One of my mom's favorite expressions was...
"Kim, it's important to save for a rainy day."
Now as a kid, I really just wanted to spend all my pop bottle money (yes - your Diva picked pop bottles at one time!) but I took her advice.
And I wouldn't spend all of my allowance or pop bottle money...I'd keep about 20% of it back. My sister was the exact opposite. She would blow the entire thing and then come to me for a loan!
Many Sales People Live Too Much In The Moment
Yes - I know we're taught by the self-help gurus to "live in today." But when it comes to business and especially to selling, that is the kiss of death.
I see it all the time.
People get excited when they close a big sale and then promptly throw all caution to the wind and spend every cent. Sometimes they even do it ahead of time (before the sale is even closed)...and that is a recipe for disaster sister.
Selling is like life. It will have ebbs and flows. Sometimes you will be making more money than you can imagine and then 6 months later you're wondering where everybody went!
You Need To Save For A Rainy Day Lady
In sales, there are 2 ways to prepare for the inevitable Rainy Day - when your sales are drenched and soggy and everyone is staying "inside".
1. Don't Spend It All. Even when you have some HUGE revenue months, make sure you're setting aside some of that hard-earned cash in your "Rainy Day and No One is Buying A Damn Thing Fund". Why do you need to do this? Because if you spend all of your cash on marketing, your fancy website and a ton of product that sits in your garage - you will reek of desperation in front of potential customers when sales have gone down the drain. They'll know you need the money just by smelling you. (truly - desperation smells like old rubber boots)
2. You Need To Be Consistent. Especially when it comes to staying in front of your customers and follow-up. Almost like the postman's motto:
"Neither rain, nor sleet, nor gloom of night
will keep me from my appointed rounds."
Guess what - you need to have the same philosophy in maintaining contact with your customers. Even when you're busy or slow, overwhelmed or not - you will only be able to "weather the storm" by consistently showing value to your customers. And that only happens by communicating with them!
A really good friend of mine is brilliant at "Saving For The Rainy Day and No One Is Buying A Damn Thing Fund". Every month, no matter what her sales are, she consistently sets aside cash in her business account.
And you know of course what that does for her - it gives her a breath of fresh air and freedom to make the right choices...no matter what her customers are doing that month.
So listen to my mom (thanks for that great advice by the way!) and promise yourself to not spend all the profits and commissions coming your way.
It truly will save you from being "water-logged."
So there.
Love From Your Sales Diva,
Kim
Are You SUFFERING From This Rainy Day Sales Mistake - To learn more about this author, visit Kim Duke's Website.
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Leanne Hoagland Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland Smith's Website |
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Kim Duke
(Visit Kim's Website)
Kim Duke, The Sales Diva, provides savvy,
sassy sales training for women small biz
owners and entrepreneurs. Kim works with
clients internationally, showing them The
Sales Diva secrets to success! Sign up for
her saucy and smart FREE e-zine and
receive her FREE Bonus Report "The 5
Biggest Sales Mistakes Women Make" at www.salesdivas.
com You can listen to her podcasts at
www.sale
sdivas.libsyn.com
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