Clients spending less than they used to?

It is very easy in these times to assume that things are just going bad in the economy and that your company has to ride with it. That’s right—your business is like a leaf in the wind and things will improve when the economy picks up.

A better way to look at it is that you are running a sailing ship. If you find yourself in the middle of a big storm, what would you think of a captain who said “nothing we can do about it, it’s just the weather”! He is forgetting that his navigation is poor. If his crew is not tight and coordinated they will not handle the storm well—some get hurt, others washed overboard and some ships get smashed on the rocks! In a well-drilled, well maintained and well-managed ship the chances of a big disaster are virtually non-existent—even if they hit a big storm.

Look, don’t listen

You may have noticed there is a lot of media promotion of how terrible the economy is going. My question is: How much of it is true? Have you looked at your sales or volumes? Are they down that much? Yes, volumes are down in some areas, but does that mean your sales have to go down?!

The real danger in the “global financial crisis” is agreeing to it. The moment you agree that times are tough and there is nothing you can do about it is the moment you become ineffective as an owner or manager. At this point you lay yourself open for a “shipwreck”.

Increasing sales—how to be the life of the party.

Have you ever been to a party and noticed there was a really popular person who was confident and likeable and drew attention? And you sat there thinking I wish I could be like that?

I once observed such a person closely and found one difference: This person could originate communication.

This may sound simple, but look back for yourself—a person or business which can start communicating and keep communicating will be successful.

By using this principle now, you really can take advantage of the doom and gloom, as many of your competitors will stop communicating because they think no one will buy! Or “No one has any money”.

Make your company communicate

Now is the time to increase the amount of communication that flows from every area of your company.

Here are some examples of what you can do:

  • As the boss, call all your best customers and have a chat.
  • When your clients pay on time, send them a thank you letter.
  • Send out a newsletter.
  • Get your sales guys to call in on every customer and see how they are going.

And so on.

Any way you can get all staff in your business to communicate more will increase your sales and success in the long run. You never know–it may even happen quickly.

We run a mentoring program for executives in which we help boost sales quickly and I can tell you the results can be swift by doing the above even crudely. Give it a try!

If you have any questions contact me at oisin@executivesuccess.com.au

Oisin Grogan

CEO

Executive Success Australia

©Executive Success Australia 2010. All rights reserved.

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