SITUATION: YOU ARE NOT GETTING REPLIES TO EMAILS OR REQUESTS FOR MEETINGS.
This can be due to several reasons, but here is one that you may not have thought of or considered.
A client today had a lightbulb moment regarding their issue of prospects not returning their calls or replying to emails.
It highlighted how easy it is to be more in OUR world instead of being more in THEIRS. And as a result we get ignored.
My client was telling me:
“I’ve asked them many times to meet so we can explain our service, I’ve even invited them to come to one of our sites and see our work firsthand! And I’ve given them names of clients they can call to confirm we are good.”
I translated this for him so he could understand what the prospect may be hearing:
“So you want me to interrupt my day and give you time I don’t have in my overloaded schedule, to help you, a stranger, make money?”
The penny dropped. Yes he’s got a good service but everyone is busy. And he was approaching his business development from the perspective of himself. So every email or phone message was asking the prospect to agree to an action and add yet another task to their already overflowing to-do list. Even replying to an email is an extra task they don’t need.
The solution was to brainstorm a range of ways he can remind them he exists and how he can ‘give’ value before asking for something from them.
SITUATION: You feel you need to write a business development plan for 2018 but the thought of it bores you to death, or you can’t decide what to put in it, or you don’t have the time…or all of the above!
SOLUTION: Try my C-L-E-A-R business development plan format. It might be just the thing you need. It’s quick and simple but covers the absolute essentials that will make a difference.
C = customer.
What customers do you want in 2018? Most businesses have three main types, A, B and C.
‘A’ stands for awesome. They buy big, don’t mind paying and they love you.
‘B’ are bread and butter customers. They are the regulars, they just keep coming and provide the bulk of your revenue.
‘C’ are the complainers. Never happy, haggle on price and take the most time to serve.
You can’t buy more time in life. Don’t waste time chasing customers that aren’t going to take you to your goal. Do you need to change your mix of customers in 2018? Who will you focus on? Get real clear on this. Your marketing, your presentation, your strategies, your staff, your product, your pricing…everything, is dictated by who you want as a customer.
L = looking for?
What are your target customers looking for in 2018? Features, pricing, packages, service etc. Get clear on this. Brainstorm with your team, customers, partner, colleague, customers, suppliers, customers, coach, and customers. Hint: ask your customers what they want! 🙂 In order to win more of a particular customer you would like in 2018, what do you need to provide?
E = earnings.
How much do you want to earn in 2018? How much do you want to pay yourself? How many customers do you need to achieve this? Or how many sales of products XYZ?
There is immense power in writing this number down. It makes a very powerful statement to the universe and your subconscious. Our brains prioritise what they focus on and notice. They have to. Our brains are processing millions and millions of bits of info every second. If our brains didn’t filter this info they would bog down like a computer with too many programs running. By writing your goals down, you help your brain know what it should focus on. The result? You will ‘miraculously’ notice opportunities you didn’t before because your subconscious is showing them to you. It’s the red car effect. You buy a red car (or a particular model) and suddenly there seem to be hundreds on the road.
A = actions required?
What actions are required to achieve the above? You might want to break it down into monthly actions, quarterly actions. Or weekly. Just as you don’t plan a dream holiday and then do nothing about it, get clear on what actions need to be taken. And this can include what different actions you need to take. What type of person do you need to be?
Workshop the actions required with your team. Very important if you want them to be clear on your plans and vision for 2018.
R = roles and responsibilities?
Now you have your action list, put names and dates to each action. Who will do them? If your team is involved, it is best to workshop this with them so they are on board. Do you need an accountability buddy to keep you on track? Break actions down into bite size pieces so they get done rather than delayed.
If you have staff that are not doing the actions you want, I have a module on the 5 common reasons and what to do about it. Email me if you want to know.
So there you go! Simple business planning with the essentials you need to kick goals.
Do you find yourself getting distracted and working on non-core business tasks? Or you aren’t sure how to prioritise the million business development tasks in front of you?
In this short video I give you a great little strategy for categorising what to focus on. It is extremely effective, especially for businesses that need to focus on more sales. You only have a finite number of hours in the day. I can’t emphasise enough how important it is to focus on what matters. Otherwise 6 months go by, a year, two years and your business is still in the same position.
If you have any questions or want me to run through it with you or help you prioritise what you should focus on, I’m just a email of phone call away!