28/01/2010 - 00:00

2010 action plan

28/01/2010 - 00:00


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THERE are expert predictions that 2010 will be much better than 2009.

2010 action plan

THERE are expert predictions that 2010 will be much better than 2009.

Well golleeeee! There’s a brilliant statement. Probably made by the same idiot that said the recession is over. The reality is no-one knows. The fact is some businesses will have their best year ever, and others will go out of business. And everyone will wonder what happened to the value of their real estate.

Someone somewhere will measure some obscure number and proclaim it to be an “indicator.” That’s probably the same person that predicted Katrina will miss New Orleans, the swine flu will kill everybody, and told us that the value of real estate is only down 9 per cent.

Reality: 2010 will only be better than 2009 if you make it better. You are the recovery, you are the bailout, and you are the stimulus.

Reality: 2010 is not about the economy; it’s about your economy.

Reality: Stop worrying about random global and national situations, and start taking positive local action.

Any questions?

Here’s a 2010 game plan that has nothing to do with your sales plan or quota – except that without these actions, you’ll never achieve it:

• Visit your top 25 customers. The state of their business is the predictor of yours. Get closer to them. Help them. Serve them memorably.

• Get your online presence out of the ’90s. Invest in the internet. It’s not going away and everyone is using it to buy things and get information.

• Start offering help messages and value messages on your website, blog, ezine, and social media sites that are aimed at your customers and prospects. Social media is here to stay. Get on it, get with it, or lose to the competition that is.

• Create and send one weekly value message to all customers. Just because they’re not buying now does not mean they won’t be buying soon. Be top of mind with value messages, not sales calls.

• Keep morale up even if business is still down. Train positive attitude all year long to everyone in your company.

• Focus on customer loyalty. Service and value that leads to customer loyalty not customer satisfaction

• Learn customer buying motives, not old-world sales techniques.

• Get marketing closer to sales.

These are real world actions to take, that in my opinion and not options. They’re the bare minimum essentials to thrive this year. And these are all things you can do on your own.

Here’s the challenge: Are you willing to allocate the time from your present scramble to make these elements happen in your business and your sales career? You have 11.5 months left to make an impact in your market this year.

Count on me to keep you loaded with information to help you get from “rebound,” all the way to “profit.”

Want one more 2010 reality? Go to www.gitomer.com and enter 2010 REALITY in the GitBit box.



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