August 4, 2009
I was speaking with one of my clients this morning about the concept of momentum = cash flow. This client (like many of you) had very strong intentions to move ahead with his business, but, when we looked at how he was actually spending his time, we saw that what he said was important (his business and growing his business) was actually not his highest priority each day. He was spending several hours per day in activities which were not directly related to building his business. He wasn’t meeting with enough people. In short, he wasn’t having enough conversations to create cash flow.
In my business, I focus on creating multiple conversations each day- and each of these dialogues has, as it’s main focus, an emphasis on creating cashflow. I am either sharing information to create more cashflow for my company, or I am coaching my clients to create more cash flow for their companies.
Most of the time, people aren’t having enough conversations with enough qualified prospects. They may meet with one person here, one person there, but have no system or process for keeping the conversations going. Other people talk with everyone, at every opportunity- but this turns to be wasted effort because they haven’t prequalified their contacts thoroughly.
The goal is to have as many conversations as you can, each day, with people who want your service and are willing to invest in it, right away. By focusing on creating multiple conversations each day, you build business momentum. And, to the degree that selling is somewhat of a numbers game, having massive momentum will result in cash flow to your business.
The truth is that all of us feel uncomfortable with some aspect of sales and marketing. The additional truth is that we have to overcome our discomfort (whether by kicking ourselves in gear, or hiring a tough coach or business mentor) and we have to take a lot of action. More action than we think we can possibly take. And we have to keep going.
I don’t want this to turn into a rah-rah kind of post, but one of the biggest mistakes I see in the market today is lack of prequalification, and either too few conversations with the right people, or too many conversations with wrong (for your business) people.
If you made the concept of cashflow your main focus and priority for the next 45 days, can you imagine that your business would be very different?
Create More Value, Make More Money
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