Get Smart!: How to Think and Act Like the Most Successful and Highest-Paid People in Every Field
Download 0.86 Mb. View original pdf
|
- Navigate this page:
- Ask the Basic Questions
- Think Like a Customer
| Sales Are Central As we said in a previous chapter, the number one reason for business success is high sales. The number one reason for business failure is low sales. All else is commentary. The key to business success is SMS, which stands for Sell More Stuff.” This is what the entrepreneurial thinker focuses on most of the time. How can we sell more stuff? Successful businesspeople have certain qualities, characteristics, and disciplines that enable them to achieve far more than the average person. There are several ways for you to develop the qualities of entrepreneurial thinking and to make a greater contribution to the sales and profitability of your organization. Remember the three keys clarity, focus, and concentration. Ask the Basic Questions There are basic business questions that you need to ask and answer all the time, especially when you face rapid change in knowledge, technology, and competition. First, what business are you really in Define your business in terms of how you serve your customers, the improvements or transformations your products bring about in their lives and work. Corporate thinkers see their businesses as organizations that produce and sell products and services. Entrepreneurial thinkers see their business mission as enhancing and enriching the lives of their customers. Try to describe your business in terms of the positive change or improvement your products or services make in your customers lives without mentioning your company, products, or services. This can be areal challenge the first time you try it. Think Like a Customer The corporate type says, I sell cars.” The entrepreneur says, I enable people to drive wherever they want in comfort and safety.” You will know when you are describing your product or service in terms of the job that it does for your customers, the problems that it solves, and the benefits that your customers enjoy, because you will trigger the response How do you do that or I want that or “That’s for me!” Who is your ideal customer, the perfect person for what you sell This is a description of the demographics and psychographics of the type of person who most appreciates and values the special features, benefits, and results of the product or service that you offer. What does your ideal customer consider valuable What is so important to him or her that you can provide that makes your prices seem unimportant? The main reason that businesses fail is that there is little or no demand for their product. People don’t value it or want it and have no interest in buying it. Download 0.86 Mb. Share with your friends:
|