I lost a deal today because I was too slow.
1. I am recording a ton of interviews for the network.
2. I am managing the post-production for all of said interviews. This includes management of the post-production team, a team which is spread world-wide.
3. I am managing the production of all of the articles written by our (growing) killer army of intrepidNOW columnists. And honestly, I spend time each week recruiting new columnists…
4. I am recruiting (by partnering with countless PR reps) future guests to the network.
5. I am managing the sales process for almost 100 opportunities (as of this writing).
6. I am managing the onboarding of four new clients (as of this writing).
7. I am servicing and managing all existing client projects.
8. I am handling the accounting and books for all of this business.
9. I am trying to spend time plotting and planning the future of this media company. This is harder than it sounds…
10. I am trying to spend some time managing both the customer experience, as well as the audience experience, to the network.
11. I am spending time on the promotion of all of our content, from social media, to public relations, to managing the mailing list.
12. Last but not least, I am trying to live a life, spending quality time loving and caring for my family.
Ok, that’s enough for now. You get the idea. I am busy.
And while I guess it shouldn’t be surprising that I am busy with a lot of work, it KILLS me that I lost a deal because I was too slow (I didn’t get a proposal submitted in time)…
I will lose sleep on this tonight. I promise.
Now, to be fair, I am part of a (very) small operation. I have a couple of associates, I have a small post-production team, plus I have my (growing) army of columnists…
I don’t have an ADMIN staff to handle all of this work.
Now, if you know me, I won’t forgive myself for losing this deal. I could certainly explain (give excuses) for what happened, but I won’t give myself any pardon.
Business is good. I am spending all of my time working existing clients, onboarding new clients, and running the actual business.
But clearly I am not spending enough time working new business opportunities. And that I will have to rectify. That is clearly a problem I will have to solve.
And I will.
But, the simple appeal of this note to you is to urge you to keep this story in mind for your own sales process focus…to give YOU warning…that SPEED matters.
When people express interest, you have to get information, and the answers to their questions, into their hands…FAST.
Granted, we all know this, but life does get in the way. I am publicly acknowledging my failings to give YOU fair warning: this is a problem.
But if you are aware of it, if you are conscious of it, perhaps you’ll take steps…UNLIKE ME…to so something about it.
Now…get to work.
He is a former marketing strategist, national political operative, and lobbyist.
Todd has published five books, writes a business + lifestyle column, is a distance runner, and lives in Chicago with his wife Stephanie + family.