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Blog #63 ¿Cómo generar ingresos en tu negocio? Parte 1

Por: Sophia Rodríguez, Asesora financiera

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¿Estás contra la pared y necesitas encontrar una manera de llegar a tu presupuesto, alcanzar tu meta de facturación o que más efectivo entre por la puerta? ¿Cómo generar ingresos en tu negocio?

Uno de los desafíos y más grandes fuentes de estrés de los emprendedores y dueños de pequeños negocios es el flujo de efectivo. O tal vez en tu caso estás de buena racha en tu negocio y estás experimentando un éxito nunca antes visto y estás sobrepasando tus metas de ventas.

Los grandes líderes de nuestra generación, han reconocido el valor de capitalizar el impulso para servir a más personas y generar más ingresos.

Y basándonos en esto es que quiero enfocar mi atención al escribir este Blog, ¿Cómo puedes generar ingresos en tu negocio? Estaré hablándote de la parte táctica más que de la técnica, porque para llegar a la parte técnica ¡Que me encanta!, tenemos que tener bien claras las fundaciones y las bases con la que empezaremos a construir el resto.

#1. ¿Cuál es el propósito de tu negocio? ¿Porqué y para qué haces lo que haces?

Si tu corazón y tu intención detrás de tu emprendimiento no están en el lugar correcto, lo más seguro que no tendrás al final los resultados que esperas.

El saber ¿De qué manera estás ayudando a tus clientes? ¿En qué les estás beneficiando? Y partir de allí comenzar a construir todo lo demás, si tu propósito inicial es solo hacer dinero, créeme que no vas a llegar tan lejos como quisieras.

Es por esto que te decía antes, que el propósito de porque haces lo que haces, tiene mucho que ver con generar ingresos. ¿Cómo buscamos oportunidades de servir a más personas y generar más ingresos en el camino? ¡Tu propósito te mantiene enfocado!

#2. Ser intencional con tus metas y tus expectativas.

Cómo líder emprendedor que eres es importante que seas intencional al ponerte metas (ya sea mensuales, cuatrimestrales o anuales) y expectativas, tanto para ti como para tu equipo de trabajo.

Con base en esas metas que te propongas, ¿Cuál va a ser el plan para cumplir esa meta? Para lo que sea que quieras hacer, siempre pregúntate ¿Qué tiene que ser verdad para que esto suceda?

Tener un plan por escrito te ayudará a poner todo en perspectiva.

El plan debe tener respuestas a algunas de estas preguntas:

  • ¿Qué es lo que quiero lograr (resultados)?
  • ¿Cómo vas a llegar allí?
  • O.K. Si este plan falla ¿Cuál sería mi plan B?
  • ¿Qué tiene que ser verdad para que esto suceda?

Si tu plan es por ejemplo a un año, que tienes que hacer durante el primer cuatrimestre, en el segundo y así sucesivamente. Para lograr lo que quieres en el año.

Es bueno que repases el plan con tu equipo de trabajo o con algún socio que esté full trabajando contigo dentro del negocio mano a mano. Pueden que ellos te den feedback de elementos que te estén faltando considerar, algo que puede o pueda fallar, el involucrar a tu equipo de trabajo es muy productivo porque se enganchan con el plan y hacia donde va el negocio desde el principio, todos saben para qué están trabajando y todos trabajan para el mismo objetivo.

Si no tienes un equipo de trabajo, o sea que trabajas solo y contratas distintos proveedores para realizar distintas tareas o proyectos en tu negocio, como yo en estos momentos, ponte de acuerdo con tu coach o algún amigo que hable tu mismo idioma (emprendimiento) y haz el ejercicio de repasar el plan, antes de ponerlo en marcha.

Algo que no puedes dejar de hacer es estar pendiente y tomarte el tiempo de una vez puesto en marcha tu plan, constantemente estar evaluando y revisando los resultados, para que puedas corregir a tiempo, lo que necesite ser corregido.

Ojo, que estoy segura de que el plan original puede que falle más de una vez, considera un margen de error en tu plan. Puede fallar o tener éxito en un 50% de probabilidades.

#3. La conversación de generación de ingresos, no debes reservártela solo cuando estás en momentos de valles o en momentos de picos.

No te conviertas en esos tipos de líderes que solo hablan acerca de generar más ingresos con su equipo de trabajo solo cuando el negocio va mal, o solo cuando el negocio va muy bien, se constante con este tipo de conversación. Siempre debe ser un tema de conversación en tu negocio.

Mantener los canales de comunicación abiertos con tu equipo de trabajo, darle algo de sentido de pertenencia, de nuevo ellos deben igual estar involucrados con tu propósito.

#4. Las 3 preguntas que debes hacerte antes poner en marcha un plan para generar ingresos.

  • ¿Qué tenemos actualmente que nos está funcionando, que podríamos o necesitamos amplificar?

Muchos emprendedores creen que, para generar ingresos, tienen que crear nuevas cosas, o nuevas ideas, pero si te pones a pensar, creo que lo más fácil que puedes hacer es agarrar eso que sí te está funcionando y amplificarlo.

¿Porqué? Es algo que definitivamente ya conoces, tu equipo lo conoce, al contrario que si comienzas de cero a meterte en todo lo que conlleva el poder ofrecer un nuevo producto o servicio. Toda esa inversión, a lo mejor tener que contratar más personal, el tiempo que le tienes que dedicar a desarrollarlo, ¡Es mucho trabajo, tiempo y dinero!

Te pongo el ejemplo de un cliente que tiene un negocio de fotografía, estábamos buscando maneras de cómo generar más ingresos; cuando comenzamos a ver qué podría hacer, sus números me decían que uno de sus productos en donde generaba miles de dólares al mes era en las ventas de videos, pero de los ingresos que generaban esas ventas, el solo recibía el dinero y le pasaba un 70% a su proveedor  de videos, definitivamente que le dije, que estaba dejando ir demasiado dinero en este producto, que tenía que reestructurar su plan de compensación y, llegó a un acuerdo justo con su videógrafo, como resultado, paso de ganar solo 30% a un 50% por venta. Solo hacer ese pequeño ajuste, le hizo generar un 20% más de ingresos mensualmente.

  • ¿Qué nuevas ideas o flujo de ingresos son posibles?

Enfocándote y recordando tu propósito, estar atento a ¿Cuáles son los problemas que tus clientes te dicen que están experimentando? ¿Qué es lo que constantemente te repiten, que están necesitando?

Las ideas que sean generadas a través de tus clientes, son valiosísimas. Y en la medida de los posible que sean ideas que puedas generar con los recursos que tienes ahora.

Aquí es clave que puedas reconocer qué ideas sean oportunidades de las que solo sean distracciones.

Es mejor ir lento, poco a poco y mantener la misma satisfacción y experiencia de tus clientes y encontrar formas con las que puedas ganar más dinero en esas áreas.

En vez de ir tras cada idea que se nos viene a la mente ¡Qué sé que son muchísimas! ¡Mea culpa! Y enfocarnos en lo prioritario.

  • ¿Qué tenemos que parar de hacer porque nos está drenando nuestros recursos?

Si un producto o servicio no está cumpliendo su propósito, el propósito inicial por lo cual lo creaste ni tampoco está generando ingresos, entonces es hora de evaluar porque no está funcionando. Buscar en que áreas puede estar fallando, puede ser en ventas, mercadeo, o simplemente el mercado ha cambiado y ya no está sirviéndole a mi cliente.

Una vez que encuentres en que área falló, puedes empezar a evaluar ¿Cuánto me costará hacerle los cambios necesarios para que funcione? ¿Vale la pena meterle esfuerzo para continuar ofreciéndolo?

#5. Antes de poner en marcha un plan para cumplir una meta de ingresos, involucra a tu equipo de trabajo que actúen como socios del negocio.

Recuerda que tu equipo tiene que estar conectado con el propósito de ese producto o servicio, por ejemplo, si yo tuviese un equipo de trabajo actualmente, y estoy creando un nuevo curso digital para emprendedores, ellos tendrían que estar conectados con el propósito de ese curso digital, “Poder ayudar a la mayor cantidad de emprendedores de habla hispana a organizar sus finanzas y que puedan vivir de su pasión”.

Si hablas con tu equipo de venta acerca del nuevo plan que quieres implementar, y te dicen que no creen que ese sea el precio correcto, es muy probable que al cabo de 3 a 6 meses vayas a terminar vendiendo el producto o servicio a la mita de su precio original o que no veas cumplir tus metas de ventas, entonces creo que vale la pena realizar este ejercicio a tiempo, y evitar gastar tiempo y dinero en algo que puedes corregir y cumplir las objeciones que haya en el tiempo oportuno.

Espero que estos consejos te hayan servido, si es así, compártelo en tus redes sociales, me encantaría leer que te pareció y tu opinión acerca de este tema, déjame tus comentarios aquí abajo. Te recomiendo leer: Los 3 pasos iniciales para mejorar tu relación con el dinero.

Hasta la próxima,

Sophia

Coach financiera para Emprendedores

 

Si te gustó este episodio, comparte:

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Bienvenido a Finanzas con Sophia. En cada episodio te ayudo a optimizar tus finanzas personales, comprender cómo funciona el mundo de las inversiones, y cultivar una mentalidad de éxito.

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Yo ya vivo esa realidad y mis clientes también. Ahora es tu momento.

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