“If you don’t know where you’re going, it doesn’t matter which road you take.” How clever was little Dorothy! She knew she was on her way to see the Wizard of Oz and so she knew which road to take. It is the same in a business. It is imperative that you know where you’re going.
In the eighties and maybe even in the nineties, our approach was all about “as many as we can.” As many products as we can sell; as many people as we can reach; as many brochures as we can print; as big a target as we can reach… Sell to anyone and everyone and we will make money!
We feel things have shifted, shifted to knowing exactly what you are selling and knowing exactly to whom you want to sell it. The market has become clever. You can no longer force anyone into buying things that they do not want. And if you do, good luck trying to sleep at night while your conscience gnaws at you...
It’s all about finding the right person, who wants exactly what you have to offer, at the exact time they want it, and for the price at which you want to sell it. So know your target market. Know where they are, and know how to find them. If you don’t know, call us so we can offer suggestions. Also, know exactly how many of your products/services you want to sell and set a time limit. Create a target for yourself in your sales cycle, a target within your reach. This will be determined by your own rhythm, which you control – not your prospects.
Know what you’re doing in every month, for example:
- I am calling 100 new people.
- I am making 20 new appointments.
- I will have 15 new quotes.
- I will have 10 new clients by month end.
This is the start of a sales process. So easy! And really, we are serious about helping you find your target market. Give Lara a call. Her number is on the Connect page.
Do you have a sales target? Is it working for you? Let us know in the comments below, we would love to hear from you.