As we move to the halfway point of 2016, what better time to evaluate the progress you’ve made thus far?
Some of the key concepts we’ve shared this year can be segmented into three different groups:
Strategies to attract new business
Strategies and tactics to make selling more effective
Ways to help you protect your existing book of business
Day to day we tend to get caught up in the needs of our clients and business, leaving little time to focus on our individual professional growth and personal development. As important as it is, focusing on remaining sharp and competitive can take a backseat.
With that in mind, now may be the perfect time to assess where you are year-to-date and what areas of your business practice you may want to improve upon. To help you organize your thoughts, here are a series of questions to consider:
Concerning the pipeline of opportunities
• Do I have a solid list of prospects to message each month?
• Am I sending purposeful emails that are piquing the curiosity of my prospects?
• Have I had enough first appointments over the past six months to allow me to walk away from the opportunities that aren’t a good fit, but still have enough quality ones to work on and meet my financial objectives?
When it comes to my meetings with prospects:
• Have the first appointments I’ve been on been with the quality of prospects I want?
• Am I advancing the sales process confidently?
• Am I identifying pain and raising levels of dissatisfaction with my prospects?
• Am I gaining agreements and reinforcing those agreements throughout the sales process and prior to sharing solutions?
When it comes to your existing clients, ask yourself:
• Am I confident that my top-20 accounts are seeing the value of our relationship?
• Can I clearly articulate the impact I’ve had on their business should I be asked?
• Have my top-20 accounts helped me get in the door or referred me a colleague?
There is a lot to think about here, but it’s critical that you ask yourself these questions. If you don’t you’ll likely never identify what you’re missing, and of course never put a plan in place to help yourself get better.
Your challenge: Take a few hours this week to answer these questions. You may be surprised at what you discover.