When the economy is a strong business, focus on business development. When the economy was weak, those same businesses were worried about their survival. Why is that? In this article, I want to share some ideas on what you can do to ensure your business is always focused on growth rather than survival.
First, we need to explore why and how your business is shifting into survival mode. Most businesses “find” themselves in survival mode because their sales unexpectedly slow down, or worse, stagnate. Your business hasn’t changed, and there is nothing you sell, so suddenly selling is very difficult.
The answer to restoring sales lies in your business. The reason for your current bad sales is outside your business. You will see that when sales drop suddenly, there is a reason. The reason is the change in the market caused by a change in your buyer demand.
That’s why it’s so important not to just examine what is happening in the world outside of your business. But be sure to track and test what is happening in your business and why. When you test and monitor effectively, you can anticipate these seemingly sudden changes before they happen.
Of course, when you can anticipate change, you can adapt to it too. This gives you a smooth transition to a new upsell.
External change calls for internal change. If you do not adapt the way you do business or what you sell to the business’s external change, you have lost. You’re experiencing a sudden drop in sales, and you’re struggling to recover.
Since you weren’t testing and monitoring during the transition, you didn’t fully understand what happened or why. This tends to force you to shoot from the hip and decide how you react to the gut. A proactive approach rarely produces the desired results.
You’ve probably heard the expression like, “If you find yourself in a hole, stop digging.” This is still good advice.
Doing more things that don’t work will not get you working. The only thing that will increase your sales is the same attack plan you would use to develop your business in new markets. A change that went unnoticed before the current decline in sales has resulted in new markets’ formation.
So, before you can increase your sales, you’ll want to make sure you know:
> What people are most likely to buy your item are already looking for?
> What they want to hear to decide to buy?
> How to know what they want?