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In Sales You Receive What You Pay to Receive

Written by: Leanne Hoagland-Smith

Article Overview: Want to receive more to increase sales? More often than not, you probably receiving exactly what you have paid to receive.

In Sales You Receive What You Pay to Receive

Do you have a website? If so, do you provide something free to capture visitors’ information? Within my website, there are free offers for a monthly Ezine, assessments and even receiving a weekly notice about a business column that I write for the Post Tribune of Northwest IN. When people unsubscribe from my lists, they usually provide one of these two reasons:

• Too much email
• Not enough free stuff

I can appreciate too much email even when the messages are devoted to helping the individuals with issues of sales, developing loyal customers and business building. However, I always smile when someone lets me know that there was not enough free stuff.

These individuals will never be successful because they are looking for the fix that is first quick and then cheap meaning at no cost. Of course, theses are the same individuals who complain that everyone else is looking for a better price and they cannot increase sales.

So what should building your business, increasing your sales or developing loyal customers cost you? First, it should cost you nothing. When you think in terms of cost, you are traveling down the wrong road. Your words have already sent a specific belief system into action. All future interactions are now judged by cost, a negative consequence, a loss to your wallet.

When you think of taking action to secure the business results you desire, then you should be thinking investment. You are making an investment in your business, in your people, in the future. Given that this is an investment, you need to determine what results you want from this investment.

For example, during economic down times, many businesses cut back or eliminate marketing because marketing is believed to be a cost. If your goal is to increase sales and no one knows about your business, how can you achieve this sales goal?

Marketing is an action for people first to find you and then to educate them about how your products or services can help them. You are making an investment in securing new customers while more importantly maintaining existing ones. Especially during uncertain times, marketing budgets should be increasing and not decreasing.

Both human resource departments and out-sourced consultants face the budget chopping block during rough economic times. An interesting observation is during economic boom times no one has time for training their sales people to improve their sales skills. Why? Because they are so busy working IN the business. When business goes south, the time has been freed up, but there is no money. Of course to budget and plan for these issues when the money is present is a concept beyond most sales professionals and business owners.



Take Action Sales Coaching Tip: Can you truly afford not to make an investment in your business, your people or even yourself? Remember, even doctors do not operate on themselves. Find a proven sals solution that is aligned to your sales action plan and has a history of delivering the desired results. Your investment will quickly multiply.

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Article Tags: belief system, business building, business column, business results, ezine, free offers, free stuff, li li, loyal customers, marketing, nbsp, negative consequence, northwest, sales goal, theses, ul, wallet



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