There’s no getting away from the fact that sales is a hard job, and when you work for yourself, you’ve nobody to blame but yourself if you don’t hit your numbers at the end of the month.
Of course, finding the balance between looking after your existing clients and generating new income to help grow your business and protect against churn (it happens to everyone) is easier said than done. So when an entrepreneurial friend recently told me how he made his sales process more fun, I definitely wanted to learn more.
The Sales Game
After being stung by the collapse of a significant client, my friend never takes the revenue from existing clients for granted. Even when the money is pouring in, he sets himself a small target for new business and motivates himself with a game.
His process is simple: He starts every week with a daily $200 target for new business. If he misses that target, the next day his target rises to $400, and then $600, and so on. This daily target can only be reduced back down to $200 if the total amount of outstanding sales targets is hit. So if on a Wednesday he has a target of $600, and he takes $300 in new business, his target for the following day will be $500 (the $200 daily target + the remaining $300 not yet achieved).
If he beats his target, the excess amount does not wipe out the following day’s target — it simply reverts back to $200.
Sometimes he has great days and completely smashes his target. Other days aren’t so good — but that’s business.
Although my friend’s small business is currently doing well with his existing client base and sometimes finding new clients can become a bit of a juggling act (he describes it as a nice problem to have), he really values the game and gets upset with himself if he lets it slip.
Of course, he’s not superhuman, and sometimes client work has to take precedence over new business development. This is why he never rolls the game over two weeks; he always starts every Monday with the same $200 daily target. Starting the week with a daunting target wouldn’t be a productive idea — and remember, this game is all about making a little extra on the side and not bankrolling the whole enterprise.
How could you focus your mind on generating new income while looking after your existing clients? Could turning your sales process into a game help? Share your comments below:
This post first appeared on the iContact Email Marketing Blog.