PROSPECTS, PRODUCTION AND PROFITS.

Most small businesses reflect the personality of their
owner, and that is both their strength and, too often, their
weakness. Specifically, some entrepreneurs love to sell more
than they care about details of production, while others
focus so much on perfecting their products, they starve for
customers.
The key is balance.
If you are not prospecting every day, your business will
eventually stall. Yes, repeat sales and word of mouth are
vital, but in the end, business grows because new customers
hear about you, check you out, and decide to buy. As Mary
Kay Ash said, "nothing happens until somebody sells
something," and you can't sell without prospecting.
Marketing, promotion and publicity are essential, and some
business owners relish this part. It comes naturally and
they love it. They naturally go "where the action is."
Networking comes easily to them, and selling is "the name of
the game.” Good for them!
Except when they neglect the details of delivery. In the
end, what you sell has to be produced, packaged and
delivered on time, on budget and in excellent condition.
Some sales people forget that, and it comes back to haunt
them.
Other business owners get caught up in the operational
details, forgetting that if the phone doesn't ring, no one
is going to buy their magnificent goods and services.
The key is balance.
You need prospects in order to sell, and you need superior
production in order to deliver. When the two are balanced,
profits soar.