Peak Your Profits: Know you can do it

Part two: Know you can do it!


Last week, I shared 10 strategies for recession results, in response to the question: Jeff, I recently heard you speak and have already successfully implemented lots of your strategies and suggestions, thanks. You’re right, they work!

Yet, I’m still concerned. In a recession and these challenging times, how do I keep myself and my people motivated, producing results, creating new business, generating profits and taking care of current customers?

For more depth on each strategy, please take a peek at part one. Yet, here’s a quick recap.

1. If you’re a leader, lead!

2. If you’re a salesperson, sell!

3. If you’re a service pro, serve!

4. Control what you can control. Stop worrying about all the other stuff.

5. Develop a re-newed commitment, purpose and desire to help decision-makers.

6. Today, someone is going to land a new client or acquire a new customer, it might as well be you.

7. Ask yourself, “Am I willing to do what I haven’t done to get what I haven’t got?”

8. While the future is filled with uncertainty and unknown, you can influence your future with your present choices and actions.

9. Now, I ain’t talkin’ about “blind optimism.” Winners attack with “transparent reality.” Meaning, they identify challenges and obstacles, then, they solve ‘em.

10. Be ruthless about your expenses. Yet don’t slash a penny if it’ll reduce the quality of your product or service. Or, your ability to deliver meaningful and memorable service.

Now, here are nine more:

11. Continue to invest in new technology, innovation and ways to do things better, faster, smarter. And, ways for you and your people to get better, faster, smarter. Read books. Listen to CDs. Watch DVDs. Attend a seminar, in-person or online.

Train. Coach. Teach.

Hire pros or advisors who know stuff, you and your people don’t.

Learn. Adapt. Apply.

You may now have fewer opportunities to market, sell, persuade, influence and serve. So when you get ‘em, you better be ready.

Therefore, invest in ongoing education, knowledge and skillbuilding. Your rewards and ROI will be huge. And remember, the “investment in intelligence” will always be far less, than the cost of ignorance!

12. Be decisive. Take action. Don’t talk. Do! You’re not compensated for intent. You’re compensated for results.

13. Realize, business-growth is about customer or client acquisition, satisfaction and retention. Always be on the prowl for new folks to help. But take great care of current customers. Satisfy them. Retain them. It’s more profitable!

14. Know value is still a powerful, competitive differentiator. And people will pay you for it. Yet, it’s your responsibility to articulate and convey it. Know your value. Make sure others know it too.

15. Don’t fall prey to fear. It turns the courageous into cowards. The powerful into the pitiful.

If you’re fearful, your people, customers and prospects will see it and sniff it. If you’re nervous, queasy, uneasy and panicky, so are they!

Hey, I haven’t said any of this will be simple or without discomfort. Yet, if you want to climb to a higher step or emerge victorious, you may have to pursue a path never taken.

16. Communicate with clarity and conviction to your people, your marketplace, your customers, clients and prospects.

Tell ‘em what you’re going to do. How you’re going to do it and then tell ‘em again.

Define expectations. Let them be known. Seek and get clarification. Understanding. Commitment.

Silence breeds misinformation, gossip, rumors and innuendo. They lead you astray.

This is a time for focus and discipline.

17. Create a calendar for results. A deadline for deliverables. You’ll do what, by when, for whom.

18. Ask yourself, “What can I do today, that would have an immediate, positive and profitable impact on my business?”

And, will you do it? Repeatedly? Consistently?

19. Believe. If you don’t, nobody else will. While it’s true, tough times call for tough people, those who are tough are among the best prepared, best trained and best believers.

The most recent best example, is the amazing, dramatic and stunningly spectacular performance of Chesley “Sully” Sullenberger III, pilot of U.S. Airways flight 1549, that he successfully ditched or “landed” in New York’s Hudson River.

Have you heard the cockpit recordings? Remarkable. His voice is calm. Controlled. Decisive.

Did he know the risks? The potential for failure? Of course. Was he thinking about them? Apparently not!

When “Sully” was asked by CBS television-news anchor Katie Couric, “If he was afraid of not making it ... ” he answered, “No, I knew I could do it.”

Because he knew he could do it, 155 lives were saved. To “Sully” the Hudson was the viable choice. The alternative with the greatest likelihood for success. It was no longer a river. It became a liquid tarmac.

Yet, once again, he knew he could do it.

With what’s before you ... can you do it?

Jeff Blackman is a speaker, author, success coach, broadcaster and lawyer who lives part-time on Marco Island. His clients call him a “business-growth specialist.” Send an e-mail to or go to to subscribe to his free e-letter.

© 2009 All rights reserved. This material may not be published, broadcast, rewritten or redistributed.

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