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Are too many clients saying they have no budget? Are you getting half the orders for twice the work? Are your clients choosing Internet ads for one third the price of your print ads? You know everyone is in the same situation but that isn’t calming your bosses’ nerves. How do you stay motivated when you are getting no after no after no? Sales is often a lonely job. We often don’t get much support and are on our own to stay motivated. That means that we need to build up our own inner power. This is essential because sales is a psychological game, if we’re up that communicates in our voice and in our body language to our client. If we’re down clients can read that as well. So how do you build up your inner power? First, you have to take care of yourself in all areas of your life, physical, mental, emotional, spiritual, social, relational and professional. In the physical area do you eat healthy foods and exercise consistently? Do you take the time to learn, grow and stimulate your mind? On the emotional side, do you give yourself positive feedback for the things you do well and stay away from criticizing yourself when it doesn’t go well? Do you nurture your faith? Do you take time to spend with friends and family? Are you taking your professional skills to the next level? The balance of all of the above will build that inner power that makes it happen in good times and bad times. Secondly, make a decision to focus on the positive. Try to be around people that are positive and fill your mind with positive input. You know the old saying, garbage in, garbage out. It’s also true that when gold goes in, gold comes out. We still have much to be thankful for. Half the world lives on less than a dollar a day. Many don’t have food, clean water or access to even basic medical care. Make a gratitude list each day, it will do wonders to get your mind focused on the good. Also, focus on the positive in you. When sales are down don’t beat yourself up. Instead make a list of several victories you’ve had in the past and the skills you used to make them happen. This will cheer you up. You’ll notice an enormous difference in your ability to sell when you are upbeat. Thirdly, realize that this too shall pass. It may take a lot of time for us to get out of this economic downturn but we will pull through it. I went back to a workshop that I conducted for a client when they were reeling from the 90/91 recession. I couldn’t help but notice how strikingly similar the challenges were that the salespeople faced back then. The upside was that the salespeople came up with some great creative solutions in the workshop we did together. The positive side of intense struggles is that it forces us to be more innovative. Some of the most creative ideas came in extremely difficult times. “Caught on the edge of a cliff in a severe storm? Pursue your dream of learning to fly.” Last but not least, serve your customers, do what’s right by them and it will come back to you. Recently a client told me a story about an advertiser who said emphatically, I just don’t have any budget. As he said it he walked to the door indicating that they should leave. Instead she said, “Someday you’ll have a budget again. In the meantime what can we do to help you?” He immediately softened, walked back to his desk and sat down. The conversation went on for some time as they brainstormed. She didn’t get any business out of him that day but she forged a friendship. She felt better, because she knew she had helped her client. There is nothing like service to build up you inner power. And when the budget comes back who do you think will get the business, her or her competitor? Build for the future. I’ve been in this industry for over 25 year. When I started their was an emphasis on taking care of the customer and building for the future. Publishers thought long term. With the investment bankers owning so many magazines now, the emphasis has shifted to short term. This is a major problem for our industry (and the world, this short term thinking is a major part of the economic crash). Short term pushiness makes magazines go under. Long term service that takes care of the customer builds a solid reputation for success. So build up your inner power but staying balanced in all areas of your life, focusing on the positive, looking to the future with creativity and serving your customer with long term thinking. It’s not easy, no one said it would be easy, but the result of these inner disciplines will help you weather the storm seas. It will also help you sell more! |
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