Why Tom Is Going Out Of Business
It happens the same way every time we talk.
My friend, Tom, calls me up every so often to ask my advice about his business. Tom has been doing consulting for a little over two years now and his sales just aren’t where he wants them to be. He is barely making enough to take care of his family. Tom lives in constant fear that he won’t earn enough next month to make ends meet.
Each time we talk, I ask him the same question, “How many hours did you work last week?”
His answer is typically something like, “I’m working really hard! I worked at least 50 hours last week!”
My next question is the one that causes him pain.
“How many hours did you spend generating actual revenue, that is, talking to prospects or clients?”
Tom’s answer is usually just guilty silence.
Tom, like many salespeople, thinks he works really hard. He puts in lots of hours but those hours are focused on the wrong things. When push comes to shove, the only real “work” Tom should be doing is prospecting and speaking to clients. Everything else can outsourced, delayed or simply ignored.
If he continues to fill his days with activities that aren’t immediately tied to sales, Tom will be out of business in a matter of months.
If you find yourself acting like Tom, I’ll give you the same advice I gave him on our most recent call.
Right now make a list of 10 things you do that do not directly contribute to sales for you. Examples could be looking at email, web surfing, making lists of things to do, research, planning, etc.
Once you’ve made that list, commit to doing those things only between the hours of 4 and 5 pm (or whenever the last hour of your day is). You’ll be amazed at how quickly you can plow through those items when they stand between you and going home at a decent hour.
Let me know how much your sales increase in the next two weeks by using this simple idea.