For most businesses, getting new customers is their #1 priority, which is why I discussed how to establish a simple Prospecting and Lead-Generation System in the first module in this series.
We’re familiar with accounting systems, payment systems and inventory systems. Not only are these functions important, they’re also the fundamental underpinnings of a well run business. And while most small businesses and consulting practices have these basic systems in place, unfortunately that’s often where the efficiency and management ends.
If you’d like to get more customers, but lately have been doing the entire sales job yourself — it’s time to consider bringing on a commissioned salesperson to take on this role. You’ll discover that sales superstars are easier to find than ever.
Only two choices face most small businesses now, says Switzer. “You can cut costs and reduce the business to a shell of its former self–or you can re-focus your entire company on creating cash that will replace falling sales and begin a new growth pattern. Too often, businesses fall into a routine where the majority of the focus in on maintaining the business–not on growing it.”