Dear Aunty B,
I don’t have a problem but I am writing with a query. Why did it take me so long to do the bleeding obvious? What happened was I was in trouble last year and was relying on a sales guy to open up new markets for me. I was trying to step back a bit as my son is in VCE and I wanted to be around to take him cups of Milo. But guess what? The business went backwards at a rate of knots.So I sacked the sales guy and I started to do the sales again myself. Because I had no time (Milo duties) I made a list of our most profitable clients and just focused on spending my time going out to get those. I thought I would end up with less revenue but I ended up with more and I am going to be a lot more profitable this year than last! And I am making cups of Milo!
So Aunty, I have been trying to figure out why I ever deviated from this plan and I’ve finally got it – it is because I kept being told that to grow the business I had to stop selling!
Don’t bother replying. Just to let you know.
Louise,
Melbourne
Dear Louise,
How nice of you! But I will reply because I think it is wonderful that your son is getting his Milo and your management accounts are also looking healthy.
It is a fact of life that we ignore what is going on right under our noses, which is that old clients who have had a good experience are always going to come back. And there is nothing like a visit from the founder to clinch the business.
Just make sure you take someone with you who can follow up. A busy woman like yourself could get back to the office and be distracted.
As for growth? You have the formula. Now you still need the people. All because the sales person wasn’t right it doesn’t mean the position isn’t right – with a bit of help from you!
Be smart,
Your Auny b
James was the editor and publisher of SmartCompany and LeadingCompany for five years. He is now the Australian Financial Review‘s companies & markets editor, and a former BRW editor.
