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Weekly Business Development Tip
I NEVER HAVE ENOUGH TIME
I hear it over and over again. “I don’t have any time to work on sales and business development. I’m too busy. I have too much to do. Too much work in front of me.” Maybe we are working on the wrong end of the problem. Perhaps the real challenge is how do we do a better job of managing ourselves rather than time.
Here are some ideas to help you do a better job of managing your business day:
- Start earlier. Get up 60 minutes earlier each day.
- Do 60 minutes of administrative work before you ever leave the house.
- Understand the difference between REVENUE TIME and MISUSING TIME. REVENUE TIME is the time between 8AM and 6PM when you are generating revenue for your company. You are working on building your business. MISUSING TIME is the time that you spend on things that are not revenue generating between 8AM and 6PM. Do you find yourself performing any of the following tasks during your business day: fixing computers, administrative tasks, cleaning your desk, ordering supplies, going to Staples, going to the mall, spending time at Home Depot getting supplies for your weekend project? Could this time be better invested?
- Prioritize the tasks for each day. Create a written list. Put revenue-generating tasks at the top of the list.
- Try keeping a time log for two weeks. Simply use a yellow legal pad and create a journal. Nothing too technical here. Write down everything you do and when you do it. Time wasters will become very apparent. This is gutsy!!
- Ask yourself “Why am I doing this?” Could someone else perform the same function?
- Make an appointment with yourself each day to focus on sales and business development. Put it in your calendar. Block out an hour a day to focus on business development.
- If not having enough time is simply another way of saying ‘I really dislike sales” hire someone to help you facilitate the business development process and relieve you of having to do the heavy lifting and grunt work. You will be a lot happier.
- STOP chasing people who will never buy from you. This may be the biggest time waster of all. Rate all of your prospects as A, B, C or D. Throw out all of the D’s. Contact the C’s every 60 days and if the B’s can’t move to A’s put them in the C group.
- Say NO when it is appropriate. You have the right to disqualify your prospects. If there’s no fit, tell the prospect and move on. You don’t have to take every deal that comes along.
- Focus on daily achievements not on work. Focus on daily RESULTS!!
- Work ON your business not IN your business. If you are the technician doing all of the work, it's no wonder that you don't have enough time to focus on the next opportunity. Read the Emyth by Michael Gerber. It will give you a whole new perspective on how to approach your business.
Finally, make yourself your most important client. Make yourself your top priority. Schedule your days and prioritize everyday tasks. No more excuses!!
P.S. Your e-mail address will never be shared. If, for any reason, you don't want to receive my weekly sales and business development tips, just let me know and the emails will vanish from your life immediately.
Good selling!!
Ken
Ken Levine
Impact Business Solutions, Inc.
508-845-8849
SELL MORE BY SELLING LESS
www.impactbussolutions.com
Call toll free: 877-845-8849
