BUSINESS HAS BEEN GOOD…. UNTIL NOW. The mortgage mess and the melt down of the financial world has caused a recession, (some would say it’s a depression) and the economy is in a nosedive. Market share has become impossible to predict let alone maintain.
"It’s harder to stay at number one than it is to try and become number one." Business can’t depend on existing customers for their survival, therefore business prospecting for new potential customers has become far more important.
EVERYONE NEEDS AND WANTS NEW BUSINESS. Business productivity gurus are all preaching that “every business sales person and professional must prospect.” The underlying problem is that people they really don't know or can’t remember what to say. Perhaps they forgot what to say because business has been on a roll for the last 6 or 7 years. It’s like starting all over again.
THERE’S NO EASY SOLUTION ……. BUSINESS SCRIPTS CAN HELP.
1. Sales trainers and business people are always looking for a magic potion, the miracle way to get new business effortlessly without prospecting.
2. Business development people and sales people have become novice’s when it comes to actually getting new business prospects.
3. Business scripts and Real Estate scripts are hard to come by. As much as they would like a solution to their problems, there is no quick fix.
BUSINESS CONDITIONS REQUIRE YOU TO PROSPECT. Generating new business is critical and has changed life in the business world. A whole new kind of savvy business person with prospecting skills to ferret out new prospects has evolved. Business prospecting has resulted because of fierce competition . Life out on the streets is no different then it always has been although prospects are more resistant then ever.
BACK TO BASICS. If advertising isn’t working to build business, maybe it’s time to go back to basics. That means telephone prospecting calls to new potential prospects even though it is the hardest thing to do in the business world.
SALES MANAGERS AND TRAINERS HAVE THE RESPONSIBILITY. Sales managers, sales trainers, and business sales people have the responsibility to know about the latest technology systems and tools that involve business development.
Top management should know what the key elements of making a sale are. They should know but do they really? Knowledge is power when it comes to business survival. We can’t afford to make mistakes. That’s what we've heard and since the turn of the century, …. the year 2000 that is. All business is in the process of change. Embracing change is a constant.
DEPENDENT ON ADVERTISING FOR BUSINESS. Today's business person knows that you never change a winning strategy; you always change a losing one. It sounds like "if it ain't broke don't fix it" but it's a lot more complicated than that. Business development that settles for merely being adequate goes against today's thinking. There's no room for mediocrity.
Exerpts from my book: “Smooth-talker, How To Write Your Own Business Script” by Richard Bliznik.
Smooth-talker is a publisher of business scripts for sales people and Real Estate agents.
Comments