I’ve just started up my consultancy and it’s just me and a part-time bookkeeper. Given the amount I have to tackle at the moment, how much of my day should be taken up with selling?
Great question and there’s a simple answer: The reason for every small business failure is a lack of sales. This alone should suffice as an answer to your question.
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Knowing this, it really is up to you to decide how much time should be dedicated to the single most important function in your business.
I remember when I started my consultancy business about 10 years ago that I dedicated two hours a day to making outbound calls to prospective clients.
I would send 20 letters a day to a targeted audience, then three days later I would spend two hours following them up. I did this religiously for the first six months of opening my business.
Before too long I had more business than I could get to and I found myself hiring my first staff member, a telemarketer!
That’s right, I did not stop marketing; I just outsourced it so I could concentrate on selling or networking to convert opportunities.
Even today, 10 years down the track, I still spend about two to three days a week selling, presenting, running webinars, etc.
It is something that you really never stop doing. You just get better at doing it and I noticed a move away from one-to-one selling and a move towards one-to-many selling.
Running workshops, seminars and, nowadays, webinars to large groups – it’s all still sales.
So, sales is a core competency for anyone starting a business. Get good at it, systemise it, outsource the hardest part being lead generation, train at it and watch your business grow because if it.