Time for Sales!
Time Management: The Accordion Effect
Author: Suzi Pomerantz
Copyright 2006 © Suzi Pomerantz. All rights reserved. This article is excerpted from Seal the Deal: The Essential Mindsets For Growing Your Professional Services Business (HRD Press, October 2006). www.sealthedealbook.com
INTRO: The biggest complaint I hear from coaches, consultants, and self-employed professionals is that you simply don’t have time to add sales or networking or marketing activities into your busy life. You know you should, but you are overwhelmed as it is. It’s like exercise. You know you should do it, but for some reason that extra hour of sleep seems more important, or you just don’t see how you could possibly fit one more thing into your already packed day.
Before we get into the subject of time and how to manage it, I have to tell you about a dynamic law called The Accordion Effect. The Accordion Effect applies to money as well as time, and both are important to any discussion of sales. The bellows of an accordion expand and contract in order to push the air through to make music. Time and money work the same way. Both expand and contract, come and go. Just as we know with certainty that the ocean tide will go out and it will come back in, both money and time follow the same energetic laws. They ebb and flow. Knowing this will give us access to a sense of continuity or even security.
ABOUT THE AUTHOR: Suzi Pomerantz, MT., MCC. is an award-winning master executive coach, facilitator, and author with over 15 years of experience working with leaders and teams in over 125 organizations internationally, including seven companies on the Fortune 100 list. Suzi authored 20 publications about coaching, ethics, and business development, including her book Seal the Deal: The Essential Mindsets for Growing Your Professional Services Business (HRD Press, 2006). (www.sealthedealbook.com). Suzi is the CEO of Innovative Leadership International LLC (www.innovativeleader.com),Vice President of the Board of Directors of the International Consortium for Coaching in Organizations and a founding member of the Editorial Board of the International Journal of Coaching in Organizations. Suzi's strength lies in helping leaders and organizations find clarity within chaos.