In business, we are always looking for formulas that never fail. One very basic formula that we all understand is “Sales = Business.” You must have sales to be a business. Simple, yes, but true. Another formula that can be trusted to work every time and should be the basis of every business:

“Attitude + Activity = Sales”

Let's look at this formula step by step. Webster’s Dictionary defines attitude as “a manner, disposition, feeling, position, etc., with regard to a person or thing; tendency or orientation, especially of the mind”.

Attitude

When we look at Attitude in this formula, we are talking about a “positive” attitude - an attitude that says, "This can be done and I'm the one to do it" With a positive attitude, you can accomplish almost anything.

Your mind is very powerful and can control much of how you feel physically. If you are thinking negative thoughts then generally you will feel more physically tired. If you are thinking positive thoughts then generally you will feel more energetic, excited, and able to complete a task. Think about spring-cleaning. The air outside smells fresh and alive, the weather is getting warmer, and the birds and the colors are rebounding from winter. With all that positive input, you cannot help but think positive thoughts. What happens next? You clean!

Your positive thoughts gave you the energy, the motivation, and the ability to take on a task (in this case, cleaning) and complete the task. Just as your mind has the power to affect your physical body in a positive way, it also has equal power to affect you in a negative way.

Writing down the answers to the following questions is an easy and extremely effective mental exercise to combat negative thoughts:

How do you see your life when you have reached the point of retirement?
What type of lifestyle will you lead?
What will you do and where will you go?
What type of home will you live in, and where will you live?

Take a moment and think about your dreams and goals. Write them down on an index card and laminate it. Whenever negative thoughts threaten to destroy your ability to be productive, simply spend ten minutes reviewing the goals on your index card. Lean back, close your eyes, and envision achieving your goals and dreams.

Attitude has a lot to do with your perspective. Change your perspective by focusing on the result of your hard work rather than the work itself. You will feel better, more energetic, and you will be motivated to accomplish those things needed to reach your goals.

Activity

Anyone can produce activity when trying to generate new business; however, it’s “intelligent” and “effective” activity that wins the day. For example, a new business owner may have the most positive attitude in the world and believe he can accomplish anything. His “activity” may include joining a local chamber of commerce and attending every event and ceaseless networking. He attends networking meetings so often that he invariably ends up networking himself out of business.

How can that happen? Simple, while he had “activity”, he did not have an understanding on how effective, or ineffective, that activity was toward his bottom line, which translates into sales – or lack thereof.

Effective activity is activity that generates enough prospects to close enough sales to be successful. While one networking activity at a local chamber may be a great activity tool, the other four may not be as effective. You need to analyze each activity and determine whether it is effective activity (producing numerous prospect opportunities) or an ineffective activity (producing minimal prospect opportunities).

Furthermore, effective prospect activity must include the opportunity for you to communicate, pitch, and present your products and services to enough prospects resulting in a certain portion purchasing your product or service.

In addition, know your numbers. An insurance salesperson goes business to business to sell insurance. She has determined that this is a good prospecting opportunity. She knows that if she talks to thirty people she will be able to get three presentations and one sale. With this activity plan, she knows that if she introduces herself to ninety people in a day she will be able to get in nine presentations, which will result in three sales.

The Winning Formula

The above example illustrates how “Attitude + Activity = Sales.” Being able to understand what activity is effective activity for your business will improve your attitude and motivate you to get it done. Having a good attitude will help you complete what you know to be effective activity. With both attitude and activity working in your favor, you will achieve more sales and your ultimate goals.

The understanding and application of this formula will also reveal the reasons why you are not having good success. If you are not making sales (or enough sales) then it can only be that you are lacking attitude, activity, or both.

With your finger on the problem, you can solve the problem.

“Attitude + Activity = Sales” has been a formula that has never failed me or anyone I know that has understood the true definition of the formula and used this formula in their day-to-day life. What is even more exciting about this formula is that it works in your personal life as well as it does in business. By replacing “Sales” with “Results”, you can apply the formula to anything you want to accomplish in life. It is truly amazing.

Mike Jones
President
Pravo Network, Inc.