More clients. More sales. More profit.

And how do we get there?

More calls. More email blasts from marketing. More clients. More prospects. More transactions. More faster, too.

“More” is not “better.” “Better” is better. But more seems easier, doesn’t it? Want more clients, more sales, and more profits? Double up your activity and your bound to increase your client count, your revenue, and your profits.

Better clients, better sales, and better profits is a more difficult path.

Better clients are your dream clients, the ones for whom you can create breath-taking, jaw-dropping, earth shattering value and who value you. But they already have a partner-supplier and they aren’t receptive. Making more calls isn’t the answer; making better calls to better prospects is.

Better sales numbers aren’t easily had by doubling down on your activity (unless you are one of those poor lost souls with too little activity and a penchant for finding useful distractions). Better sales numbers are had by performing better. This means you have to acquire some chops, the kind that make you a valuable addition to your dream client’s team. Chops is what makes you better.

Better profit margins aren’t easily obtained either. You can raise your rates (and many salespeople and sales organizations can and should raise their already too low, trying-and-failing-by-competing-on-transactional-value rates). But higher profit margins are found by creating more value for your clients and customers. Creating more value is difficult, and it’s harder to sell to skeptical dream clients. But it’s what makes you better.

More of the same is just more. It’s not better. The truth is that if you want “more,” the fastest and surest way to get there is to be “better.”


Are you focused on “more” or “better?”

Will doing “more” radically change your results?

What impact would it have on your business if you were twice as good as you are right now? What impact would it have on your client’s businesses?

What are you doing right now to get “better?”

Post by Anthony Iannarino on December 14, 2013
Anthony Iannarino
Anthony Iannarino is a writer, an author of four books on the modern sales approach, an international speaker, and an entrepreneur. Anthony posts here daily.
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