Ever wonder why big business just seems to roll on (well mainly) while small business tend to have higher highs and lower lows?
Big business has clear goals. Return on shareholder investments.
As a state manager for a big recruitment company the goal posts were clear. Each month we had targets, a budget even, each person had a budget and we knew what we were allowed to spend.
Did we always hit our budgets? Well, not always, and when we didn’t my CEO was polite enough to remind me.
When it comes to running our own business for many the lines become a little blurred.
I got into business for freedom, or I’m just getting things lined up or I’m just… whatever and all of a sudden the accountability that once drove us to accomplish consistently is no longer there.
All of a sudden, there’s an escape route.
If you’re looking for freedom, you might as well enjoy it. By that I mean, you may as well have the financial security to enjoy your time, your family and your life. Isn’t that really what you went into business for? To improve your life?
How did working longer for less money and less certainty become mistaken for freedom?
What Is Success
For you, I mean. What is success in your business for you? It will probably be a different answer than if you ask your best friend, your neighbour or just about anyone else.
Your success is all that’s important. It’s your business. Yet if you’ve not determined what it is… how will you know when you achieve it?
Take the time to determine a clear and unambiguous definition of success in your business.
Now, when are you going to achieve that? Just like big business, you need to determine when it is you will (not might, will) achieve that.
One funny conversation I’ve had with many people is what they ‘can and can’t’ do. You know the one, I can do anything I want… I can’t sell… etc. Internally, we have this ongoing program, a law of consistency, which will defend whatever we believe about ourselves.
When a client tells me they can’t sell, I simply agree with them. Of course you can’t. Often they’re taken back at first and then I go onto explain. If they believe they can’t sell, then they’ll defend that position even to their detriment. Because we have to be consistent.
Now if they choose to believe they can learn anything. That they could change some habits and even that they have something of value to offer… Well, we might be able to work with that. After a little laughter we generally agree that they could learn, they could practice and if they accept that they’re improving their sales skills, they’re half way to improving their sales.
Confidence is created by consistency, by repetition, by success and by trusting you’re enough. By that I mean, that you’ll provide great value for the prospect or client and that you help them solve their problem.
It’s a little like golf. It’s a simple game. It’s hard to master. The more you practice, the more consistent you get, the more confident you get. If you don’t play often, you don’t improve. Your confidence remains low.
Practice and improve. Practice more and improve more. Soon you’ll be confident.
With so much to do it’s hard to focus
Of course it is. And that’s why it’s important.
Many of us get distracted by the shiny things. In big business, we’re given clear boundaries, be it through responsibilities, accountabilities or job descriptions. Whatever method, the blinkers are often set to ensure that the shiny things don’t get in the way of achieving the objective.
Working for ourselves, there’s shiny things everywhere. Opportunities to partner over here, new services we can deliver over there and many other things that can distract us from our path. All valuable, yet all distracting. Each may be a goldmine but to get to the gold we have to dig deep. While we’re digging our clients may not be getting the service they expected or desired.
Steve Jobs put it well “People think focus is saying yes to the thing you have to focus on. BUT that’s not what it means at all. It means saying NO to the hundreds of other good ideas that there are… I’m actually as proud of the things we haven’t done as the things that I have done!”
Think of those going to the Olympics in a couple of months. Think of all the sacrifices they’ve made. That’s what makes them stand out. The focus to say no to all those other opportunities.
Success to You
Whatever you define success to be. You’ll get there faster when you admit that you don’t need to be the best sales person in the world. You’re perfectly equipped to help your client buy right now.
Success needs to be a holistic thing where your business, your family and friends are existing in harmony with the lifestyle you desire.
Creating that requires clarity of purpose, confidence in yourself and your business and of course focus to attain the desired rewards for your efforts.
#bsbexpo2016 Confidence Sales and Success
I’ll be presenting on the 5 steps to Confidence, Sales and Success at the expo and would love to see you there.
Joining me are presenters on all aspects of business. From Accountants discussing wealth creation, IT pro’s talking about the Other 5 P’s of business and of course Web and social media presenters with opportunities to meet prospects on scale, nurture them and convert them to high value clients.
It’s going to be an awesome two days not to be missed on 15 & 16 July 2016 at Doomben Racecourse taking the three levels of the Grandstand. For more information go to the website or contact me firstname.lastname@example.org