What Change Are You Willing to Make to Get Better?
Last week I received a question from one of my connections on LinkedIn. The question got my attention in a big way and I responded with my answer of what changes are we making. Here is a review of both the question and my response:
Question Details:
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“If we expect to get different results in these challenging times, what are the few critical things that we must personally do differently…starting now?”“Insanity is doing the same thing over and over again and expecting different results.” — Albert Einstein
We must embrace change — new ideas, new points of view, new business models and different personal behaviors.
Your question is excellent and timely. Yes, change must be embraced and creativity comes to the forefront.
We have done a complete review of what got us to today, what is still working, what have we forgotten to do today that worked in the past, will it work today questions are applied to everything. Testing of ideas has become more important.
Lead generation is our most critical issue and we have set up three areas of focus:
- Networking everywhere – all the organizations that bring people together that fit our targeted market – well – we are showing up and participating.
- Internet Marketing – we are checking all the keys from SEO, PPC, landing pages, specific selling sites to the actual copy on the site (More important than most people realize is the copy – is it about you or the client?)
- More coordinated selling efforts – direct mail is back due to the spam filters for email and voice mail for telephones, calling old clients, finding old clients that moved to new locations, face to face meetings whenever possible and learning to use “gotomeeting” or some other web-based video conferencing tool.
The key is to get more aggressive in sales and marketing today if you want to be around tomorrow.
One last thought, create a better or complete description of your ideal customer and focus all your energy on finding them. Our biggest lesson during the downturn is we had too many “commodity or traditional model” clients and a need for more progressive clients who know the right way to move forward during this time period.
Voss Graham
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Tags: Managing Change, Proactive Change, Questions for Action, Sales Growth
Ben Waugh
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I found your site on technorati and read a few of your other posts. Keep up the good work. I just added your RSS feed to my Google News Reader. Looking forward to reading more from you down the road!