TO SPEND OR NOT TO SPEND, THAT IS THE QUESTION

If you are anything like me you have been reading and listening to the so called authorities trying to decide if the recession is still going on, coming to an end, or is over. As near as I can tell we are in the middle of the recession coming to an end and will be until it is over. (In other words, I don’t think anyone really knows)

What I have figured out is that many customers seem to think that we are well on our way out of the recession. When I talk to customers most, not all, seem to be optimistic and say they are looking forward to a big year of growth.

With that being said, I can’t seem to find any link between customers spending now or waiting to spend. Even though they feel we are past the worst part of the economic storm, they refuse to spend.

Is this a case of,”If I tell myself things are getting better maybe they will?” or is it a case of, “If I tell you that things are getting better they will?” Either way, what is being said and what is being done don’t line up very well.

It is a matter of to spend or not to spend. Lot’s of customers think that spending money right now is a little premature. I am not talking about spending a lot of money, some customers will not spend ANY money thinking that if the recession doesn’t end they will need every penny to keep their doors open. Other customers have started to spend a little more in hopes of rebuilding and being prepared for the time when the recession is over and business starts to pick up again. And then others are spending at levels equal to and maybe even ahead of the levels they were spending before the recession to really shore up their business and be on the front side of the growth curve as the country comes out of financial hibernation.

I believe that we are on our way out of the recession, however with all the world disorder right now, it is going to be a much slower rebuild than we first thought. What does this mean to you and me as far as our sales careers? It means that we need to be bringing the GOOD news to our customers. We need to be the people that keep positive indicators and positive outlooks on the future. NO, don’t lie or make things up, but do your homework and constantly be looking for the good economic news that you can share with your customers. Be on the lookout for the stories of growth and success. Talk about your personal successes.

As reps we have all been told that customers want to have a sales rep that helps them make the decision to buy. The same applies here, to spend or not to spend! You can be the catalyst that sparks your customer to placing an order by being the person who tells them about the good economic news and let’s them know that the sky isn’t falling and the world isn’t coming to an end.

Be positive, think positive, talk positive, and act positive!

Lorin