Your business teeters on what happens on a sales call

If your company doesn’t do sales calls, then it teeters on what happens at the point of sale – retail store, website, dining room – wherever.

What does happen?  Do people say “I want it!”

How good is your offer?  Your salespeople?  Your communication?

Do you create “psychological safety”?

Have you lead by fear and control, or by trust and openness?

Do your people feel safe taking risks, speaking up and being honest?

If not, your team is playing small and you are not getting real feedback.

No matter what you do, you serve people.

I tell my team, we are not servicing a house, we are servicing a person who owns that house.

No matter what you do, or service, you are serving a person.

Ask questions, listen, build a relationship, and please or thrill that person, and they will come back and bring their friends.

The long road of business.

An entrepreneur doesn’t get paid in tidy little one-year taxable packages.

Being a business owner is a cycle that pays (or not) over ten or twenty-year cycles – and that’s IF you don’t quit and IF you get it right.  Those are big IF’s.

An entrepreneur spends the first part of their career desperately underpaid, in hopes of spending the last part of their career wildly overpaid.

Here are some reasons why – 

In the beginning, you have no resources.  You have to invest in everything.  Equipment, software, facility, paper clips – all of it.

In the beginning, you don’t have any employees who know exactly how to help you and how to do their jobs well.  You hire people and invest in their education.  Some don’t work out and leave.  You start all over again.  Some make mistakes you have to pay for.  They are always less productive and inefficient in the beginning.  And new employees take more management and oversight.

You have to invest in marketing.  At first, your marketing doesn’t work as well since it is new.  Besides you figuring it out and becoming a better marketer, it’s cheaper to remind people who you are than to educate them in the first place.

You don’t have referrals or repeat business.  You have to pay for each customer.

You have to invest in inventory.  You have to make a profit to buy stuff that people have not bought yet.  No money for you.

You have to invest in receivables.  Some people won’t pay you right away.  Heck, some won’t pay you at all.  No money for you.

Let’s say you stick with it for 15 years.  Then all the above is paid for, and you start making a profit.  Is that profit from the activities of that year, or from all the years before it?

Of course, money is not the only result we are looking for or only benefit we can realize.

When you start a business, you have to buckle in for a long ride.  Is it worth it?  It can be.  That’s up to you.

Don’t hire salespeople with RBF.

Don’t hire salespeople who have to overcome their natural vibe.

People buy from people they like.

Are your salespeople naturally “likable”?

When people meet them do they decide they like them in the first 60 seconds?

Do they still feel that way after 10 minutes?