If you’re one of the many millions of fans of Michael Gerber’s The E-Myth Revisited, you know that there’s no message that’s had a more universal impact on business owners than work on it, not just in it. Over the last 30 years, since The E-Myth was first published in 1986, this phrase has become part of the business vernacular.
This is the season for planning for the new year and we’ve been talking a lot about it. If you haven’t started yet, it’s not too late to create your Annual Plan. We have a six step process to get you there. If you really want your business to look, act, feel and perform differently a year from now (Is there anyone who doesn’t?), then plan for it, put a stake in the ground, take in what the past year—or your entire history—is showing you, make a commitment to lead your company in new directions. And then act, small step by small step.
When you really break it down, a salesperson who has the highest lead to sales conversions is doing one thing better than everyone else: leading the sales conversation.
If you, in your sales role, or your salespeople are not leading the conversations you’re having with prospects, then the only other thing that can be happening is that the prospect is leading. There are only two options.
As an owner of EMyth and its Board Chair, this is a meaningful time for me. October is National Women’s Small Business Month. My 35th anniversary at EMyth is a few months away, having spent the first 17 years building the company into a global brand with my former husband, Michael Gerber, EMyth’s founder and best selling author of The E-Myth Revisited, and the last 10 years as its Board Chair.
How well do you know what’s really going on in your sales department?
Whether you’re a solopreneur or you’ve got a team of salespeople responsible for bringing in new business, how much do you really understand about how your sales staff (which might only be you) engages with people introduced to your products or services for the first time?
Isn’t it curious that sales, the lifeblood of every small business, is so damn hard to get right?
You started your business because you believed you could make or do something that other people wanted, but then you struggle to find a way to talk about it with them so they’re moved to say, “How can I get some of that?”
It’s not hard to agree with the idea that your business needs systems. But, when it comes to sales, small business owners often have a lot of difficulty really getting behind creating a comprehensive sales system or sales process.
Naturally, nobody wants their salespeople to sound ‘canned.’
It’s much more thrilling to dream about finding salespeople who will just know how to bring in your best customers and create exponential growth for you because they have that magical gift of getting people to buy.