For any new business on the block, Momentum is probably the crucial ingredient to overall sales volume success.

Regardless of the product/service you're selling, or the market that you're selling into, the biggest point that anyone can keep focused on is Momentum-or more aptly called Follow-Through.

The best way to explain the concept is as always the most basic, simplistic, and therefore easiest to digest: "A Story About Bob's Widgets"

Bob started a widget distributorship.

All of his supply lines were integrated. Every conceivable form or piece of paper that could ever be needed was available.

He even budgeted for advertising.

So, Bob-Very Enthusiastically- went out to meet a few new Customers.

Well, Bob did quite well; Trudging through the barren Concrete sidewalks to each Oasis of Prospects. He actually found quite a demand for his widgets, in fact.

Amidst all the Hub-Bub, Bob even made a little bit of money...

...from the first 50 or 60 customers who begrudged him a Trial Order.

Each customer promised to Tell Their Friends, so Bob was expecting to benefit from all that "Word Of Mouth" he generated...

...to no avail.

So Bob Invested Tons in Advertising...

...to no avail.

"WHY? Why isn't all that Advertising and Word Of Mouth benefitting me yet?" Bob would ask...

...to no avail.

It turns out, that Bob did what so so many other Would-Be Entrepreneurs do.

He got complacent. He just didn't go for that 100th Customer.

"Why on earth would it need to be the 100th Customer?" You may ask.

It's called the "100th Monkey Syndrome."

In the 60's, scientists studying the diets of baboons were trying to introduce yams into the diets of the animals.

An interesting thing happened when they reached their 100th baboon!

Baboons on other islands in the region began to dig up the yams too...baboons that this particular team of scientists hadn't worked with!

It seems only after your market SEEMS saturated, do enough people recognize you as a source for your product/service/idea.

Fortunately Bob was smart enough to recognize this and just began his Campaign again!

Making sure to stick to his target of the first 100 Customers, he found it to be more like a game, for points, rather than just money too! It was Fun!

But it was only AFTER he became RECOGNIZED by the "Consumer" That Customers became Regular.

And THAT is why Momentum is Crucial!

Learn more about this author, Donald Pennington.
Click here to send author comments or questions.

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