In this time of economic uncertainty at the macro level, we present a 4-Step Action Plan to obtain financial certainty at the personal and micro level. Above all, aimed at entrepreneurs, small business owners, SMEs, and independent vendors and distributors, this Four Step Plan has been tested to generate results as soon as possible, building on what we all have right now: customers whose businesses are going well despite the crisis (and many times, thanks to it).
- The first step, of course, is to regain enthusiasm and optimism, as nobody can achieve anything if their dominant thinking is negativism. The second step is to conduct a detailed analysis of the current portfolio of clients, in order to determine which clients have bought what products and services how long ago. Then do a cross analysis on your business characteristics and circumstances. The third step involves designing an exclusive package of products and / or services with an offer that is difficult to refuse. And, of course, the fourth step involves determining and following an action plan to visit the best customers detected in the second step to offer them the exclusive package designed in the third step.
I'm really starting to get tired of hearing it over and over again… don't you? (And that is just beginning.)
You know very well what I mean: the bad news about our economy and that of other countries, especially that of the United States, falls and rises of the dollar, rescue plans and crises and bank failures.
I could even bet you that 99.5% of the people who were already alarmed in Latin America for it, had never heard of what Lehman Brothers is or how it is cooked in their lives (it even sounds like a brand of food dishes), or who are Fanny Mae and Freddie Mac (who look like names of some guys who lived in a little town in the United States).
I am not saying that we should not be aware of what is happening in the world or that we should not learn from what is happening in other latitudes (much to be able to apply what we should in our own cases). I am saying that many times - in fact, most of them - people worry (and they do it thoroughly, really, with concern embroidering in paranoid inactivity), for events that are very far from their own daily reality.
So, here is my solution…
We are going to focus on how we can achieve greater success in our own business, in new possibilities for growth and achievements, in overwhelming happiness and in total satisfaction.
Sounds better already, right?
For example, at my company, JorgePinkus.com, at least, we have that purpose: to be us and to help our clients achieve it as much as possible - and even more. We have decided that we are going to grow, we are going to sell, we are going to forget about the negative and we are going to focus on the positive.
You are with us? If so, perfect! Welcome to the Club of Extraordinary Achievements, who are hell-bent on making the economy (at least our own family and our own business) better, without waiting for government "anti-crisis packages" or "financial rescue measures" of the Ministry of Finance.
How can you do it? Read and apply the Four Step Plan to Obtain Extraordinary Results Despite the Crises of Others that I detail here, below.
In this age of instantaneous and global communications, hardly a bird moves (on the wire, of course) on Wall Street or the White House (or Los Pinos or the Champs Elysées) all our communication systems are filled with the news. And then we can no longer turn on the television, cell phone, laptop or go to the newspaper (in the morning, noon, mid-afternoon or weekly) without the tumultuous and repetitive avalanche of what happened in those latitudes coming upon us.
And we who had woken up in such a good mood…
Of course, as soon as we get to the office (after hearing the news once again on our favorite car radio talk show) and talking to a colleague, the avalanche strikes again: that if AIG has already been rescued from point of bankruptcy in the United States, that if Lehman Brothers did go bankrupt, that if it is true that in our country bank accounts are also at risk, that if Freddy Mac this and Fannie Mae that…
We can't continue working like this…
And that our purpose in the morning had clearly been to visit at least four prospects and make a minimum of two sales today!
Therefore, to join the elite group of professionals who continue to sell, having great success and achieving financial certainty at a personal and micro level in these times of economic uncertainty at the macro level, I propose to continue with us the following…
(… drum roll, please…)
4-Step Plan to Obtain Extraordinary Results Despite the Crises of Others
Step 1. Retrieve Enthusiasm and Optimism.
You cannot work at ease, you cannot improve, you cannot sell, if your dominant thought is that you are not going to make it.
It's not just about having positive magical thoughts. In other words, it's not just about thinking "nice" to magically achieve results. That never works. But it is true that if you think negatively, your reactions will be equally negative or at least semi-paralyzed.
Have you noticed that even in the biggest crises, there are always vendors who keep selling, and doing very well? Have you noticed that even in the worst economic climates, there are entrepreneurs who continue to have success and achievements and, often, in greater quantity and quality than in good times?
Why not think that you can be one of them?
If we have to think anyway, I prefer to think positively, don't you? If what you and I think, as many cynics say, has no relevance in reality, then why think negatively? At least doing it on happy terms makes you feel better. And if it is true, as many other possibility thinkers agree, that what we think does have an impact on reality, then you should definitely decide to think in terms of achievement and success.
Step 2. Perform an Analysis of your Current Client Portfolio.
Just as we have already determined that at all times (good, bad or regular) there are always other colleagues of yours who are selling, there will also be clients of yours who are having good results in these low economic climates (and many times, thanks to them…).
Therefore, your job in this second step is to carry out an analysis of your current client portfolio (please, not a simple mental review of them, but a detailed, in-depth and written work). What you should do is write down who bought what products and services from you, when they did it and who also bought from your competition.
This should give you a list of customers with a clear picture of who regularly buys you, who just bought from you, and who hasn't in a long time.
Now cross-analyze your personal and business information about them: who works in recession-proof industries and businesses, who has non-crisis jobs, who owns, partners, or manages companies with potential growth due to bad times. This will determine who are your customers with the greatest possibility of buying your products and services at this time.
A few examples of businesses that flourish due to global economic crises: money exchange offices, home food restaurants, entertainment products and services, baby products, shops with do-it-yourself products…
Step 3. Create an Exclusive Package of your Products and Services with a Difficult Offer to Refuse.
Based on the detailed analysis of your client portfolio that you carried out in Step 2, now create a Proposal for combining your products and services that is very attractive and very difficult to reject by those clients who have the possibility of decision, economic resources to buy and trust in your company and in your services as an advisor.
Please do not offer discounts or premium reductions. That is being done by all your other competitors and all other sellers of other products. And then you will not impact your good customers in a positive way. Quite the contrary: they will think that this is the real price of your products, plans and services.
What you should do is offer them something better than what they have bought so far, but in a combination.
For example: instead of just selling them individual plans, offer them multiple products in one package. And, even better: in this Package add other aspects and services that do not cost you or cost you little, and that have a high value perceived by your customers.
Examples of low-cost services for you and high perceived value for your clients: personal advice, ongoing support via phone or email, training sessions or training on your products and services and their related areas, facilities and technical service, carrying out some administrative tasks for the client related to the product or service purchased…
Another way to create a Package of products and services is to incorporate offers and promotions from other businesses or other professionals that complete your offer. For example, an Insurance Agent may partner with a Chartered Accountant to offer their clients who purchase investment life insurance a Custom Consultation on Wealth Analysis or Tax at no cost from the Accountant. The Accountant gains direct contact with a potential client and the opportunity to demonstrate the benefits of his expert advice, and the Insurance Agent gains from selling a policy to his client. Then they can offer the same thing together to the Accountant's list of clients.
Another example is approaching a Travel Advisor (not any air ticket vendor, but one that is effectively professional) to offer their clients to buy an All Paid Trip one of your products or services of low cost but high value (the insurance agent in the previous example could offer, for example, traveler's insurance, offered by him together with the travel advisor, absorbing between them the respective small premium). The client gets valuable and necessary protection, the travel consultant offers a more complete package at a small incremental cost, and you get a good referral at a minimal cost.
Step 4. Visit Personally (and, if you do not Live Nearby, Call by Phone or Send a Personal Email) and Offer your Exclusive Package to All your Clients Chosen in Step 2.
There is not much more to say about this Step 4, as its title is quite self explanatory.
Of course, the more customers you visit in the shortest time, the better you will put the Speed of Sales Law to work in your favor (according to Joe Vitale: “money loves speed”) and the Law of Large Numbers ("The more clients you visit quickly, the more results you will have more quickly and frequently").
So here you have it: JorgePinkus.com's 4-Step Plan to Obtain Extraordinary Results Despite the Crisis of Others.
Now you just need to start it and put it into practice… will you start today?
