Expanding Your Company Slowly
All over America I train hundreds of businesses to increase their sales and optimize their on-the-phone sales and customer service performance
. And every time we stand in front of a client, we have to resist a temptation.
Here's the temptation: walk into a training session and 'dump.' Dump everything we've learned through our high-tech analytics and experience in training as quickly as possible. Share every tip, technique, secret and tool we know about sales and customer service.
That process probably sounds dumb?
Why does it sound dumb? Because it wouldn't work.
The sales elements we teach have to be taught in a clearly deliberate and thoughtful manner. They have to be learned, developed, practiced and refined. Change takes times. It does not happen overnight. If we tried to train in hyper-speed we would fail.
And even though it sounds ridiculous, many business owners think they can grow their business in hyper-speed. They want to boil the ocean. They want more. And they want to have more now.
The problem is: just like the 'dump' method of training, if you do everything all at once and too quickly. You will not succeed.
Expanding Your Business Too Fast
One of the major causes of failing companies is expanding too quickly. To borrow and dramatically modify a quote from the movie Jurassic Park: 'business owners get so preoccupied with whether or not they can expand, they don't stop to think about if they should expand.'
Remember: just like everyone who was eaten by dinosaurs in Jurassic Park, you will always pay the price for moving too fast.
The 'Best' Method for Growth
Measurable - You must have a very specific, very planned strategy. And you must be able to define success. If your goal is to 'grow' or 'get bigger' you will fail. Why? Because those are un-measurable goals. What specifically is your business's goal? How will you measure that goal? And how/when will you achieve it?
Milestones - When we train we don't teach people to do 'better.' We teach people to measurably improve one step at a time. Treat your shop the same way. Give it milestones. They could be certain levels of revenue, car counts, or number of employees. Once you've reached a certain milestone you will know what the next milestone is (remember you already have a very specific strategy that lays all this out). You don't just expand because you have dreams in your head, stars in your eyes and money in your pocket.
Living Within Your Means - When families create a budget they often forget to take into account 'unexpected' medical expenses, retirement, car expenses, and home repairs.
This makes no sense.
These 'unexpected' expenses should be expected. They happen every year. Always. Businesses are no different. Make sure you consider employees quitting, employees wanting raises, equipment breaking, or property maintenance. Plan and budget for these 'unexpected' events.
Grow Slowly and Prosper
Before ContactPoint trains we gather real data (in our situation: from actual recorded phone calls), we develop a strategy, we set milestones and we measure, measure, measure. This is a process produces optimal results. It is not an event.
This process the best way to optimally grow your business.
by: Jeremiah Wilson
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