How Are You Adjusting?

The world is changing. Business has changed. Our clients have changed. How are you changing?

Here are five things to consider in our changing market environment:

• How can you strengthen your business model to thrive in the future? Evaluate how your product or service is being used and who is using it. What changes are occuring in technology or in knowledge that will impact future use? Are there new technologies that can improve your value and service to your clients? Focus on being a future leader or someone else will be.


• How are you training your sales team to be successful? Customers are still buying today. They are buying from businesses that are adding value and are asking for the order. Connect with your prospective customers by asking engaging questions. Document those engaging questions and teach your sales team to be consistent. In sales, you need to connect emotionally on what your prospect is looking for. Solve their problem vs. selling them.


• Is your attitude helping you and your team or hindering your success? Your team is a direct reflection of you. A leader of a business needs to be encouraging, inspiring, and helping their team see opportunities and how to take advantage of them. Use positive words, share what you want vs. what you do not want, and always ask 'how can we make this happen?' vs. 'this won't work.'


• How are you measuring success and progress in your business? In order to improve we need to know our current state and what specifically needs to be improved. How many leads are we attracting each week? Where are they coming from? How many people are in our sales cycle and at what decision making stage? How many people say yes vs. say no? What can we do to increase these numbers? What you focus on is what you get. Be very clear on what you need to do to improve your results. The only way to improve results is by changing actions.


• How are you interacting with your clients, prospects, and past clients? If you are not communicating with your clients, someone else is. At a minimum, contact your database every 90 days. Use your website, create an email newsletter, make phone calls - do what adds value to your clients and is most effective for you.

A good plan today is better than a perfect plan tomorrow. Take action today and make steps to improving your results. Adjust your business to the market place. If you don't, your competition will.

Your Action Coach Monte