When you try to implement departmental or corporate change, people often assume it’s just another flavor of the month for the executive. A passing fad for the owner. “This too shall pass.”
That’s because most change initiatives do just that. Your staff and colleagues have learned throughout their careers that most change doesn’t stick. Rather, it fades away. So people tend to be rightfully dubious about change projects.
As you know, my revenue growth projects revolve around easy but systematic changes in thinking and behaviors by customer-facing staff. I show you, in the words of your happy customers, how incredibly valuable and appreciated you are. I ask you to think about your value a little bit more like your customers do. And then I ask you to communicate more with your customers and prospects about all of what they can buy from you, because the more that people hear from us, the more they buy from us. I teach you specific communications for how to ask for testimonials and sell with them; how to ask for referrals; how to significantly increase your sales to individual customers; how to follow up on open quotes and proposals. We implement simple marketing for your business, over time, until the thinking and the behaviors become automatic. Until they become a habit.
In the first year of applying these systems, my typical client adds 10-20% to their current growth rate. (Interested?!)
Here’s the biggest thing I’ve learned over the years of doing this work when it comes to successfully implementing change: we must make the new effort a part of the regular conversation inside your business. It was be addressed, discussed, mentioned, met about, and emailed about. Regularly and consistently, over an extended period of time. People need to marinate in the work, but more importantly, in the successes of the work. Positive outcomes of the new effort — and recognition of the successful implementors — need to be communicated relentlessly. This is how to build a new company-wide habit.
At the end of our first workshop, where I teach your people how to grow your sales, I always say that this is the beginning of our effort, not the conclusion, as they’ve probably experienced with other change initiatives.
Instead of the flavor of the month, this is how to create the flavor of forever.
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If you’d like to discuss growing your sales like this, call me directly at 847-459-6322 or just reply to this email.