Help Your Business “BLOOM”

This time every year, seasoned veterans and fresh rookies alike, report to spring training in wonderfully warm locations like Florida, Palm Springs and Phoenix.  The goal is to get ready for the long season ahead.  A very important part of their training is learning, re-learning and re-enforcing the fundamentals of how to play baseball. The fundamentals are the foundation of any successful endeavor.   Sales is no different.  In order to be truly successful, we need to have a keen grasp of the fundamentals.  No matter how much we think we know them, it is never a bad idea to hear them a gain.  With spring in the air, here are a few of those fundamentals that will help your business to “BLOOM”:

B- Build Relationships – Sales is a relationship business.  The more relationships we have, the more opportunities we have to make a sale.  A relationship is different than a contact, an acquaintance or a lead.  Relationships have a foundation of trust.  Think of your own personal relationships.  Usually the stronger the trust, the stronger the relationship.  People are more likely not only to use you but refer you if they trust you.  So to do more business, build more relationships.

L – Lead Generate, Lead Generate, Lead Generate!!!  You can never have enough leads.  This may be the toughest part of a salespersons job.  No one really enjoys generating leads but they are the lifeblood of a successful salesperson.  So start your door-knocking, your cold calling and your farming.  Get cracking on your print and social media campaigns.  And most importantly don’t forget the most fundamental of all the fundamentals: everyone you meet is a potential client.  Make sure everyone you meet knows who you are, what you do and how well you do it.

O – Optimistic! It has been proven that the more positive you are the more likely you are to attract opportunities.   It is no secret that people are more likely to be drawn to you if you have a positive outlook.  The more people you surround yourself with, the more opportunity to build a relationship.  No one wants to be around a “negative Nellie.”  So a negative person will have less opportunities, which actually only re-enforces their negative attitude.  Stay optimistic to attract more opportunities.

O – Organization.  Organize your business to create more freedom for yourself.  Put systems in place that allow you to have a more balanced life.  By being organized, your business continues to work without you.  A balanced life will also allow you to have a more optimistic attitude and thus draw more opportunities to you.

M – Maximize your productive time.  This is all about priority management, time management and time blocking.  So many times in a day we get caught up doing those task that don’t necessarily put money in our pockets.  Make sure you are carving out certain hours of the day to specifically focus on those activities that are income producing.  Hold yourself accountable to those tasks.  By maximizing your productive time, you will maximize your income.

If you continue to focus on the fundamentals, I have no doubt that your business will bloom.  I want to wish you all the very best and much continued success.

We Can All Use a Little Luck

Every March 17th, we celebrate St. Patrick’s Day.  Since I wrote a post around Valentine’s Day on how LOVE can grow your business, I thought it was only fair that I write a post around St. Patrick’s Day on how LUCK can help grow your business.

Luck has been defined as “when opportunity meets preparedness.” To prepare you for the next time you get that opportunity, here is some L-U-C-K to get you started:

L – Leverage – Leverage is using what you currently have to get more.  This means using your current opportunities, resources and relationships to create more opportunities, resources and relationships.  REALTORS do this with their just listed and just sold marketing.  They use one house to generate other business.  We can all do this with our own clients.  Leverage the clients we currently have to help us acquire new ones.  For whatever reason, we are often reluctant to leverage our relationships.  An example would be if I have a friend who knows my favorite movie star.  I leverage the friendship by asking my friend “will you please introduce me to my favorite movie star.”  If they are smart, they will, then leverage the “favor” to get something for themselves.  It may sound bad “using one another” but I believe that it is only in lifting others that we will all rise.  Leverage is really nothing more than a warm lead.

U – Understanding – We need to understand our client’s wants, needs, hopes, dreams, visions and current situation.  It is only then that you can fulfill them.  To truly understand, we need to ask lots and lots of questions.  It is only through asking questions that you get the answers.  The more questions – the more answers – the more understanding – the more solution oriented we can be.

C – Communication – In my mind, there is no such thing as too much communication.  Communication is the imparting of information or the connection between people.  Communication can be as simple as wearing your name badge.  You are communicating who you are and what you do.  Communication is cold calling, door knocking, social media and print media.  We all need to communicate all aspects of a transaction.  Communication relieves stress.  So even when nothing is going on, communicate that there is nothing to communicate.

K – Knowledge – Knowledge is power.  Knowledge gives people confidence in your ability.  Knowledge is a quality of a true professional.  Make every effort to learn as much as you can about your industry, your company, your area, and your clients.    Not only be learning all the time, but take the time to teach others what you know.

Hopefully, by adding a little L-U-C-K  to your business, you can create a lot luck for yourself that will lead to your pot-o-gold in the future.  Have a wonderful week and a Happy St. Patrick’s Day.