Cast your mind back a few
days...
You
started back at your desk after the Christmas break 100% recharged and ready
for action. “Increasing Sales” as your full intent.
You
were ready to concentrate on the big stuff and not get bogged down in
detail. You'd made some lofty 2013 goals and were ready to conquer the
world.
Then
reality took over.
Too
many emails. Too many projects. Too much work - not enough time.
No
doubt about it, choosing work priorities over a given day, week, month can be
challenging.
Let
me introduce you to a couple of concepts that really help me and I think
they'll help you too.
1) "Income...Producing...Activity" (IPA)
I'll
define IPA in a moment but firstly I suggest you should be doing IPA for an
average of a
least 1- 3 hours per day. If you're serious about generating
tomorrow's sales, and the next day
and beyond, ring fence that time in your
diary.
IPA -
activities that have a direct impact on creating sales opportunities.
By this I mean sales and promotional activity prior to a sale
being made. This could be prospect meetings, creating email campaigns,
generating referrals... anything that starts or develops new relationships with
prospective customers.
What
you do with your client after the deal has been done is around customer service
and quality... and is not IPA.
How
much of your time is actually spent on IPA? Go on - be honest.
1) "Fastest...Business...Impact" (FBI)
Many
years ago I came across the acronym FBI and I have used it
ever since. It's simple - and
very effective.
When
I've chosen my IPA for any given period, I usually go on to challenge myself
and ask "what's the FBI here"? What's going to have the
FastestBusiness Impact on my business?
This
really helps me prioritise what's going to create the biggest impact on my
sales... then I do that first.
When
I've completed that activity I ask myself again and do the next most important
activity. The concept is that simple. But many many people I meet don't
apply it - It's just so easy to get caught up with doing stuff that doesn't
create sales for you... especially when you're busy.
"What's
the FBI"
Until
next time...
Leigh
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