Increase Sales on Purpose
Posted by: Cheryl Clausen in sales coaching, tags: increase sales, sales coaching, sales planThere’s a lot of talk about “finding your purpose” and just as many books on the topic. Due to some outright miscommunications along with some misunderstandings the concept of finding your purpose has taken off on this froo- froo tangent that isn’t doing anyone any good. Many people are expecting some mystical revelation of what their purpose is.
News flash. Your purpose is whatever you declare it is. This is true on both a personal and professional level. When you lack clarity of purpose on a business level you have big trouble because neither you nor your potential clients understand why your business exists.
Purpose = Reason Your Business Exists
Purpose represents the reason your business exists for the people willing to pay you money to get what you sell. If your business does not exist for a specific valuable reason there is no reason for your business to exist. Many businesses conduct daily operations without a clear purpose. Those businesses have trouble attracting clients, trouble keeping clients, and almost never get a referral. Daily operations are more like fire drills than real functioning businesses because the business never focuses on a clear set of objectives.
In order to clarify and refine your purpose you must answer these 3 questions:
- What do you DO for your clients?
- What problems do you solve, outcomes do you produce, or results do you get for those clients?
- What are your clients reasons for buying from your business?
Sometimes businesses incorporate their purpose into their mission statement. I don’t like to do that because I believe your purpose is far too important, and deserves your full attention. Understanding the purpose of your business is key to the clarity that makes it easier to increase your sales and get more clients.
When you are clear on the purpose of your business you can focus on the best way to stay on purpose and do what your business exists to do right now. Meaning you waste fewer resources on the things that aren’t part of your purpose than you probably do now. Meaning you gain a greater return from your resources because you wisely use those resources in ways that fit your purpose.
Purpose comes from knowing why you are doing what you are doing.
Clarity of purpose helps you see the challenges you face as opportunities to learn and grow stronger.
To give you an example, the purpose for my business is “To help professionals get clients so they have the time and financial freedom to enjoy the things they love.”
To clarify and refine the purpose for you business start off by answering those 3 questions above. Next condense and simplify those thoughts into a powerful statement of purpose. Record that statement on your “Strategic Sales Master Plan“.
Coach Cheryl
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