Building Your Business - The Guerrilla Growth Way
I recently received an e-mail from Jay Conrad Levinson, author of the Guerrilla Marketing books (check him out at http://www.guerrillamarketingassociation.com), in which he was talking about how to run a company. I thought I’d share his concepts with you as they apply not only to building a large corporation, but also to building your sales:
Step One: Think like a billionaire. Imagine that you ran a billion dollar empire, with divisions and divisions of activity on a hundred levels. You COULDN'T be in a situation like that and just willy-nilly react to the business. You'd HAVE to PLAN every minute of your day in order to constantly be proactive. Start right now, by planning your days. It works better than you can possibly imagine. If you have staff, make everyone have an agenda for every meeting.
INSIST on RESULTS from every meeting with every person. 50 tiny steps over a year can profoundly improve your company. Rather, most companies get little progress year in and year out.
Step Two: Know the end result you want. Think of the ultimate reputation you'd like to have with every client. Now ask yourself this crucial question: "Are the activities I'm doing right now, going to yield that position in the mind of my buyers? If you're like 99.9% of companies, the answer is almost always "no."
Step Three: Just don't make a sale, gain a client. Most companies look to make the sale and never spend any time trying to make sure that you're ALSO breeding a client for life. If you want to breed a client for life, some part of your sales process MUST include a portion where that is done on purpose. Do not leave brand loyalty to chance. THINK and PLAN how you will breed that-on purpose.
Levinson added a few more steps for CEO’s specifically, but I’m sure that if every salesperson and marketer applied even these three steps they’d experience huge success.
Talk to you soon,
Kae Groshong Wagner
CEO, Founder — North Star Marketing
Award-winning Author, Speaker
Brand Consultant
CEO Advisor for Sales & Marketing