SALES AND MARKETING: 5 Things to Think About

Now that we’re in the thick of our busy season, I thought sharing some words of wisdom might inspire you to achieve your best year yet.

1. “Different isn’t always better, but better is always different.” – Dale Dauten. Successful companies earn their success by distinguishing themselves in ways that matter. Take, for example, eBay, an Internet company that emerged out of nowhere and, without selling a single product, revolutionized the marketplace. How? They had an original idea and executed it brilliantly. Or take Starbucks, which transformed itself from a Seattle coffeehouse  into a global player by turning our  caffeine habit into a cultural event.
 
Learn from these examples. For starters, keep your trucks clean, make sure your crews treat your customers professionally and deliver what you promise.

2. “The only thing more powerful than knowing what to do is doing it.” – Mark Sanborn. In his book, The Fred Factor, Sanborn makes a great point: “How many people tell you what they’re going to do but rarely do anything?”
 
Show me a company that stands out in the marketplace and I’ll show you a business that gets things done. We are  entrepreneurs because we want to run our own shows. But with freedom comes responsibility – no one else is going to follow up on your plans and promises.
 
If you find yourself always putting tasks off or if you feel as if you’ve fallen into a rut, you might consider hiring a professional coach. Do what you have to do.

3. “It ain’t bragging if you done did it!” – Dizzy Dean. This former Major League Baseball pitcher makes an astute point: “How do you expect people to know about your company if you don’t tell them?” The more people you tell of your accomplishments, the better your chances become of getting more work. Of course, there’s a fine line between bragging and skillful promotion. No one needs to know how much money you make, but they do want to see photos of completed jobs, read client testimonials and learn about the awards your work has earned. Accomplished entrepreneurs tell their success stories in succinct, memorable ways. 

4. “Knowledge is confidence.” – Ron Rado. I will always remember my Uncle Ron’s words of wisdom: “Your team and your clients can tell whether you know what you’re talking about or are making it up as you go along.”
 
Make a promise to read a book, attend a seminar or meet with a mentor in the next month. Many contractors will readily invest in trucks and equipment, but few see the advantage in investing in themselves. You are always your best investment. No tool can replace the potential you possess in your mind and in your outlook.

5. “The problem with American business is not a lack of ideas but a lack of follow-through.” – Mary Kay Ash. Ash, founder of Mary Kay Cosmetics, made a fortune by following through with her ideas. She got things done. Those times when we haven’t succeeded in my own company is when we failed to follow-through – we didn’t call a client back, we didn’t replace a dead plant or we didn’t have a good year because we didn’t sell what we probably could have sold had we followed through.
 
You don’t need an MBA from Harvard to make it in our industry, but what you do need is a positive attitude, a great work ethic and a commitment to be the best you can be.

Marty Grunder is a speaker, consultant and author, as well as owner of Grunder Landscaping Co., Miamisburg, Ohio. He can be reached at 866/478-6337 and via www.martygrunder.com.