As 2017 comes to an end, we want to send a note of gratitude to all small business owners. As you know, having an idea is just a day dream; but turning ideas into reality is what makes small business owners special.
Last week, we discussed the "Busy Trap" in which many small businesses get stuck. We discussed the pitfalls of being busy, and the impact it can have on your business. What we also know is that most small business owners that we work with have excellent customer care regardless of how busy they get.
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It seems like our society, now more than ever, uses phrases such as, "I've been busy" or "It's been busy" as a badge of honor. It has quickly become the standard answer for, "How are things going" or "How's your business been?"
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Intentional imbalance is always about your wins. It's about knowing what they are so when you reach them you can turn your attention to the next win. It sounds a bit odd, but the real reason you plan your schedule is so that you can react to the elements that are outside of your control and still be in control. Yes, sometimes you have to completely rearrange the schedule that you've planned and in a moment's notice. This is where most people struggle.
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This month, we've been discussing creating sales "wins" through activity and intentional imbalance. For every sales person it's important to know what your wins are and understand the intentional imbalance your schedule needs to have to meet those wins. Yet, we know that for many sales people scheduling their time to create true wins is difficult.
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Putting Intentional Imbalance into Action
Previously, we discussed that a successful salesperson knows what a win looks like each and every day. They know what activities they need to have throughout a month, a week, and every single day in order to hit their personal goals. They don't leave closings up to chance. And they know that not every day will be the same.
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What is a win for you?
When you're in sales, especially sales with a longer cycle, it's easy to get discouraged. There are days where you might think you've accomplished nothing, because you didn't get the "win" of closing on a deal. It's understandable. Closing a deal gets you paid; and, if you're like most salespeople there's a rush of excitement that comes with the closing.
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Not having time to focus on change is a reality for most small business owners, but it's also something you can move past. All we have is time. It's how we choose to use our time that matters. Granted, this is easier typed than implemented, but if you truly want different results in your business then you have to change the way you spend your time.
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If you've followed along this month you know that we've focused on knowing how to increase the value of your business while you own it and when you're ready to sell. We often encounter business owners that are uneasy talking about their eventual exit plan. Some owners think it's too far away and they don't need to worry about it now. Others want, but seldom have, a clear plan to transition the business to their children or employees. And some plan to work up until the end (this one is just scary).
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One of the most common remarks we hear from business owners here at Benchmark Business Group is, "I wish I would have done this sooner." The reality is, there is no perfect time to start redesigning your business. In fact, achieving "Value Realized" isn't a one-time occurrence. Rather, it is a way of doing business that once you start will pay dividends, today AND when you're ready to exit your business. The best time to start is now.
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