“For want of a nail the shoe was lost.
For want of a shoe the horse was lost.
For want of a horse the rider was lost.
For want of a rider the battle was lost.
For want of a battle the kingdom was lost.
And all for the want of a horseshoe nail.”
Put another way, from little things big things grow – OR not! Your success or failure in business comes down to the little things. Stuff you do on a consistent basis which either enhances or detracts from your success.
When working with clients I constantly emphasise the importance of sales. Having a system which consistently brings in new revenue. Both from existing and new clients.
Taken as a whole, a comprehensive acquisition system consisting of marketing, prospecting and selling can seem overwhelming.
The key is to understand the role of each component and break down your activities into small, manageable steps which you execute consistently.
Think of it in terms of compound interest. Your activities compound and your results grow, first slowly and then accelerate over time.
No single step produces the result. It’s the combination over time which provides the magic.
But you have to start!
Having said that, think strategy over tactics.
Know what problems you solve and for whom. Develop your marketing message. Have a prospecting plan. And know how to successfully conduct sales conversations.
Align all these activities and execute.
I realise that sounds simple – and conceptually it is. The devil is in the detail and success comes from consistent implementation.
If you’d like me help developing your acquisition system so you meet your revenue and profitability goals, drop me a note. I specialise in working with technology based organisations who sell high value deals to corporate clients.
