use of social media and advertising.\u00a0 Everything has a place.<\/p>\n
So what do you need to stop doing and what do you need to start doing? Give it some thought and if you need help with that, give me a call.<\/p>\n
Phil Elworth<\/p>\n
Partner<\/p>\n
B2B CFO\u00ae<\/b><\/p>\n
312.203.8918<\/p>\n