Do You Know Where Your Next Sale Is Coming From?

As a speaker and marketing coach, I greatly admire confidence. I appreciate a well-devised plan. I enjoy listening to businesspeople as they passionately explain how they are going to build their businesses. So it shouldn't come as a surprise that I cringe when I hear people say, "I have no idea where my next sale is coming from."

Several things go through my mind when I hear these words: passivity, lack of a plan, and lack of willingness to make things happen, to name a few. Beyond that, it's simply a poor state of mind. As business owners, we must have the utmost confident in our abilities and in our plans. We need to be self-assured that good things are going to happen. No, not just because we want them to happen, but because we have developed a course of action, designed to produce the results we want and need.

When business owners wonder where business is going to come from, I see that as an indication that they do not understand who their profitable target audiences are, do not know what messages they want to deliver, and have no idea how they would deliver the messages if they actually had them. This means there are no marketing plans, and without marketing plans, there are few chances that these businesses will be healthy in the long run.

Who is your profitable target audience? What is the message that you are going to deliver that your prospects actually want to hear? How are you going to deliver that message? Once you have answered these questions accurately, you can adjust the rest of your marketing efforts to meet the opportunities and economic atmosphere that you, your prospects, and your clients are facing. At that point, you will know exactly where your next sale is coming from.