How many times have you been told, “When the going gets tough the tough work harder?” It sounds so logical so noble so American. It’s also so stupid.
Yes, stupid. There are times when working harder is just plain stupid, and the quicker you wake up and smell the coffee the sooner you can get the results you want. Until you come to this realization you’re stuck pushing a merry-go-round you can’t stop and you can’t change the path.
If it wasn’t you doing it and if you weren’t being told it’s the right thing to do by people who are supposed to “know” what to do you’d see the insanity as plain as the nose on your face. However, it is you and even though you question what you’re doing you also buy into the rhetoric that you just need to hunker down put your nose to the grind stone and keep on pushing. If you saw your friend doing what you’re doing you’d ask them to stop and take a look at what they’re doing and what they’re getting. Take your own advice.
Let’s take a non-emotional look at what’s happening. If you tried to unlock a door and the key didn’t fit you’d immediately search for the right key. Yet, you try to unlock the door to potential prospects with the wrong key every day all day and instead of searching for the right key you act as though you can somehow shove the wrong key in the lock and make it work.
In the door example what isn’t working is obvious and immediately solvable. In your business what isn’t working isn’t always immediately obvious or easily solvable. The first step is identification of what is causing what you’re doing not to produce the results you want.
Once you identify what isn’t working you have the opportunity to discover what you can change to make things work to produce the results you want. Just like our door example, continuing to shove the wrong key in the lock won’t work no matter how many times you do it. Sometimes the opportunity for improvement is in the actions you’re taking and sometimes the opportunity is obtained by making even minor adaptations in how you implement those actions.
This is your business. You are the person who decides how this business operates, what you want from the business, and how you get the results you want. When you don’t take a step back and review what you’re doing, why you’re doing it, and the results you’re getting you often miss the boat on the real opportunities because you never see them as you’re too busy focusing on doing more of the things that are getting the things you don’t want.
Now more than ever you have to be as effective and efficient as possible or you’ll never realize the profits you could have. Running around chasing after low value suspects is a horrible waste of all your resources. You need systems that produce the greatest results with the least effort and those systems need to be specific to you and your business.
Those systems will help you filter the world at large for the right people who are most likely to do business with you. That means you close more business more often with less effort and waste. That means you have more money and more time than you do now and a whole lot more satisfaction.
Rather than working harder what if you took a step back and devised a plan for real success? A plan that produced the results you want from the actions you take. If you did it would be easier for you to focus on the right actions and get the help you need to close the gaps between what you’ve gotten in the past and what you want in the future.