Join the 2014 Comeback Team

This year didn't exactly go the way most of us envisioned it would.
The economy didn't exactly come roaring back the way many "coffee pot prognosticators" predicted.
The construction market has been flat, at best.
Housing has seen measurable growth. Fields that once bore crops are being converted into subdivisions, seemingly overnight.
The medical field continues to be a reliable construction market. Hospitals and medical office buildings provide opportunity for contractors in way of additions and renovations.
Construction companies seem hesitant to make large purchases or commitments this year. Even with the enticement of Bonus Depreciation & the American Taxpayer Relief Act, equipment dealers are hard pressed to find clients willing to take on additional debt or notes this year.
Several factors could be contributing to the lack of consumer confidence.
Perhaps the Affordable Care Act has many small business owners unsure of what their employees healthcare premiums will be. Maybe they haven't quite figured out what they will have to do to be in compliance with the Federal government's sweeping new healthcare initiative. With so much misinformation and partisan mud slinging, it's a wonder anyone can make heads or tails of it.
Maybe the flatness of the oil field & natural gas markets have contractors in a holding pattern.
Oil prices have been flat due to domestic production.
The natural gas market is in an awkward stage right now. The price remains low because of the abundance of deposits discovered throughout the United States.  The only way for the price to rise, is to 'create demand' for it by building facilities to liquefy it for export. This requires building multi-billion dollar plants. Quite a gamble, if you think about it.  
With President Obama being reelected last year, not much excitement was injected into the economy. After four years of slow (or no) economic growth, several industries are in paralysis. Mid-term elections are right around the corner, and any shift in power could turn Mr. Obama into a lame-duck. That is very bad for any economy, let alone one which has been in the doldrums as ours has been.
Whatever the reason for all of this uncertainty, we can't just fold up our tents and go home. We have to make a living and sometimes, that means we have to get innovative.
Everyday is a new adventure in business. Everyday we should assess what went well & what could have gone better. Everyday we will have to find the best source to ringing the cash register.
If 2014 is to be any better than 2013, we will have to become a resource to our clients rather than just another vendor trying to get into their pockets. We have to learn to solve our clients' issues rather than only showing up when we smell a sure sale. We need to partner with our clients rather than being parasites. We need to bring value to our clients rather than being vultures.
If our customer is uncomfortable purchasing a piece of equipment, perhaps it would benefit him to rent or lease instead.
If a customer doesn't have enough in the budget to rent or lease a machine, maybe we could talk to him about our service department repairing & servicing the equipment he already owns.
If the customer doesn't have the cash flow to pay for repair work, maybe we could sell him parts and supplies to make his own repairs.
If we focus on solving our customers' problems rather than selling him something, that client is more than likely to stay loyal to us. Then, when this economy straightens out (as it always does), he will reward our service by ringing our cash register and referring us to his contractor buddies to do the same.
This economy will turn around. We will all find abundant blessings, real soon. Maybe it will be in 2014. Maybe not. But until then, we need to take care of each other and do our best day's work, EVERY DAY.
The economy won't fix itself. We need to stop depending on Washington to fix it. We need to be the change in our own economy. We need to be ethical, charitable, honest and knowledgeable.
Let us live in the spirit that built this great nation.
Let us all be in this together, giving it our all and help REBUILD AMERICA.

Monday...Blue Monday

So today didn't go quite the way you expected...
So you didn't get the purchase order signed...YET...
So you didn't get to see every client you wanted to see...
So you didn't hit every jobsite you wanted to hit...
So you didn't get the appointment you wanted to make...
So today you ran around in circles...
So today a customer wasted your time...
So today your vendor didn't return you call...
So today you forgot to call someone back...
So your support staff dropped the ball on a project you were working on...
So today you found out your competition got the jump on you on a bid...
Take a deep breath...
Hit the gym...
Take some exercise...
Take a nice hot shower or bath...
Have a healthy dinner...
Make yourself a nice hot cup of green tea...
Go to bed early...
Try again tomorrow...
It will be a new day...

P.S.- Quit taking yourself so seriously.

The Excitement of Prospecting & Cold-Calling

So the economy hasn't come roaring back like we all hoped...

So there is still a lot of uncertainty that is holding businesses back from making large purchases...

So we have a ton of potential jobs on the back burner for one reason or another...

Are we going to fold up our tents and go home?

Heck no! That isn't what Americans do. Now is the time we dig down deep and work harder than we have ever worked. 

Slower economic times should be the time you use to build new relationships with clients & rekindle networking opportunities from the past.

These are the times I enjoy printing up prospect lists and really getting to work. With these rainy days we have been having here in South Louisiana, using a Friday afternoon to set up an itinerary filled with new prospects and  inactive accounts was time well spent.

Although these sales calls may not immediately ring the cash register, they can pay dividends for a company's morale. Opening new accounts or reactivating customer accounts from the past can be a shot of adrenaline a firm can really benefit from in these tough times. It gives your support staff something to rally around.

It can also be just the thing to inspire your clients to be more positive about the future. Getting him excited about buying is your job. Don't miss the opportunity. Don't participate in any negative talk. If your client starts poor-mouthing the economy, counter that with some positive news.

This week I have challenged myself to see more clients than I have been averaging in the past few months. Yes, I know it is the week before Christmas. Yes, I know a lot of people are concerned with the effects of the Affordable Care Act on their business's bottom line. Yes, I know everyone's revenues haven't been where they would like them to be. But, if I bring a positive attitude, value-added benefits of our products and services and a fair deal to these potential clients, maybe I can be the spark that ignites this economy to come roaring back.

This is what we do in America. We dig deep and keep moving forward.

I look forward to this week of new challenges.