TFT: Quicker is Not Always Better
Title: TFT: Quicker is not always better.
Subtitle: Why you need to take it one step at a time.
I was thinking the other day about elevators. I know a far cry from the Roman Empire which I’m supposed to think about a lot, but it was elevators on this day. Elevators, escalators, and stairs are very similar to your sales process. They all get you form one floor to the next just like your sales process gets your customer from interest in your idea to the end of the sales process. So why would you choose one over the other? There could be physical limitations that require you to take the elevator over the stairs. Or it could be convenience. The key is to understand what each offers and why you need to start with the “stairs” in your sales process.
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The Stairs will be more work but it will always get you there
One step at a time. That is how you grow your sales slow and step one step at a time. You build your company one sell at a time. Each sell has to go through the same process and that process requires a lot of steps. Yes, at times it’s going to be painful, but it will ensure the customers get everything they ask for when they ask for it. So do not try to shorten the process or take the quick “elevator” to the top. Trust the process and take it one step at a time.
If you do not have a sales process just yet stay tune for next week when we dig deeper on how to build your sales process.
In case of fire we always use the Stairs
As you grow and as your customers get used to working with you will find ways to shorten the process and build in “escalators” and even “elevators” for some customers in your sales process. Maybe you have standard designs or standard offerings and you do not have to handle every step every time. However, problems will come up and when they do use the long slow process. Take the extra time to ensure that you check all the boxes. Make sure the problem is resolved and the customer is happy. Ensure you correct the process going forward. Once you are confident that the process is corrected feel free to go back to the quicker process but know that you need the “stairs in case of fire”.
You Cannot Depend on the Quick Ride Every time
You will find ways to automate your process, to build an “quicker ride” for your customers. Just like the “escalator” and “elevator” we talked about in the last section. That is great, that is how you grow your business and continue to get better. But remember elevators break and sometimes you have to take the stairs. It will be more work, but do keep a happy customer you have to take this route. So know how to complete the entire process, “taking the stairs” So your customers are always taken care of. You do not want a broken elevator to derail your business. If you can build escalators in your business. They are faster than stairs, but when they break you start waking and you have stairs. It is easier to see the entire process with an escalator verses and elevator. So build your process, automate when you can but know the entire process.
Action Step
What are your “stairs” vs “escalator” vs “elevator”? Do you know when to take the stairs? Spend 30 minutes this week to review and determine where you have all 3 in your business.