Are you an order taker or order maker?

Getting business has never been easy.   And it definitely isn’t going to get any easier in the years to come, especially in a world where we need to do more, better, quicker, with less.  With the recent Big Recession and the proclaimed double dip about to come, it is easy to become discouraged and proclaim that there is nothing we can do.  And that is exactly what “order takers” do.  They wait for the phone to ring, for people to walk into their business.   They go to networking events, hand out a bunch of business cards, and expect people to contact them.  They’re reactive, hoping that people line up outside their doors since they have such wonderful products or services.

Unfortunately, that strategy doesn’t work.  Today, business owners need “order makers”, not order takers, in order to achieve company goals.  Who are the order makers?

They are the ones who have the attitude to go after business and not wait for it to come to them.  They understand the need to get out there (i.e. prospect, network, follow-up with clients), and more importantly, have the desire to do it.  They’re proactive.  Hope is not a strategy for them, action is.  They understand, however, that drive alone will not lead to long-term success.

They also understand the need for a proven process that works for them in order to get more business.  This process usually consists of having some ability in the following areas: building rapport with prospects, asking the right questions, providing the right solutions, overcoming objections, appealing to motives, and gaining commitment.  They don’t wing it.  They follow the process one step at a time.

Sounds simple, no?    So, are you a order maker?

–
Robert Kelly