Change and business during economic challenges

According to Max DePree in LEADERSHIP JAZZ, there are two attitudes that will "guide us into constructive responses to change."

1. Change or the person who leads us into change is not the enemy. Abraham Lincoln did not become a leader by justifying the prevailing beliefs but by changing those beliefs. Beware of people who make change a cause for failure.
2. Become a frantic learner. Change will leave us in the past as the people who predicted the failure of the automobile. Learning is worthwhile and meaningful in itself. Leaders respond to change by learning something. The eager, frantic learners in life find actual joy in the process of change.

Find ways to learn and change your business and how you attract customers. Whatever worked in the past may or may not work now. What is happening now is a great opportunity to find other ways that things work.

Some things to learn or remember:

During economic downturns, the number of people looking for business or jobs increases.

1. Face to Face networking is a great way to find contacts. However, realize that many people in, for example, BNI groups, have built relationships over sometimes years. Face to face networking is about building relationships. Business may come later. Still those meetings can be great way to build contacts.
2. Never be desperate. People can sense "desperate" energy. It makes you and your service less desirable. People are looking for a sense of security. Provide it.
3. Increase the number of people you contact and do superb follow up. The average sale happens after 7 contacts with an individual or company. Most sales people give up after 2 contacts. It certainly is easier when the money is flowing. When the money is tighter, you have to be creative and diligent when searching for customers.
4. Write a description of your perfect customer and share that with other business professionals.
5. You may have to make deals, but do not devalue your product or service.
6. Provide exceptional service period. People will remember it.
7. Keep contacting people and call them. I'm finding that people are stressed and are not checking their emails as much. Plus, email is not reliable.

Recommended reading:

E-Myth Revisted; Leadership Jazz; Attracting Perfect Customers