more. Grow your awareness (of money, needs, expenses, whats
coming, whats working, where gaps are
). Know where you
2) Give more than
you have to. Practice up-serving not just up-selling,
(exceed your customers expectations). Grow your impact on customers.
The quickest way to get a raise is to give your customers and your
company a raise through your performance.
3) Grow your profit
per sale/account. Provide more value to the customer at an even lower
cost to your company. Customers are assets, invest in them constantly.
4) Grow your ability
to deliver value. Increase your possibilities (available credit, experts,
investors, colleagues, partners, advisors, connections and ways to
connect). Grow your technology. The better your tools, the better
your results. Seek resources which can speed or refine your ability
to deliver value.
5) Grow your freedom
and flexibility (low inventory of materials, high availability to
deliver, high inventory of sales to come). Stay financially light
on your feet. Grow your savings and investments.
6) Grow your existing
markets. Do more business with current customers and further penetrate
7) Grow your image
and market presence. Gain more share of mind. Improve and enhance
your reputation as a true professional.
8) Grow your pipeline.
Build a larger and better reservoir of future customers. Do next years
prospecting now. Identify more qualified buyers.
9) Grow your inner
circle (your closest contacts). Take extra good care of the primary
people in your career. Help them grow. Acknowledge them often. Theyll
become even better resources for you.
10) Grow your
virtual work force. Find talent that can expand your capabilities
without increasing your payroll expenses. Form strategic alliances
and connect with expert vendors and colleagues.
11) Grow new markets.
Get outside your usual channels. Ask, who else could benefit
from what we do? Expand your thinking.
12) Let others
sell for you. Grow your referrals. Seek new testimonials and endorsements.
Capture examples of how others have benefited from what you do.
13) Serve your
community. Be a responsible citizen. Make the places where you live
and work better because you and your business are there.
14) Grow your
industry. Advance the craft in what you do. Join your industry association.
Write articles, teach others, and support your profession.
15) Grow your
caring, compassion and sensitivity. Become known as someone who genuinely
cares about making a difference. If you dont care about others
why should they care about or listen to you?
©1999 Jim Cathcart, La Jolla, CA