I really try to avoid talking about survival.
I think it’s the wrong target because it places your business in a risky position. A bad month or a consecutive series of just two or three bad months can shift many businesses from a survival position to just-plain-closed.
However, there are a lot of folks out there working hard every day to make sure their business survives, and I’d be the last person to criticize them for that.
What I would suggest is that those folks focus on what has to be done for their business to thrive, since survival tasks are usually a subset of the “do this to thrive” list.
What about that todo list? Lots of people have todo lists that keep them on track throughout the day.
Without them, a lot of things would never get done – including by me.
Think about all the stuff you do. Make a list.
Start with daily tasks, then weekly, then monthly – but do 1 at a time.
Oh yeah, there’s another list of stuff that needs to get done.
Just not by you.
Stop
Of those things on the list(s) you just made, what can you stop doing?
What can be delegated?
What can be automated?
What doesn’t need to be done at all?
What doesn’t move you forward toward your business goals?
Think about priorities
What things – if no longer done – would free up the time to do all the high-priority things you should be doing, but aren’t?
What could you get done if you weren’t so busy doing all those things on the “Stop Doing” list?
What does the voice in your conscience say to you about the things that you didn’t get done yesterday? Nothing happens without a deadline. So set them: Daily. Weekly. Hourly. Monthly. Annually.
Thriving
Let’s talk about a few other things to examine when trying to transition from a survival thought process to one focused on thriving.
What’s the biggest problem your customers have that you aren’t doing anything to solve? Why is that?
Are you teaching your clients/prospects the one thing your business does that would make the biggest difference in their lives? If not, why not?
What would your customers buy from you – that they rarely buy now – if they only knew how much it would help them. Why don’t they know? What are you doing to educate them about it? What should you add to the education/sales process?
Are there markets you don’t yet serve with your existing products and services? Are the markets you serve now in need of products or services that would compliment your existing products and services?
Ask yourself “Who needs you the most?” Ask your best customers which of their friends could benefit from what they get from you – not so much as a referral, but as a hint about a market you might not have thought of.
What’s the one question that when *answered correctly for your product* always results in a sale with a business client? And once you know that question… how can you get them to ask it? Or can you ask it yourself? You already know the question…if it isn’t already the focus of your sales process, why is that?
What local business in your area is in the most trouble due to the economy? What can your business do to help them and their clientele? If a business you knew of has already closed, is there something you do that can pick up their slack?
For that matter, is there a marginal performer who isn’t serving their market well that might benefit from merging with (and learning from) you? If there’s an upside there, it might benefit you to look around.
Have you talked with your competitors lately? “Heaven forbid”, right? Maybe they’re ready to retire and this economy is the excuse they need? Don’t have the cash to buy them out? Work out an equity deal that lets you both win.
In other words, look around. Look hard to see the opportunities that a glance might not reveal.
Want to learn more about Mark or ask him to write about a business, operations or marketing problem? See Mark’s site or contact him via email at mriffey at flatheadbeacon.com.