Who is doing sales?
Seven days to September.
Are you ready for the next four months?
Who is doing sales?
September starts in seven days. Four months left in the year.
Every owner I talk to hits the same realization within about a week of each other. The summer is over, budgets are reopening, and the pipeline is thinner than it looked in June.
So before you build one more thing, one question.
Who is doing sales?
Years ago, long before Small Business Results, I was a personal trainer. One of my clients was a man named Allan. He is brilliant in business and marketing and PR, and he built a lucrative business doing it.
One day I said to him, Allan, I am really good at what I do. People really like me. I should have lines of people calling me. I am not too sure what I am doing wrong.
He looked at me and said, “Let me ask you one question. Who is doing sales?”
I have never ever forgot what he said to me. I have asked this question in every single client interaction since. I asked my AI mastermind colleague , and the room went quiet the same way I did.
It is not really a question. It is a statement, right in your face, about focus and accountability. If no one is doing sales, there are no sales.
Doing sales is about commitment. It is about accountability. It is about owning the direction of the revenue and the direction of the business.
Which brings me to what I am watching right now.
People are spending hours developing. Building, refining, rebuilding. AI made that easier and faster, so we do more of it. But if we do not control how much time goes into developing, and none of it goes into sales, then there are no clients, there is no pipeline, and there is no business. You look after all that work and the question is, now what. Why are the leads not coming in on their own.
I talk to hundreds of business owners. Nobody’s phone is ringing.
And nobody wants to pick up the phone either. Fear of selling. Fear of rejection. Fear of sounding salesy. Fear of the call itself.
I understand it. I also know it does not hold up. If you are in business, someone has to be doing sales. That is not a preference. It is imperative.
One thing to do this week
Make a list of your last ten clients. Then call them. Not email. Call.
Here is what you say.
I was thinking about you and the work we did together. I wanted to check in, say hello, see how you are and how business is going. Do you have a minute?
Let them talk. Be interested and curious.That is most of the call.
Then, when it is the right moment, this.
I also wanted to share a few new things I have created or learned and see whether any of them could take you further.
That is it. Ten calls. People who already know you, already paid you, and already trust you. There is no cold outreach in this, no funnel to build, and nothing to develop first.
Sales comes first, and the offer has to land
Sales comes first. It has to. But sales alone will not carry you if what you are selling does not land.
Ten calls
Ten calls is commitment. What comes back is the accountability.
So, make the calls. Then tell me what happened.
If you make the ten and want to talk through what worked and what did not, I am opening thirty-minute sessions to the first ten people who book. No charge.
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