I think for many small business owners, the idea of doing sales every day is a bit like the idea of exercising every day. It sounds great … but when it comes to actually doing it, well that’s another story. And it makes sense — if you’re trying to force yourself to do some-thing you’re uncomfortable with, sooner or later you’re going to run out of willpower. That’s why you need to make sales a habit.
When it becomes something that you do without even thinking about it, you get the con-sistency you need to make really big breakthroughs with your sales. It gets much, much easier. And the best part? You can create a sales habit starting with just 20 minutes a day.
When you create a habit of running, you don’t go out and try to run a marathon every day. Instead, you focus on running just a few minutes a day — or even walking a few minutes a day! This gives you a chance to get some wins under your belt and keeps you from wearing yourself out before you ever accomplish anything significant.
The same thing applies to sales. You don’t need to be doing hours and hours of sales ac-tivities every day, that’s actually going to be counterproductive. Instead, do just 20 – 30 minutes of focused sales activity, every single day.
Focus on your IPA/FBI
Since you’re spending such a short amount of time to begin with, you need to make it count with high-yield activities. And how do you know what those are for your business? You look at your IPA/FBI.
IPA are Income Producing Activities, those things you do that directly bring income into your business. And FBI stands for Fastest Business Impact. The activities with the FBI are those that are going to pay off biggest, first. So during your 20 minutes, focus exclusively on your IPA/FBI — everything else can wait.
Make it easy on yourself
One of the easiest ways to break your sales habit is to try to force yourself to do it at a time that’s inconvenient. You need to make this process as easy as possible on yourself, so make sure you pick a time of day for your 20 minutes that suits you, and do whatever you need to do to make sure you won’t be interrupted or distracted by other things during that time.
Keep it up!
This is the most important bit — just keep doing your 20 minutes, every single day, for 30 days. By that time, you’ll have created positive associations with sales that will make it easier to keep going, and you’ll have integrated selling in to your schedule. If you’re wor-ried that you won’t keep up with it, consider getting a selling buddy or use Sasudi’s action function to keep you accountable!
Until next time,