Whale Hunting is a strategic sales approach that helps small businesses grow fast by making bigger sales to bigger customers.
The stories in this video were largely from participants in the inaugural Whale Hunting Chapter I was honored to facilitate in this face-to-face setting. It was such a thrill and an honor to see their companies take off and soar so successfully!
Contact me for information on how to provide this training and business consulting for your company or sales team to put you on the path for substantial growth.
I saw this Polar Express replica at my husband’s school’s holiday concert and pageant this week. It got me thinking about what it takes to keep your business in the express lane.
Being on the fast track is not the result of some favorable external set of circumstances nor the generosity of someone or something you think holds the reigns on your fate (like Santa Claus).
Being on the fast track is in internal phenomenon. It starts with a decision to be on the fast track. It’s knowing that you’re on the right track.
So, how do you know you’re on the right track? That too is up to you.
In the Plan to Win in 2010 workshop I conducted last week, we talked about the “sweet spot” in your business. That spot is the intersection of 1) Your Offer, 2) Customer Needs and 3) Timing.
Now 2 of those things are external to you and your business. Yet the astute business owner understands the interplay of the three and is flexible and adaptable enough to capitalize on the mix rather than succumbing to the apparent lack of control over 2 and 3.
Here are some things you can do to flex, adapt and capitalize.
1. Survey your prospects and clients
One of the biggest mistakes business owners make is thinking they know what the market wants and needs. Call some of your best clients and ask them what’s next for them and what they need in the next 6 months.
2. Reassess your skills, talents and expertise
You are an expert in your field, yet you may be missing out on opportunities to improve your profits. Whether you eat fast food or not, think about how you could apply “Would you like fries with that burger?” to your business. Come up with new ways to offer what you already have. When you don’t, you’re leaving money on the table.
3. Reposition your products and services to meet current needs
By understanding what the market is most hungry for now, you can tailor your marketing, packaging, and sales conversations to address those very issues.
4. Drop your lowest margin products/services unless you have a clear and effective strategy to upgrade purchasers to something else.
You’ll never get ahead if you keep offering only low-cost items for sale. True, some low-priced options are helpful, but trying to thrive on low-cost volume will keep you working day and night.
5. Take a longer term view
Many business owners fall into the trap of selling, then working, then selling, then working. Without a long term plan, you’ll end up living hand-to-mouth for the rest of your life. You need to know how – and when – you’re going to invest and improve your self and your business. You need to know what you’re going to differently so that your revenues grow at rates that outpace the economy.
You have more options than you see and more control than you take. You have the power to hop into the express lane and stay there. Dream big. Be bold. Take action!
I’ve heard so many heart-breaking stories recently from business owners who’ve been barely hanging on or working harder than they ever have just to stay afloat in this economy. They pray for a better day. They dream about ‘the good old days’ when sales were easier – when prospects and customers were looser with their cash.
The tides haven’t completely turned yet but fortunately, there are positive economic signs on the horizon.
Will you be prepared to take advantage of the upturn?
I always look forward to the end of the year.
I dream. I plan. I rid myself of stuff I no longer need.
I’ve already started that process this year and I’m psyched!
Unfortunately, as I speak, coach and network at various business meetings, I often hear people grimacing about a wide variety of issues:
they feel scattered and overwhelmed by all there is to do
they have too many ideas swirling around in their head with no way to organize them into action
they have things on their to-do list from LAST year they haven’t gotten around to yet
they’re not sure how to get started on anything big, so they keep themselves busy with routine tasks just to feel better about themselves
they feel alone at the helm of their ‘ship’ with on one to safely talk through their ideas or concerns
everyone is relying on them and they’re feeling the burden they’re so tired, they joy of being in business for themselves has begun to fade they may even have begun questioning their own commitment to their business
I don’t know if any of those issues apply to you. If they do, it’s a good thing you’re reading this now. I can help you solve these problems AND MORE and I can’t wait to get started!
“Most people are overwhelmed by all that they could do and fail to do what they can.”
– Ramon Williamson
For the first time ever, I’ll be sharing the exact process I use to reinvent my business with a select group of business owners and sales professionals who know the value of planning but somehow NEVER GET AROUND TO IT!
I will hold your hand, open your mind & walk you step-by-step into an even brighter future.
We’re rapidly approaching year end. Thank goodness! I’m quite ready to put this year behind me. I don’t know about you, but I’ve had to work extra hard this year to offset the sluggishness of the economy.
There are signs of hope and optimism on the horizon now. One of the things that surprised me to learn in my economics class was that personal expectations had as much to do with the economy as the actual economic indicators. It’s like a self-fulfilling prophecy, a Pygmalion effect, of sorts.
When people are hopeful and happy, they spend more and the economy improves. When people are fearful and worried, they slow their spending and the economy declines.
Some of the pundits are now reporting statistics that indicate the tide is turning. The number of people losing their jobs is declining. The real estate market seems to have bottomed out, sales are on the rise (slightly) and mortgages are getting funded.
Clearly we’re not out of the woods yet. Still, I’m expecting the general economic climate to be better in 2010 than it has been this year. I’ve heard, as you probably have, that the recovery could be slow and unsteady, yet, there is talk of a recovery and that’s a good thing.
Here are some things you can do to end your year on a high note and position yourself to start 2010 off with a bang!
1. Dream bigger
Don’t allow your mind and heart be dragged down by the negative energy and talk around you. Be open to the miraculous (yes, I did use the “M” word). Expect good to happen. You’ve heard the question, “If you knew you would not fail, what would you do?” Then do it!
2. Delight your customers in new ways
Find out what issues and challenges your customers (and prospects) are experiencing and create new ways to service them.
3. Partner with colleagues to pursue bigger projects
It’s a challenge sometimes for small firms to land really large deals from big companies because they are perceived as ‘not quite ready for prime time’. Join forces and your capabilities increase along with your revenue potential.
4. Refer business to someone else
When you give to someone else, it creates a vacuum and they want to give back. While you shouldn’t give referrals JUST so someone gives you a referral back, giving referrals routinely will set you up to be the recipient more often than not.
5. Make a written plan
People who have their goals written down earn ten times more than people who only have vaguely defined goals. They are also happier in life and feel more fulfilled. Planning requires you to take stock of your assets and how to best leverage them for increased profitability.
When you implement these ideas, you’ll be well on your way to increased prosperity!