Looking at the economy, things seem to be pretty strong and success seems easily attainable. Tax cuts were made for the majority of Americans, and both the stock market and real estate prices are on the rise. This could be the year you see great growth in your business, income, and wealth — if you’re positioned to take advantage of it.
To be in the right place at the right time, you must do these three things:
1. Stop Taking Leads for Granted
You need to spend some time this week working on this topic; that’s how important it is. Far too many entrepreneurs are so focused on getting new leads that when one comes in and doesn’t buy immediately, they forget all about them. This happens despite virtually every entrepreneur knowing (at least on some level) that 80 percent of sales are made after the fifth follow-up.
At a minimum, your leads should be getting emails, newsletters, and postcards from you. They should also get phone calls and possibly even in-person visits, depending on your industry. You’ve spent a massive amount of money getting these leads in the door. Why not position yourself for success by nurturing them and converting more of them into customers?
2. Focus on What You’ve Got
We all know a bird in the hand is worth two in the bush. Yet too many companies spend too little (or nothing at all) on customer success and retention. To make the most of what you have, you need to interact with your existing customers on a regular basis and do two things. First, you need to add value to your customers’ lives. Don’t simply talk about your business. Second, you need to find ways to better serve your customers. If you have a product or service that would help them, you should present it.
The hardest sale we make is the first sale; the easiest one is the second sale. So do yourself a favor and spend some time making that second sale.
3. Practice Makes (Success) Perfect
The key to success is doing the right things over and over and over again. We all know what we should be doing, but shiny objects and dreams of making millions overnight distract us. Small, methodical, and consistent actions are going to make you grow. Focus on the right tasks; focus on the customer first over short-term profits.
This game we call life is a long-term play, not a garage sale, despite how some people play it. Shift your focus to the long game. Ask yourself, “In my business, what can’t I live without?” The easy answer is customers and repeat business. If that’s the case, doesn’t it make sense to stop taking leads for granted, focus on providing value to your existing customers, and find additional ways to help them?
Unfortunately, too many businesspeople feel they need more sales right now, and focusing on converting leads and existing customers is a long-term play. I get it; it’s not going to happen overnight. I’m not saying you shouldn’t put money into additional lead generation, but you have to reallocate some budget toward the three areas I just outlined. Otherwise, you’ll be on this merry-go-round of needing the next marketing hit forever.
Don’t ignore this advice because it seems too simple. There may be only three main points, but implementing them well is something that takes a ton of practice. Once you head down this path, you’ll be going in the right direction to crush it in the months and years ahead.
Speaking of heading in the right direction, get started down that path by requesting a FREE copy of my book, The Ultimate Guide to Newsletters. The strategies I discuss in the book will give you the focus you need to take your success to the next level.