Ask the Coach: Is It Really The Economy?

ActionCOACH Reggie Shropshire explains how two companies in the same business - in the same town - can have completely different results!

At the Wilmington Chamber Business After Hours “Mini-Expo” on Thursday night, I reconnected with a someone who served on a chamber committee last year and I asked him “How’s Business?” He looked me square in the eye and said “Unbelievable! I am so darn busy I don’t know what to do. I personally filled the quota for my entire branch for February by the 10th of the month. All the other sales reps are just ‘gravy’ for the branch. I am trying to hire people as fast as I can.” I was excited for him because about a year and a half ago he was working real hard and struggling. But he worked hard, he networked, he exhibited at expos, he hustled, he planted seeds and now he is reaping the harvest. During a tough economic climate he is running ‘wide open’ and busy as he can be. His quality decisions and actions are producing quality results.

Interestingly enough, I had a meeting with one of his competitors the next day who has a similar product with a much lower price. On top of that, he has been in business in the community for 20 years, is a super nice guy and has a quality product. He told me that his business has plummeted in the last couple of months. Before the election he was pretty busy and because of some Internet marketing that he was doing, he had a great 3rd & 4th quarter. He then said that his business has died in the last 60 days and he is worried that the economic climate has dramatically affected his business. He listens to a lot of national talk radio in his office and they have him convinced that these are tough economic times. He does no networking with other business people locally and very little external marketing outside of the Internet. By the way, his product is ideal for this type of economy and he is truly one of the best kept secrets in his industry. The problem is that very few business owners & decision makers know he exists.

It’s amazing when you compare the two businesses. The first business has a similar product at a much higher price and he is ‘rockin the house’ by hustling and making things happen. The second business has almost the same product at a fraction of the price but is sitting in his office, letting the radio tell him that he is supposed to be slow because of the economy and believing it and getting his butt kicked all over town by his higher priced competitor.

WOW!!!! It just goes to show you that the results you receive have much more to do about the decisions and actions that you make than the circumstances around you. In this economic situation remember that someone is buying your product or service. The question is, are they buying it from you?

Make it a great day!
Coach Reggie