First quarter tends to be a slower time for me. While most of you were busy with “Wave Season,” I took advantage of the opportunity to spend some time working strategically on my business - instead of in it for a change.
You may be experiencing many of the same challenges and growing pains as I am in your own business. With the start of the "sales year" approaching in September, this is a great opportunity to step back and take a brutally honest assessment of your business (and yourself).
It is amazing what you can learn from this process. I found that I am doing a lot of things well, but there are a few that can be definitely be improved. As you look at your own business, take time to recognize and celebrate the wins!
Over the next three posts, I will share the three most important things I learned as well as the actions I am taking as a result. Here is the first one.
1. I need to do a better job of qualifying prospects (sound familiar).
Hey, I am the guy who preaches the virtues of “prospecting,” but not everyone is a good fit for my coaching programs. I need to ask even more questions before taking on a new client.
As my friend and fellow author, Mike Marchev likes to say, “There are two types of people—those you can help and those you can’t.” I've had my share of both and it took me a little while to figure out who's who. Some folks, no matter what they say or how much I tried - really didn't want any help. Lesson learned.
Action: Get clearer on who I can help. It doesn’t matter how new one is to the business, I can help people who are professional, dedicated, sales-focused, coachable, and “all-in.” Those who ignite my passion, not suck it dry.
As it turns out, I didn’t have to look far for inspiration. Like many of us, I prefer to work with people whose values and goals are similar to my own.
Professionals who share a strong desire to gain the freedoms provided by a successful business and are willing to do what it takes to achieve them. These freedoms fall into three distinct categories.
1. Freedom of Choice – Decisions based on “what’s right” vs. “what’s right now.”
2. Freedom of Income – Break the cycle of living paycheck to paycheck
3. Freedom to Live – Create a lifestyle that is important to you and your family
That’s it. This is what drives me and thousands of other small business professionals to do what we do. If this is what you are looking for, I can help you. If not, I will always refer you to a coach who is a better fit.
As a result of this clarity, I have learned to say "no" and become almost surgical in choosing the clients I serve. They are putting their livelihood in my hands and it’s a responsibility I do not take lightly. They are trusting in my ability, knowledge, and experience to help guide them from Point A to Point B in the straightest line possible.
Getting clear was perhaps my single biggest take-away from this exercise. It affects everything I do - from my attraction strategy to the services I provide.
Are you still trying to be “all things to all people?” Drilling down to who you want to serve will help you get focused, and with focus, comes results.
Stay tuned -next time I will share something that was, for me, a revelation.
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