First of all, we need to define ‘it’.
If ‘it’ is your Thing, then we need to make sure you’re super-clear on what you do that’s brilliant that ADDS VALUE or GETS A RESULT for people. It might be that you’ve stayed too ‘big’ with it and that’s overwhelming you. It might be that you’ve gone too ‘narrow’ with it and there’s not enough there to keep you busy/entertained. Take a look and see where you are with the size and scope of your Thing and if it’s enough to create that value and results for others.
If ‘it’ is your marketing, then it’s time for analysis... what IS generating leads, and what’s not. What leads (from where) are converting to sales? What are the messages that are working, what are the headlines or content that get engagement? What media is working for you? Is it online, offline, in person, automated, etc.? Take a really good look. It’s time for analysis and taking a close look. Of course, some marketing ‘takes a while’ to show it’s return (like PR, keynote speaking, writing often) but there are other types of marketing that give you instant indicators (Facebook or Google advertising, speaking with an offer, writing a sales page). Make sure you’re not expecting instant results from the wrong media, but at the same time do something (and quick) if you’re getting nothing but tumbleweed when you would be expecting enquires and sales...
If ‘it’ is your sales, look at who you are engaging in your sales process–are you talking to the right people (and, also importantly, at the right time). Are you asking the right questions? Are you painting the right picture of how you can help? Are you actually asking for the sale (don’t laugh, it’s easier than you think to have a conversation ‘about’ your Thing and how it can help then forget to ask for a commitment from your prospect to buy it!). Look at the last 10, 20 or 50 sales conversations you had and see which worked and which didn’t and find out why. And if you’re not already asking the ‘nos’ why they chose not to buy from you, now would be a good time to start... (not in aggressive way–just ask ‘so you can improve/understand’).
If ‘it’ is your programmes and packages, take a look at what you’re including and what you’re not. It’s as likely there’s ‘too much’ as there is ‘too little’ in what you’re offering. Check in with clients (or do a survey of past clients or even prospects) to see what they really want–it might surprise you. If you’re putting together a new package, think about offering a ‘beta’ version where you can openly ask for feedback while you deliver the content (in return for extra help from you/a lower price/etc). Labelling a new package or programme as a ‘beta’ gives you permission to add in or edit as you deliver, while asking for feedback from users as you go.
If ‘it’ is your energy, take a break. Have a nap, have a day off, have a holiday. Look at what you’re eating, whether you’re exercising, if you’re getting ‘down time’. We’re not machines, but we are very often a significant asset in our business. You need to look after your health, both physical and mental. Don’t think you can ‘power on through’ as this is only going to burn you out if you take that approach consistently. There are no prizes for running so fast you fall over before the finish line...
And don’t compare. Some people really do need less sleep, and may be able to eat and drink differently to you. We’re all different, that’s the point (just like we all have different Things!). But take the time to work out what works for you. Set up your working day/week to fit around what gives you the most energy to do your best work. There is no one way to manage energy, but there is your best way if you pay attention.
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