Category Archives: Lead generation

These blogs focus on our lead generation services, as well as discussions of the latest methods and tips.

What are the key sales performance drivers?

The world has changed in so many ways in the last year and businesses have needed to adapt to the shifting situation to keep growing and thriving. Now that we are slowly making our way back to normality, it’s worth going back to basics with your sales and marketing and reviewing your approach to generating and nurturing leads as well as converting those into sales.

If you have been following the same sales path for years, then it is probably time to look at changing things up. Here are a few thoughts to start you on the road to sales success.

  • Clarify: Understanding where your business sits in the marketplace is key to this. What do you do best? Who needs what you do? How do you best approach them? How much are they willing to pay?
  • Goals: Every sales teams needs goals, both as something to strive for, and to give you, as their manager, something to measure your success against. When did you last review your sales goals? Are they fit for purpose in 2021? If they are the same ones you had in 2019 then you should certainly be looking at how your priorities have changed.
  • Results: Drilling down into your sales data will teach you how good your goals are. If your sales team are under-performing, is it about inappropriate targeting and goals setting than under achievement?  Reviewing the number of leads, conversion rates, and other KPIs will help you focus on the real problems and enable you to look for solutions.
  • Activity: Simply doing more is the best way to generate more leads. Talking to more of your existing prospects will connect them to your business more closely. Looking at the results will tell you what has worked, and what hasn’t, meaning you can start to establish a route to growing your sales pipeline.
  • Understanding: Knowing what your key prospects, and your existing customers, want and expect of you will enable you to strengthen your relationship with them. This will help establish a sales process and create workable and effective follow up routines which fit in with your overall process.

These are just the first few steps on the road, and we will look at other aspects of building your sales performance another time. The quickest way to building an effective sales pipeline is to work with a reliable established partner.  Your Business Development Team have a fifteen-year track record of generating and nurturing leads, and supporting our clients in many industries to build and refine relationships. Our “Improved Sales Conversion” process provides a clear roadmap to enhanced understanding, better follow ups and a sales pipeline that you can develop into profitable orders. To learn more about how we can help get in touch

Why selling takes time and effort?

On a cold February morning in the middle of another lockdown planning how to improve your sales can seem like all too much effort. If you are thinking “well this worked when we did it before”, and before was 2019 then it likely will be wasted effort.

Doing more of “the same old same old” in 2021 is not very practical. Walking into your customer’s office with a smile and a firm handshake just isn’t happening. Unimaginative selling had been slowly dying long before the Pandemic, but now we all need to think more clearly about how we sell, and most importantly what our customer thinks of our interactions with them.

“How you sell matters. What your process is matters. But how your customers feel when they engage with you matters more.” – Tiffani Bova

Innovation in your lead generation and nurturing is important. Now more than ever. With the world now firmly online, there is the temptation to rely on a few social media posts to do your lead generation for you. Your competitors probably think the same, but my experience shows that contacting customers directly raises you above the background noise of the Internet. Going offline to engage with your potential customers can positively influence their view of your company. One of my team was sent a drinks coaster by a supplier, a simple gesture but it showed that when so many companies have gone quiet and are just hoping for it all to be over soon, his supplier is still there ready and able to do business.

So, why does selling take time and effort? Because your customers are worth it. Taking the time to build a relationship with a new contact, understanding their business and what they need from you is a key piece in building the jigsaw puzzle of a sale. When much of their contact comes from instant sales pitches on LinkedIn, or they haven’t heard from a supplier in months, being contacted by a company that is interested and actively seeking to work with them will encourage them to look seriously at your offer and ultimately to buy from you.

A stat I have used on our website comes from Wanda Allan; “80% of sales are made between the 5th and 12th contact yet, 90% of sales people make 3 contacts or less”. Your Business Development Team offer dedicated support to your sales team. Lead generation can be time consuming and your skilled salespeople’s time is usually best spent on the later stages of the sales process where their knowledge of your products and services matters most. That leaves the crucial area in the middle, nurturing those leads to the point that they are ready to buy. Remember Wanda’s stat. It isn’t your sales team’s fault that they only have time to make three calls rather than five or twelve. They are doubtless stretched in lots of directions having to keep existing customer happy, while also prospecting for new business. Your Business Development Team can fill in that gap between the lead and the sale.

For more information how Your Business Development Team will work with you to generate and nurture the leads that are vital to your business’s recovery visit our Lead Nurturing page, and get in touch to talk amore about our service.

Top 5 tips for business growth in 2021

Whilst 2020 has not been what we planned for, for many, 2021 needs to be a year of significant growth if we are to return to where we were pre-pandemic. This time of year, is traditionally a time to gather your plans for new campaigns launched in the new year. This week, we wanted to offer you our top tips for business growth:

Tip #1CHOOSE THE RIGHT MARKETING TOOLS TO SUPPORT YOUR MESSAGE

A successful campaign needs a specific approach and message which are relevant to the issues that you wish to solve. As part of this process, you will decide which will be your target markets and then choose the appropriate tools.

We are not suggesting that you have to choose one marketing tool only; you can run a number of campaigns using different tools and tactics. In many ways, the tools and tactics you use are all relevant as long as they appeal to your target markets and convey your message correctly.

Tip #2: HAVE A CLEAR SALES PROCESS:

How many times have you been told that selling is not rocket science? Whilst we agree that you should keep things reasonably simple, don’t be too simplistic.  A clear process that everyone works to, can help streamline your process and increase productivity and success. Some things to consider are:

  • Speed of response to enquiry
  • Accuracy in identifying needs
  • Demonstrating your capabilities
  • Packages and standardisation of products
  • Your CRM and automation tools
  • Relationship building

Tip # 3: FOLLOW UP, FOLLOW UP, FOLLOW UP

One of our favourite quotes demonstrating this is from Wanda Alan, who wrote Follow Up Sales Strategies. She said that 80% of sales are made between the 5th and 12th contact, yet most salespeople only make three follow up calls or less. The number of contacts are irrelevant; what matters is that you make as many as it takes to get a definitive answer.

Against popular belief, prospects normally appreciate your follow up as long as it is done in a polite and appropriate manner. Timelines will depend on your product and sales cycle, but we have been known to keep in touch with people for several years before they eventually became clients. Don’t give up: believe in your product and remember that you are talking to people who expressed an interest in your company.

Tip # 4: UNDERSTAND YOUR PROSPECTS

When we get frustrated with following up, we take a deep breath and remember some research undertaken by DISC which identified that only around 35% of the population make decisions quickly.  The remainder still like to take their time but, importantly, do make buying decisions eventually. To help you use this in practice, consider your prospects’ buying persona, of which there are four:

  1. The Decisive: These buyers have a clear picture in their mind of which results they want. They value rapid action so will typically make quick decisions if they feel your solution is right.
  2. The Interactive: These buyers want to shape events and enjoy “getting their way” when it comes to negotiations or buying something. They typically make quick buying decisions, particularly when they feel a sense of connection with you.
  3. The Stabiliser. These buyers are more passive and introverted and interested in the how and why of a solution. Their primary interests are in maintaining stability, so they prefer to “take their time” and weigh up all options and outcomes before making a decision.
  4. The Conscientious: These buyers are also more passive and introverted. They too take a much more detailed and accuracy-based approach to their buying habits. Without sufficient data to prove any statements made to them, you will fail to achieve their buy-in.

Tip # 5: TEST AND MEASURE

Once you are clear on your message and campaign tools, start experimenting to see how you get your message across best. This will ensure that you get a better return from your campaign. Here are a few things to consider:

  1. Try a number of platforms to promote your message
  2. Segment your data and send smaller campaigns to see which get better engagement
  3. Try to use new tactics you have not used before

All of the above are great ways to test, but the key thing is to measure your results carefully to ensure you understand what works best at the moment. One more thing to remember is to be realistic and give it time and some repetition to ensure you are being heard.

We hope you have found this useful. Should you want more, we have created a small series of targetted eBooks, designed to help you put together a successful sales process from lead generation to conversion. Click here to download them from our website.

Planning in the age of uncertainty

Here is a wonderful quote from J.R.R. Tolkien which is particularly apt for the current environment: ‘It does not do to leave a live dragon out of your calculations, if you live near one.’

Planning is recommended by experts in all walks of life as a way to support business growth but what happens if planning becomes very difficult due to uncertainty, as we are experiencing at the moment? Do you abandon it all together? I believe that you should always have a plan in place, covering short and long term, whilst not forgetting the dragons nearby. Here are five tips I have collected for you to consider:

  1. A tip from Oxbridge Academy Blog:

Focus on what you can control: You have to accept that some things are completely out of your control. For example, you cannot control most of the effects that the coronavirus has had on your everyday life. While accepting the things that you cannot control, you should focus on controlling the things that you can. This can include maintaining a positive attitude, controlling your spending habits, or deciding to learn something new. In the face of a difficult situation, you may need more determination than ever before to work on yourself and get through the tough times. 

  • A tip from Life Lanes:

Have “go-to” people who can help you every step of the way. Having people you can reach to in times of change can get you through even the most uncertain of times. You do not need to know everything. You just need to know people and organizations you can trust to fill in the gaps for what you do not know.

  • A tip from Management Centre:

Use scenario planning instead of traditional goal setting: Scenario planning can get you outside the normal strategic planning box by encouraging you to think about multiple futures and how these futures would impact on what you would need to deliver your mission. They may even, if profound enough, encourage you to change or adapt your mission.

  • A tip from Great Performance:

Prepare yourself for various possibilities: The most challenging part of being uncertain is the inability to feel in control. Being human, we want to know how things will go so as to be comfortable. Uncertainty takes this from us. Things change too fast for us to experience this. Therefore, instead of expecting specific outcomes from life, it makes more sense to simply prepare yourself for various possibilities. For example, you can make lists of the activities that you will perform in case things go one way or another. One of the characteristics of an uncertain future is luck. This is when things go exactly as you desired. It is important to know that luck happens when preparation and opportunity meet.

  • A tip from Your Business Development team:

Always be selling: Planning for growth is one of the key things that will make a difference to your future as a business. Creating new business and improving your sales conversion are born from a structured process which you can set up and follow in any environment. This process takes time so use the downtime to plan and start conversations with people in your target market. This means that when things move forward you will be first in line for consideration.

I hope you have found some inspiration in our Blog today. If you are looking to create a sales process or strategy, we might be able to help you. Click here to find out more or get in touch to discuss your specific circumstances.

Post lockdown working environment: has the sales process changed forever?

As we are living in times of tremendous change and uncertainty, I thought I would look for a quote from Deepak Chopra, My favourite change and transformation man. Hope you like this one:

“Simply with a change of mind you can change your life.”

One of the big changes we have all had to adapt to in the workplace, is the lack of face to face meetings. As a result, most people are now used to managing their meetings on virtual platforms. In many ways this has been a revelation showing that travel can be reduced making our working week much more productive.

This change has had a big impact on the sales process, particularly for high value sales. Salespeople typically spend 2-3 days of their week on the road, networking and meeting prospects to build strong relationships and promote sales. Face to face communication is considered an important factor in most sales processes offering great opportunities to get to know people. The tactile feeling you get from having lunch with a client or visiting a prospect’s site is hard to duplicate online.

Another element that differentiates sales activity is that it is not necessarily meant to be productive from a tick box perspective. Whilst your salesperson might be working long hours and running around, a lot of what they do is prospective as that is the nature of the job, particularly if they are developing new business. Current limitations mean that most of this activity is either postponed or undertaken online and that takes getting used to.

A lot has been written about how to adapt your sale style to suit online meetings and I think it is important to spend some time reading and reflecting about this. Here are a few important elements to consider when preparing for a virtual sales meeting:

Preparation:

  1. Make sure you have a reliable Wi-Fi connection at your office
  2. Consider what people can see in the background
  3. Dress appropriately
  4. Do your research
  5. Prepare slides to manage the meeting
  6. Be clear on your goals

In the meeting itself:

  1. Always appear engaged, smile and nod
  2. Look at the people you are talking to
  3. Allow time for questions and feedback
  4. Agree next steps and book the next meeting

After the meeting:

  1. Email all information required
  2. Send the next meeting invitation
  3. Follow up with the key decision maker for their feedback
  4. Make sure you are all on the same page

Going back to the quote from Deepak Chopra, the most important thing to manage now is your sales team’s mindset. If you can maintain a ‘can do’ attitude, you will get better results quicker. I do not see the sales process changing forever but I do think that, in the post pandemic world, virtual meetings are going to be more popular so learning to manage them is time well spent.

Where do you see selling going in the near- and long-term future?

Just in case you need support with your sales operation, we have a new service designed to support your sales kickstart as you are bouncing back from lockdown. You can read more about it here then give us a call to arrange your free target market workshop to kickstart your sales strategy.

Are your salespeople up for the challenge?

You can always count on Brian Tracy to provide a good quote when it comes to sales success; how about this one, ‘Keep yourself positive, cheerful and goal orientated. Sales success is 80% attitude and only 20% aptitude.’

What I love about sales quotes, is that they make everything sound very simple and easy. In reality, achieving sales success can be hard work. I do agree with Brian Tracy that attitude and aptitude are the two main components to consider if you are looking to improve your sales success. Whilst there are many things to consider, these are the key elements in my opinion:

Attitude:

  • Poor attention to details: When it comes to new business, details are essential to progress the sale. Appearing too pushy, closing too soon, or trying to promote the wrong solution can all result in a sale not going ahead.
  • Lack of empathy: A successful sales process must include developing trust, and empathy is a big part of that.
  • Lack of enterprise: Working on business development tends to bring up challenges regularly which require rapid response and creativity. Note that sometime the problem can be related to your management style rather than your staff.
  • Lack of ambition: People who want a regular 9:00-5:00 job should not become salespeople. You want your team to have fire in their bellies, always looking to have more (money, training, responsibility, products, territory)

Aptitude:

  • Poor communication skills: This is not so much about verbal communication but about written communication and presentation style which can sometimes get in the way of a sale.
  • Lack of processes and systems: Boring as it might sound, a well-designed sales process can be the difference between success and failure. The more defined processes and clear systems you have, the easier it becomes for your sales team to focus on selling.
  • Lack of clear strategy: If you have not looked at your strategy in a while, please make sure you do. Without a strategy, progress will be slow and measurement almost impossible.
  • Lack of organisation skills: Keeping on top of a sales funnel and pipeline takes some organisation. Sales is one of those jobs where you need to multitask to ensure that you are always moving forward.

An important thing to remember is that aptitude is easier to train and fix, whilst changing someone’s attitude is harder. The thing with attitude is that it is forever changing; people can be fantastic sometimes and struggle at other times. This is particularly true when it comes to hard times and rapid change, both of which are very prevalent at the moment. If you are starting to bring your sales team back from furlough, you will need to make sure that you are paying attention to their frame of mind and attitude, ensuring you give them the right support.

What can you do to make this happen? Well, because we are a very helpful company, we decided to develop a new service designed to support your sales kickstart as you are bouncing back from lockdown. You can read more about it here then give us a call to arrange your free target market workshop to kickstart your sales strategy.

Why is business development the next thing to look at?

Clear or not in terms of details, the Government’s new message is opening the possibility for more businesses to get back to work.  As the economy starts to move, you are likely to start considering your sales revenue again. A famous quote from the writer H. Jackson Brown JR said, ‘There is nothing more expensive than missed opportunities.’  Whilst it looks like business development and sales opportunities are hard to come by at the moment, sooner or later you will need to find ways of growing your pipeline again.

You might think that, whilst this is true, now is not the time to consider business development or sales as currently you are not even sure how you will get your staff back to the office. This is very true, but I am afraid that you might need to consider multi-tasking.  This is because turning your sales on in one swift move might prove challenging for a number of reasons:

  • Many new projects and pipeline opportunities might not be relevant or still on hold
  • Many of your existing clients might not be in a position to spend as much or at all
  • Your key product might not be relevant anymore and you will need to consider promoting other products
  • New business sales take longer to develop and require a period of nurturing and relationship building

Another problem you might find, particularly if you come to rely more on new business development, is that your sales staff can take time to get used to the new way of working especially if they have been furloughed for a few months. You may also need to consider a new sales process, sales collateral and marketing message.

In other words, like most things, if you want to achieve success, your sales launch will need to be considered and planned and this will take time. The last thing you want is to come to a point where you find some great opportunities in the emerging market place but you are unable to go after them properly because you don’t have the right plan in place; especially as at the moment, many of us are time rich and cash poor.

What can you do to make this happen? Well, because we are a very helpful company, we decided to develop a new service designed to support your sales kickstart. You can read more about it here then give us a call to arrange your free target market workshop to kickstart your sales strategy.

Crisis Lead Generation tips from YBDT, round two…

In the past few weeks since the UK has gone into Lock-down, we have been posting tips to help companies consider their marketing during the Coronavirus crisis. Here is a summary of the latest tips in case you missed them:

Tip # 5: Test and Measure

Once you are clear on your message and campaign tools, start experimenting to see how you get your message across best. This will ensure that you get a better return from your campaign. Here are a few things to consider:

  1. Try a number of platforms to promote your message
  2. Segment your data and send smaller campaigns to see which get better engagement
  3. Try to use new tactics you have not used before

All of the above are great ways to test but the key thing is to measure your results carefully to ensure you understand what works best at the moment. One more thing to remember is to be realistic and give it time and some repetition to ensure you are being heard.

Tip # 6: Follow up, follow up, follow up

I hope that our previous tips have helped you put together a winning marketing campaign that is appropriate for the current climate. Our tip today relates to what you should do once the dust has settled behind your campaign. To ensure that you are maximising on your return, follow up with every lead you generated and keep following up until you get a definitive answer.

One of my favourite quotes demonstrating this is from Wanda Alan who wrote Follow Up Sales Strategies. She said that 80% of sales are made between the 5th and 12th contact, yet most salespeople only make three follow up calls or less. The numbers of contacts are irrelevant, what matters is that you make as many as it takes to get a definitive answer.

Against popular belief, prospects normally appreciate your follow up as long as it is done in a polite and appropriate manner. Timelines will depend on your product and sales cycle but I have been known to keep in touch with people for several years before they eventually became clients. Don’t give up, believe in your product and remember that you are talking to people who expressed an interest in your company.

Tip # 7: Identify your clients’ buying personas

Last week my tip was all about ensuring you follow up with your prospects until you get a definitive answer. If you have followed up on this advice, you might be feeling rather frustrated with some of your leads by now. This is why this week’s tip is all about making some sense of buying personas which in turn will help you follow up more effectively.

When I get frustrated with following up, I take a deep breath and remind myself of a piece of research undertaken by DISC which identified that only around 35% of the population make decisions quickly, the rest still like to take their time but, importantly, do make buying decisions eventually. To help you use this in practice, consider your prospects’ buying decision, of which there are four:

  1. The Decisive: These buyers have a clear picture in their mind of what results they want. They value rapid action so will typically make quick decisions if they feel your solution is right.
  2. The Interactive: These buyers want to shape events and enjoy “getting their way” when it comes to negotiations or buying something. They typically make quick buying decision particularly when they feel a sense of connection with you.
  3. The Stabiliser. These buyers are more passive and introverted and interested in the how and why of a solution. Their primary interests are in maintaining stability so prefer to “take their time” and weigh up all options and outcomes before making a decision.
  4. The Conscientious: These buyers are also more passive and introverted. They too take a much more detailed and accuracy-based approach to their buying habits. Without sufficient data to prove any statements made to them, you will fail to achieve their buy-in.

Now you are aware, I suggest that you take some time considering your pipeline opportunities and dividing them up into buying personas where possible. This will really help with setting expectations and probable timelines. It might even help you to get rid of some dead horses too.

I hope this is helpful to your current thinking. As always, I am happy to have a chat and share the insights we are gathering from the campaigns we are running for clients at the moment.

Crisis Lead Generation tips from YBDT

In the past few weeks since the UK has gone into Lock-down, we have been posting tips to help companies consider their marketing during the Coronavirus crisis. Here is a summary of the latest tips in case you missed them:

Tip #1: DON’T STOP YOUR MARKETING ACTIVITIES

As part of ‘doing my bit’ in the current crisis, I have decided to share some daily insights and tips to help your thinking and plans regarding marketing. My first tip is simply to keep your marketing communication channels open.

 I know that everyone is looking at cutting costs and stopping your marketing can be very tempting in this context. However, I think it is useful to remember two things:

  1. If you want to carry on trading, you need to let people know you are working and able to support them still.
  2. This is a time-bound situation, whilst we don’t know how long it will last, we know it will finish. Trust me, once this happens you will want to have a sales pipeline.

Tip #2: FIND YOUR PARTICULAR CRISIS MESSAGE

I see a lot of online conversations about whether you should mention Covid 19 in your marketing content or not. In my opinion, the crisis is so whole-consuming that you have to make reference to it. That said, you will need to find your own voice and decide how you approach it. A few examples I liked today:

  1. Our client, Sentinel Group Security are looking at ways of supporting front line organisations free of charge
  2. My colleague, Adam Young from Fine Young Films, offering a home-made video editing service
  3. Here is our special offer to support companies in the transition to remote working: https://www.yourbizdevteam.co.uk/telephone-services.php

Tip #3: SET SOFTER TARGETS TO YOUR LEAD GENERATION CAMPAIGNS

I often have to manage my clients’ expectations at the best of times let alone in the middle of an unprecedented crisis. Most companies are not in a position to make any purchases right now. This does not mean you should stop all lead gen activities and focus on existing business only. Ask yourself two questions:

  • What can you do which is relevant and helpful right now?
  • Who will benefit most?

There is nothing wrong with offering free of charge or reduced cost services in the spirit of supporting each other. Make sure it is done strategically and within a framework you are happy to support. Then let your prospective clients know what you are doing and target your team to start some useful conversations with new prospects they have not spoken to before.

To let you in on a professional secret, this kind of target is a good one to have anytime. in my experience, all sales start with a useful conversation so make sure you are having lost of them now. This will definitely put you in a better place to develop new business when we are back to normal trading again.

Tip #4CHOOSE THE RIGHT MARKETING TOOLS TO SUPPORT YOUR MESSAGE

If you are looking at running some marketing campaigns at the moment, choosing the right tools to support your message is very important. I have already recommended here that you have a specific approach and message which is relevant to the situation. As part of this process, you will have decided who will be your target markets for this which puts you in the right place to choose your tools.

I am not suggesting that you have to choose one marketing tool only; you can run a number of campaigns using different tools and tactics. In many ways the tools and tactics you use are all relevant as long as they appeal to your target markets and convey your message correctly. Have I managed to confuse you yet?

Here are a few examples to make my point clearer:

  1. If your marketing message is all about reassuring your clients that you are here to support them and still open for business, you may want to choose a personal email with a telephone follow up. This will help you to convey a more personal message aimed at companies with whom you have an established relationship. You will also gain invaluable information through speaking to your clients and understanding their main challenges.
  2. If you are running a webinar to provide business support to companies which is open to all companies in a specific industry, you are better off using Social Media, and LinkedIn in particular, to appeal to decision makers in the relevant industry.

I hope this is helpful to your current thinking. As always, I am happy to have a chat and share the insights we are gathering from the campaigns we are running for clients at the moment.

About Social Distancing and marketing

The current situation we find ourselves in reminds me of a famous quote from Albert Einstein: ‘The measure of intelligence is the ability to change’. One of the proofs to this is the use of the new term, Social Distancing. A few weeks ago, none of us really knew what it meant. Today we are already looking at how we can improve our productivity working from home and considering how we can run effective meetings online. Moreover, if you key ‘Social Distancing’ into Google you get a whole load of great images you can use in your blogs and articles.

I am not making light of the situation; it is a worrying time to many of us whilst we struggle to make sense of it all. When we hit stressful and unknown times in business, decision makers tend to respond in two different ways:

  1. Looking at the situation in the short-term context and evaluating what is best for their company in this light.
  2. Looking at the situation in the long-term context and evaluating what is best for their company in this light. 

The first group will generally put a stop to any expense which they view the business can survive without at the present time whereas the second group will want to stick to business as usual as much as possible. I believe that at the moment the answer is somewhere in the middle, which might sound confusing but is probably the best way to look at things. 

We are already seeing many examples of cancelations and delays in expected contracts and orders. The easiest thing would be to make panic decisions. I try to look at the detail and context to help me make sense of it all. Consider the following:

  1. Is your industry or any of your clients’ industries directly affected by current or future limitations imposed?
  2. Can you approach your clients in a pro-active way to see how you can work through the situation in a way that is beneficial to all?
  3. Are there any new/ updated services you can offer which might be more helpful at the current state of affairs?

Once you are clear if you can carry on working, with whom and what is your ‘best Covid 19 slant’ you can then decide what taps you must shut and what taps you should keep going. 

Before I end this blog, I wanted to remind you that lead generation is a tap you should consider keeping open. There are two main reasons for this:

  1. When there are less available opportunities to do business, you need to cast your net wider and tap into additional opportunities.
  2. This situation is not going to last forever and stopping your lead generation would mean you will have a much bigger hole to climb out of then.

I hope this is helpful even if only as a moment of distraction from the doom and gloom.  Please don’t hesitate to get in touch and discuss your options.