CharlieKenny.me

During the course of any working week, if I were to expect to hear one question, it would be this one:

‘Why aren’t I getting any business, Charlie?’

I can’t answer each query without knowing a little more about how that person operates as a business. What it is they offer, their pricing structure and who their market is.

There are though, some fundamental questions everyone should be asking themselves if they are intent on growing the business … and not everyone in business is looking to do that …

The first thing to ask yourself is, am I market-ready? Does my product or service provide something that people need?

Yes, I know, as salespeople (we’re all salespeople, right?) There are those who are taught to convince the benign contact that they ought to buy what’s on offer. We create a double vision …

I don’t need it, but perhaps I should buy it anyway??

Are we fit for business? Ask yourself, would I be able to fulfill any new business that comes my way? How do your prospects see you? Are you someone who is comfortable in their shoes, do you instill confidence in your market?

Some other questions the ‘doubters’ should ask themselves:

• Am I sending consistent messages to my prospects
• Do I engage my audience consistently, am I ‘bizable?’
• When was the last time I helped someone with their own presentation instead of my own?
• Have I made it a habit to follow-up with new contacts?
• Do people understand that I am the person who does as he/she says?

So many worry about their inability to gain turnover at pace when they should be more concerned about developing their professional reputation so they have something that the audience can refer to … before they refer you!

‘People buy from people … before they buy the business.’