There are three ways you can grow your sales. You can talk to more people, you can talk to better people, or you can have better conversations. The first one requires more time than most people have. The best results come from focusing on talking to better people—people that are more likely to be a good fit for you—and having better conversations.
Most marketing and sales professionals, however, focus on increasing the number of conversations, not the quality of those conversations.
A couple years ago, I was visiting with someone who's a marketing consultant. When he starts working with a client, the first thing they do is review their advertising and marketing budget to see what is and isn't producing results.
As you might expect, they see an awful lot of waste. One company in particular stood out to him.
He was introduced to the prospect because there was some frustration. They were working with a big marketing firm and even winning marketing awards for some of the work. But it wasn't producing the results they wanted.
When they sat down together, he uncovered that they were spending between $4 million and $5 million on an annual basis. When they really analyzed everything, it turned out that less than $50 thousand of it was actually producing the results they wanted.
They were wasting millions and millions of dollars!
The marketing consultant shared with me, "We're going to save them several million dollars a year, and we're going to triple or quadruple their revenue by helping them be focused."
Have you ever found yourself thinking you need more leads? Do you really have time for more leads?
When's the last time you analyzed your results? While you may not be spending millions of dollars on sales and marketing, you're likely still wasting some time and maybe even money.
Get focused! Invest resources in getting better leads and having better conversations. Doing so can make a huge difference in your business and your bottom line.
