Prospecting, Production and Profits

Most small businesses reflect the personality of their owner, and that is both their strength and, too often, their weakness. Specifically, some entrepreneurs love to sell more than they care about details of production, while the artists among us perfect their products, but may starve for customers.

The key is balance.

If you are not prospecting every day, your business will eventually stall. Yes, repeat sales and word of mouth are vital, but in the end, businesses grow because new customers hear about you, check you out, and decide to buy. As Mary Kay Ash said, 'nothing happens until somebody sells something', and you can't sell without prospecting.

Marketing, promotion and publicity are essential, and some business owners relish this part. It comes naturally and they love it. They naturally go 'where the action is'. Networking comes easily to them, and selling is 'the name of the game'. Good for them!

Except when they neglect the details of delivery. In the end, what you sell has to be produced, packaged and delivered on time, on budget and in excellent condition. Some sales people forget that part, and it comes back to haunt them.

Other business owners love their work to the point of falling in love with it. They strive for perfection and forget that if the phone doesn't ring, no one is going to buy their magnificent goods and services.

The key is balance.

You need prospects in order to sell, and you need superior production in order to deliver. When the two are balanced, profits soar.

Copyright (c) 2003, all rights reserved. U.S. Library of Congress ISSN: 1529-059X From The Innovative Professional's (TIP's) Letter Sunday, March 2, 2003 Written & Published by Philip E. Humbert, PhD Contact him at: www.philiphumbert.com or email Coach@philiphumbert.com