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Mar 25, 201408:16 AMThe Gray Area

with Donna Gray

9 tips for navigating rough business waters

(page 1 of 2)

Katharine Hepburn, one of my favorite actresses of all time, once said, “As one goes through life, one learns that if you don’t paddle your own canoe, you don’t move.” An old fisherman’s saying goes like this: “Forty thousand wishes won’t fill your bucket with fishes.”

With the economy starting to recover, it’s my humble opinion that we should be out there, paddling and fishing with passion. Since a sales pipeline has to stay full, the only way to do this is to grab the paddle (a list of good business contacts) and pole (phone, email, personal letter/note), put the canoe (self motivation) in the water, and get going.

Our pond (the market trade area) has increased in size. It’s bigger than ever because the Internet makes it possible to sell virtually anything to anyone, anywhere. It’s smaller than ever because the competition from everywhere on the Web is increasing exponentially by the minute. Those with the best “bait” and the most determination and patience will succeed.

Determination is the tireless pursuit of a goal, purpose, or cause. Whether paddling across a pond or prospecting for new business accounts, determination helps us get around barriers and stop signs, and stay committed to reaching the end goal … signing a customer to a new deal and landing safely on the shore.

There are many ways to paddle correctly in business. Some techniques might have to be adjusted frequently. Some might require mapping out a plan of action. Some might expect us to join forces with another paddler. They all would require us to be fired up, filled with energy to succeed, ready to put our backs to the task, and persist even when the waves threaten to come up over the canoe.

So here’s my take on how to handle the rapids and eddies:


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