In times like these we often wonder what can I do to drive more business. You think you might achieve more if you work a little harder or get a lucky break. This falls under the category of doing the same things and expecting more or new results. How has that worked for you so far?
You probably know where I am going with this, ... or do you? If you are thinking you need to work smarter not necessarily harder you're on the right track. But what does that mean? Well, it seems to me it is important to really understand the dynamic of change. That's right, that word that we really don't understand very well-"Change." If fact, most of us believe the main thing about change is we are all highly resistive to it. That is not true. We experience it everyday. What does it have to do with you and new business? Consider this, it is the greatest obstacle that stands between you and new business. So you ask, is that true? I believe it is true.
Change is about control - gaining it, keeping it, or losing it. To take it a step further, it is important understand it is relevant to you, your customer, client or prospect. So, the real challenge is finding out how to satisfy your need and your client's by managing the issue of control. Imagine that!
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For those of us in sales
Take down the sales boards, the contest, and stop focusing on filling the pipeline. Instead of talking about more leads ask yourself and your fellow sales team to concentrate on meeting the needs of your existing clients.
Work on brainstorming sessions to discuss the needs of the buyers of your service. Never talk about your need to "close". Or your need to make money. I believe that if you concentrate on sincerely helping your client, you will benefit in the end.
These are tough times for everyone and until we can really put ourselves in the others shoes with sincerity we may never get out of the hole.
So...What stands between you and new business? Empathy. Just my opinion.
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