Freedom.
I hear this word bandied about all the time by solopreneurs, entrepreneurs and small business owners.
A great word, but kind of vague.
When I ask the follow up question—freedom from what or to what—the real answer starts to bubble up.
Answers like, “I want to work less, work from anywhere, spend more time with my loved ones, travel…”
Those kinds of things.
The path to more freedom and less work is clear, simple and…guess what…pretty easy.
Get better at closing more people.
You don’t need more prospects to make more money. Instead, get better…much better…at closing more people.
Last week we began a five week conversation about how to sell more people without getting more leads. Each tip will have a huge impact on your sales. Last week I shared Tip #1.
Let’s get to Tip #2…
Tip #2: TRACK ACTIONS AND RESULTS
What do your results look like?
If you’re not tracking and measuring, you don’t really know, do you?
This super logical, simple and, frankly, easy action will have a very large impact on your sales…and your entire business.
If you’re the sales person, or you have sales people, they require continual management (every one of your staff requires continual management, for that matter). There is no “hire and off they go.”
And it’s not just their sales you want to measure. It’s not just the money either.
Your vision should be on other things, too. Like, how often does a particular customer buy from you? How many programs or products do they purchase?
You should be looking at the profit of what is sold. Are your sales people—you—selling the most or least profitable items?
Are they selling programs that are easiest to deliver or the ones that require more of your involvement?
Additional tracking should include how many calls were made, how many people did they speak with, how many calls/contacts did it take to get the sales and how many referrals occurred because of their activities.
When you gather and analyze information like these items, your business will be more profitable and certainly become profitable faster.
ANALYZE.
EVERYTHING.
Don’t have time to analyze your sales efforts?
No worries. Here’s your alternative…you know there’s always an alternative.
Do things randomly. Waste your time. Waste your client’s time. Don’t improve. Spend money you don’t have to spend.
Kind of an ugly alternative.
The simple act of tracking, measuring, analyzing and improving will perk up your results.
Plus here’s the added benefit, as if you require more: You won’t have to buy anything new, spend valuable time on the wrong things, or add more hours to your work day.
Now that’s a nice alternative.