The Approach
Depending on your goals, there are two ways to approach things. If you desire a small incremental increase in income, you need only modestly increase your efforts and make small tweaks to your sales and marketing processes.
If you desire gargantuan leaps of income, you must fundamentally change your process and approach. This means changing who you sell to, how you sell, what you sell and how much you sell it for.
For example, if you are making are making $50,000 and want to make $60,000 just work a little bit harder, see a few more people each day and each week, and become slightly better at closing the people you do see.
If, however, you are making $50,000 and want to make $100,000 or $150,000 you must reinvent and radically change both yourself and your process. Thinking you can double or triple your income by making small incremental changes in your process is wishful thinking.
Top income earners are big thinkers. They realize that to reach a new milestone in their business, they have to continually reinvent themselves. They realize that what got them to $50,000 or $100,000 in income will not get them to $200,000, let alone $250,000 or more.
To help you expand your thinking and create a huge leap of income, try this simple exercise that I use in my Sales Training and Mastermind Groups. Take your 2010 income and multiply it by 10. Now, ask yourself, what would I have to change in order to have a reasonable chance of growing my business by a factor of 10 in the next 5 – 10 years? Write down everything you can think of no matter how unreasonable it may seem. Keep a diary and continue to brainstorm and write down ways you can create breakthroughs.
If you get stumped and frustrated don’t fret because there are models that do exist and will help you achieve your dreams. Your job is to seek and find them, study them, and copy what has proven successful for others. The quickest way to success is to copy what has already been proven to work. Don’t get creative and try to invent the wheel. If you do, you will run out of money, time or patience and quit before you become successful.
To help you in this process you may want to consider taking some additional sales training classes or joining a Mastermind Group where you will get encouragement and support from people who trying to do the same thing.