Why on earth are you doing this?

Okay, so it may be obvious to you, but I dare you to tell me in a sentence.

I took a course years ago about Survival Travel of all things and it operated on a pretty simple set of rules:

1. Know Where You Are
2. Know Where You’re Going
3. Explain it CLEARLY to yourself and your team (my addition…)
   

Easier than it looks.  A chunk of the world (me, often included) tends to dive headlong into things figuring it out as they go along.  Now this is certainly more desirable (and profitable…) than sitting on your couch wishing things would change, but it’s not always the best choice of action.

So start with a formula, ask yourself why you (or your prospect) are doing whatever it is you’re doing, and if it’s what you ’should’ be doing in the first place.  Hey, I’m not saying don’t take action, I’m just saying that if you’re going to cut down a forest…make sure it’s the Right One! That’s the old story of efficiency and effectiveness, ‘efficiency’ is the best way get the job done, ‘effectiveness’ is doing the right job, and at the right time.

Don’t be like the geniuses in my home town who used to have the streets repaved a few weeks before they had to dig them up to work on the water mains… (well I guess the construction workers liked the overtime…)

The next thing you need to do is make sure that when you know where you are and where you’re going you need to make damned sure that everyone on your team…particularly your prospect…knows it.  Just because you know you’re all that and a slice of cake doesn’t mean your prospect has any idea, and low motivation doesn’t carry over to signed checks.  So do yourself a favor and keep them in the loop.

So, while this little tidbit may seem obvious, so is plugging things in and turning them on…which strangely enough has fixed more than 75% of every technical problem I’ve ever solved.

So get busy, ‘Fortune Favors the Brave’…just don’t be stupid

Hoo Ya!

Phil Hughes

www.philhughes.tv

What are your thoughts on the subject?