As we continue our December Sales Event (where you work just as you would in July or March to get sales in December and in the first quarter of 2009 instead of hibernating through December), I want to ask you what’s your outlook for 2009?
Where do you see yourself this time next year?
How many sales will you have made?
How much money will you have earned?
What things will you have bought or experienced?
Will debt be paid off, or savings be padded?
Honestly, I don’t give a flying fig about what “everyone” is saying 2009 will be like. If you are making the conscious effort to be/stay in sales in 2009 then you need to know two things:
1. You HAVE TO, HAVE TO, HAVE TO, MUST, MUST, MUST be willing to go after the business on a consistent basis. You cannot under any circumstances expect business to come to you, whether from people you know or not. You need to call people and/or get face to face with them and ask for business on a regular basis. Rule of thumb, talk to a minimum of 20 contacts a day that you’ve never talked to before to generate leads, as well as 3-5 past clients and sphere of influence people.
2. Look at the questions above and focus on them, as well as others like them. Focus on the goal, the end of the year. Don’t focus on your day to day details, they’ll only bring you down. Too often we get stuck in the deal that fell apart, the client that’s mean, our lack of daily production, etc. We need to focus on the outcome.
It’s like losing weight. If you want to lose 20 lbs, you’d go insane if you looked at the scale every day. You’d get so frustrated at a 1lb fluctuation that you might even get discouraged enough to stop trying to lose weight.
It’s the same thing in sales. Stop looking at your sales scale every day. Focus on your big picture.
Just make sure you have a big picture, or all you’ll have are the daily ones, and there not typically fun.
P. S. Don’t listen to what anyone says about your industry. People are always going to buy and sell every day.
Go get some sales for December and get lots of sales for 2009!