(TMMM) Stop Selling Low-Value Work!

One of the biggest mistakes business owners make is staying busy with work that pays the bills instead of focusing on work that builds wealth.

I was working with a business owner recently who had two services.

One generated around $1,000 for a full day's work.

The other generated around $1,000 in less than two hours.

Yet most of his time was still being spent chasing and delivering the lower-value work.

This is where so many businesses get stuck.

They confuse being busy with being productive.

The answer wasn't to stop offering the lower-value service altogether. It was to completely redesign the business model.

Here's the strategy:

• Focus your sales effort on the highest-value service.

• Use every job as an opportunity to upsell complementary services.

• Build automated follow-up systems so customers never forget you. (www.growthhub.net.nz)

• Create simple sales scripts and repeatable processes.

• Delegate the lower-value delivery work to your team while you stay focused on the highest-value activities.

Every business owner should continually ask:

"What is the highest-value thing only I can do?"

Then spend as much of your day there as possible.

Another lesson from our discussion was this:

Money is a lag measure.

Sales activity is a lead measure.

Don't obsess over revenue.

Obsess over the number of quality conversations, follow-ups, appointments and proposals you complete every day.

If you consistently win the lead measures, the lag measures eventually take care of themselves.

Finally, remember this:

Technology should compress time.

Use AI to build prospect lists.

Use video meetings instead of unnecessary travel.

Record your sales calls.

Review them.

Improve them.

Repeat.

Small daily improvements in your sales process compound into extraordinary business growth.

Work smarter.

Build systems.

Protect your time.

That's how you create a business that grows without demanding more and more of you.

Question:

What's one task you're still doing today that someone else could do, allowing you to focus on your highest-value work?

Have an outstanding week.