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1.
Notice more.
Grow your awareness (of money, needs, expenses, what’s coming, what’s
working, where gaps are…). Know where you stand. 2.
Give more than you have to. Practice up-serving not just “up-selling,” (exceed your
customer’s expectations). Grow your impact on customers. The quickest way to
get a raise is to give your customers and your company a raise through your
performance. 3.
Grow your profit per sale/account. Provide more value to the customer at an even
lower cost to your company. Customers are assets, invest in them constantly. 4.
Grow your ability to deliver value. Increase your possibilities (available credit,
experts, investors, colleagues, partners, advisors, connections and ways to
connect). Grow your technology. The better your tools, the better your results.
Seek resources that can speed or refine your ability to deliver value. 5.
Grow your freedom and flexibility (low inventory of materials, high availability
to deliver, high inventory of sales to come). Stay financially light on your feet.
Grow your savings and investments. 6.
Grow your existing markets. Do more business with current customers and further penetrate each
market. 7.
Grow your image and market presence. Gain more share of mind. Improve and enhance your
reputation as a true professional. 8. Grow your pipeline.
Build a larger and better reservoir of future customers. Do next year’s
prospecting now. Identify more qualified buyers. 9.
Grow your inner circle (your closest contacts). Take extra good care of the primary people
in your career. Help them grow. Acknowledge them often. They’ll become even
better resources for you. 10.
Grow your virtual work force. Find talent that can expand your capabilities
without increasing your payroll expenses. Form strategic alliances and connect
with expert vendors and colleagues. 11.
Grow new markets. Get outside your usual channels. Ask, “who else could benefit from
what we do?” Expand your thinking. 12.
Let others sell for you. Grow your referrals. Seek new testimonials and endorsements. Capture
examples of how others have benefited from what you do. Published in FPG’s March 2002 Issue |
