How are your sales doing in 2009?

So far in 2009 it seems like you can't turn the corner without hearing the word recession. Perhaps your sales aren't quite as high as you would like them to be, or close to where they were this time last year? I can assure you that you're not the only one. However, it is very important to understand that opportunities are still abound even in an economic downturn.

Today as I am typing the Dow dropped another 300 points to below 7,000, but as you hear from every financial analyst, it is important not to panic. I was out running errands this weekend and couldn't believe the amount of people spending money. As a drove past a shopping mall I was surprised to see a packed parking lot at huge retaliers like Macy's, Best Buy, and Target. I even had to wait for a table trying to get a quick lunch. The reason I bring this up is the idea that the economy is indicating that times are tough, but there is always someone out there needing/wanting/willing to spend money.

At TempWorks it's no different. From a sales perspective we have had a very steady increase in the number of prospects over January and February. Our payroll processing, payroll funding, and software divisions are all staying busy. The trend as of late seems to be smaller firms are out there spending money. Whether they are looking to improve their interal processes via software, or looking to outsource their payroll to eliminate administrative overhead; we haven't been short on prospects so far in 2009. We have had some of our larger prospects put the project on hold due to the economic uncertainty, but for the most part conversations keep continuing.

I am not saying that everyone else is experiencing smooth sailing with thier organizations, but if you focus on the right items you can keep gaining sales in tough times. Certainly for TempWorks our success has stemmed from creating extra value to our customers and prospects. We continue to develop and expand on all of our product lines to demonstrate the value and need our services will bring. Although our clients are spending money with us, we are able to effectively show them the return on investment they should see. I am hearing many people worrying about the next sale they will get or how they really need that big sale. This is the incorrect mindset.

If your sales are lagging focus on how your customer will be able to improve their business with your product, not how you will be able to improve your business with the sale. Whether you sell staffing software or sell ballpoint pens your product has value, help your customers realize what that is and how they will benefit from it and you will be better off. What are you doing to create value? What can your customer expect in return if they decide to do business with you? Don't panic. Don't worry about your next big sale. You already know your job is to contribute to the economic growth of your organization, but in order to make sales you need to know how your products and services will contribute to the growth of your customers organization.

Any thoughts or comments on this issue? I would love to hear some feedback.