One of the key errors I find in business, especially small business, is that people try and solve all their own problems. When it comes to sales they try and have a product or service that caters for all the possible solutions to their prospect’s problems! The person that said “if you can solve problems you will be successful in business and sales” did not mean that you have to solve all problems.
If we look at successful companies like MacDonald’s, they solve the issue of ‘hunger for people who want food now, cheaply!’ They do not try to make the most sensational burger in the world. Theirs is not a gourmet burger, it’s a burger that you can have anywhere in the world for a certain price and a certain quality. They focus. If you look around the business world you will notice that most successful companies have focused on a specific product or service.
Choosing a focus area
You don’t have to solve all the problems. If you do one well you will be rich! If you chase after every opportunity that looks good you will be tired and frustrated… not rich! If you are one of those people who seem to be chasing lots of stuff, or you are running around but not gaining ground? Just because there are tons of opportunities it does not mean you have to solve them all. I have never seen a successful business person that was not focused.
To increase your sales, you might consider the following:
Stop running around looking for someone to say “yes” to you. Your self esteem comes from you… not them. More people will actually like you if you sit still long enough for them to know you, understand you, and receive the benefits of your presence.
Just because there is a problem you think you can solve, it’s not your duty to fix them all. Pick one you are good at and that will offer you the most leverage going forward. This is true both in your product or service, and in how you run your business. Employ people to do jobs you don’t like and are not good at. Your business will grow quicker.
Just because there are tons of opportunities it does not mean that if you don’t grab them all that you will be missing out. Pick one and work it. Become a leader in that area.
You have to ask yourself why you are afraid of missing out on other things. Do you really believe that there is not enough to go around? That someone will beat you to the finish line? The old adages “cover all your bases” and “keep your fingers in all the pies” no longer apply. The world has changed and the need for expertise is greater as there is far more opportunity.
We all have a little voice in our heads that asks us questions. (The one that’s saying “what little voice?” right now). If your little voice says “What if it’s the wrong choice?” Tell your little voice “So What?” There is never a right or wrong choice. If it doesn’t pan out after all your focused effort, it’s because you were supposed to learn something from that experience that you can carry to the next one.
There is an abundance of opportunity…It isn’t going away.
For now get focused and pick one problem to solve, one market, one business, one opportunity. You have to train yourself to think one thought, execute the one idea and to use that creativity which bounces you all over the place brain of your to use that energy to drive a single mission. Sales require Energy and if you are spreading your energy over too many sales types, you won’t get that sale!
In life and sales the message is clear: Focus
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About the Author
Lorna Powe has worked as an executive level business professional for over 15 years. She is experienced in leading business and technology change to ultimately meet strategies, and improve business performance. She is the Founder of SalesPartners RoseBankTM, a global sales and business development company that helps entrepreneurs and organisations increase sales and leadership, improve profitability, and build championship teams. Visit the Sales Partners Rosebank website for more information