In business (and in life) today, we are expected to continuously reach higher and higher levels of productivity. However, there are only 24 hours in each day. As an entrepreneur, sales professional, or business owner you are most likely working harder than ever.
So, how can you possibly double your sales? Are you able to work twice as hard and hope for double the results? Not likely.
There must be a better way. There is, and it's been around for centuries (5,000 BC). It's called Leverage. So what exactly is Leverage and more importantly, how can you put it to work for you?
Here are a couple of definitions of Leverage that I like:
"A strategic advantage; power to act effectively"
"The quality of having a superior or more favorable position"
"Mechanical Advantage"
Simply put, leverage is creating a strategic advantage that will allow you to accomplish more than you could without the leverage. The greater the leverage, the greater the results.
Okay, so how do you actually use leverage to double your sales? There are many ways, but let me provide some examples of those I have either personally used or seen used successfully by others:
LEVERAGE YOUR EFFORTS: Another way of thinking of this is to "work smarter and not harder". Each and every effort you exert must continue to work long after the initial work is complete. Take your marketing for example. You should think two or three steps ahead for each marketing piece you design. How can you "repurpose" that marketing message into a newsletter article, or white paper, or video to continue to reap the benefits of your initial efforts.
LEVERAGE YOUR TIME: Without a doubt, time is our most precious commodity. Therefore it's imperative that we learn to leverage our time. Here are some of my favorite ways to increase sales by leveraging my time:
- Speaking. Instead of one-on-one presentations, you can leverage your time by speaking to groups. There are thousands of associations that are always looking for speakers.
- Systems. Automate as many office, clerical, and even sales functions as possible.
- Outsource. Work from your strengths and outsource the rest. You can outsource to workers in the Philippines for as little as $3/Hour. www.onlinejobs.ph
- Write. Become the expert in your field by writing articles. You will reach many more potential buyers...and your credibility will sky rocket.
LEVERAGE YOUR RELATIONSHIPS: Take a stroll through your Rolodex or contact list on a weekly basis. As the old saying goes, "It's who you know and not what you know that matters". Just remember, there are less than 6 Degrees of Separation between you and the person you need to know. There are some great social media networks that can assist such as Facebook, LinkedIn, and Spoke.
LEVERAGE YOUR EXISTING CUSTOMERS: This is one source of leverage that is consistently overlooked by businesses. It's also one of the best sources. Here are just a few of the ways you can leverage your existing customers:
- Use a survey to find out how you are doing, how you can serve them better, etc. Survey Monkey is a great choice - and it's free!
- Referrals
- Testimonials
- Recommendations/Product Ideas
LEVERAGE YOUR MONEY: Be careful on this one! There have been many well known companies that have leveraged themselves right into bankruptcy. The key here is to be prudent when spending/investing in your business. Make your money work for you instead of the other way around.
My challenge to you this week is to find just one or two areas that you can leverage in either your business life or personal life. Given that leverage has been around over 7000 years, I'm going out on a limb and saying it's a proven principle!
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to laugh as this local business owner has been standing downtown Nashville the last couple of days holding her sign, "Will Work for Business Loan". However, it's no laughing matter when it comes to small business financing. You can read her whole story 
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Mike is the President and Founder of Born To Win, LLC. Mike's core belief is that "We are all Born To Win" - but sometimes we need a little help.
