something to be desired

The hunt is sweeter than the kill. Because our imagination thrives on absence, we often don’t feel as fulfilled as we had anticipated when we finally get that object we so desired.

The risk increases depending on the emotional engagement, better yet, the lack thereof, with the actual object. It’s hard to form long-term emotional connections with things we possess. Post-purchase disappointment often kicks in hard when fantasy becomes a reality.

That’s why deferred gratification is often so rewarding. Resisting a temptation today in favor of a later (perhaps more significant) reward tomorrow.

Even though these principles are well known, they are poorly applied today. When you buy a new car, a rather significant purchase for most of us, nothing happens after signing on the dotted line. That’s basically adding fuel directly to the raging buyer’s remorse fire. After some months, you get a message from the dealership. You go to pick up your car, drive it off the lot, and that’s it. Good riddance.

Whether it’s a once-in-a-lifetime purchase or an ordinary commodity that gets bought all the time, leave your customer with something (extra) to be desired.

bend nor folio

Selling isn’t optional. Regardless of the type of company, industry in which it’s active, selling is always an integral part of running a business.

Some people seem to excel at selling, whereas to others, selling doesn’t come as natural (straight away).

References, on the other hand, aren’t optional either. Whether it’s a photographer’s portfolio, a corporate company’s case studies, a restaurant’s reviews…

If selling isn’t a particular entrepreneur (and their company’s) forte, the importance of the references increases. A portfolio that the creator can take genuine pride in is bound to ooze out passion. When your heart is all the way in it, it rubs off, selling your work for you almost automatically.

Selling and (the ability to show) references aren’t optional. If one doesn’t come naturally, compensate with the other.

perpetual training

Some skills required for running a business will never go out of fashion. Selling and leadership, to name two. These skills are required at each point throughout a company’s lifecycle, whether you’re just starting or are heading a company that has existed for decades.

Some positions or roles within a company facilitate continuous improvement of those skills more than others. Training opportunities might not present themselves. If so, they should be actively sought out. A side business or project could be fertile ground for brushing up those skills.

Always embrace learning opportunities.

channel growth

One cargo ship getting stuck in a canal blocking global trade is a rather unfortunate event. Yet every business has similar events waiting to unfold. One mishap with the potential to block your entire sales pipeline. A disaster making your business come to a grinding halt.

There are two ways to go about this problem.

One way is to invest in growth. We could make the canal both wider and deeper. We could invest in technology to guide more vessels through in less time, thus increasing throughput. Translation; increase sales funnel capacity by increasing productivity. We can achieve this by having the right amount of people, using the right tools and processes to reach maximum efficiency.

These initiatives will surely pay for themselves as growth is certified. However, these actions don’t take a potential disaster into account.

Another way to go about this problem is to invest in conflict resolution. A procedure that describes what to do in case of emergency. The right people with the right skills and equipment with a clearance to respond to a call of distress.

Short-term growth is increasing bandwidth today. Long-term growth is eliminating bandwidth shrinkage tomorrow.