Let me ask you a somewhat personal question: how do you start your day?
If you’re like me, you probably get out of bed, brush your teeth, take a shower, have breakfast, etc. The point is, you do pretty much the same thing every day — you follow a routine, which research shows is one of the best ways to ensure things get done.
But what about your sales routine?
It’s very easy to let sales become one of those things that slips down your to do list if you haven’t made it a routine part of your business. This is especially true when things are going well — when you’re already busy, the last thing you want to do is take time out to focus on sales.
While that’s understandable, this type of short term thinking can be very damaging, and you may find that if you don’t start making sales a part of your routine now, you won’t have any business six months down the line!
Here’s how you do it:
Start out by thinking about why you might be avoiding sales. Are you really too busy, or do you find that you tend to prioritise pretty much everything else over sales? How do you feel about selling in general?
If it’s one of those things that you know you have to do but you really hate doing, there’s no way you’ll get the results you want, so get it sorted fast! (Need some help with that? Click here). Then put a reminder in your calendar to check in with yourself and how you’re feeling about selling regularly so it can become part of your routine.
Build up your confidence.
Maybe you’re OK as far as your beliefs around selling in general, but you’re a little lacking in confidence. If you’re not feeling confident you won’t want to make sales calls to begin with, and those you do make aren’t likely to go well, so make sure to put yourself in a positive state when it’s time for selling. This will give you better results and make you feel better about the process in general, which makes it easier to sell regularly.
Remember your IPA and FBI.
IPA are Income Producing Activities — those things that have a direct impact on creating sales opportunities. You should be spending an average of 1 – 3 hours a day on your IPA, so mark out the time in your diary!
And FBI stands for Fastest Business Impact, the activity that is going to cause meaningful results or change in your business the fastest. So ask yourself as you’re doing your IPA, what’s going to have the FBI? Then do those things first.
Remember, just like brushing your teeth, sales should be an everyday process for your business — not a one off event! Develop a good routine and you’ll be amazed at what you can do. 🙂
Until next time,