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not have a college degree in business, nor did I have any idea about employee taxes, ad-
vertising, or blogging. I didn't have any idea about these things until I did them. I expanded
my reach, kept control of my ideals, and enjoyed natural business and immense personal
growth.
To turn a profit, every month you need to sell x number of services, perform y number of
repairs, and invoice z number of customers. That's your business: sell, repair, and collect
payment. Without the right combination of x, y, and z, you don't have a business.
Because selling services naturally leads to repairs and then to invoicing customers, just
selling more services automatically drives need for labor and repairs and ultimately more
money coming in the door, which gives you the ability to expand your reach.
So pick a week—or better yet, a month—to focus primarily on sales. Turn yourself, and
your employees if you have them, into cold callers and appointment setters. Reconnect
with old customers and friends who might have a fit with your business. Increase direct-re-
sponse advertising spending; forget “branding” and focus on marketing efforts that directly
generate leads, appointments, and sales.
Do what it takes to double or even triple your average number of sales calls. What could
happen if your business went all out to determine its true top speed in terms of sales? I
know that when I drive my employees, lead by example, and truly work offthe-charts hard,
we are all in a better position for growth.
Sales are just an example. Maybe productivity is the key driver in your business. Maybe
quality is more important than productivity. Decide what you really do, and hold your
throttle wide open and find out what is truly possible for your business. Sound impossible?
Then pick something small and knock that out. Go hard for a day or a week; you'll go home
surprised by what you managed to achieve, and you'll be eager for more. It's the entrepren-
eurial spirit that should drive you.
After all, if you're not willing to work hard, it will be a long, tough road. But if you're de-
termined to be successful, work smart and expand your reach. It will pay off.
Networking
In the beginning, it will be an excellent idea to reach out and meet other people in your
business or just meet other business owners in your area. Start with your local chamber of
commerce.
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