The answer is simple:  Raise your prices.

Now before you grip your chest, fall to the ground, hyperventilate or shout “I can’t do that.”  Stop and think:  Yes, you can.  And I’ll tell you why you should:  Because every penny drops directly to your bottom line, and directly into your pocket in one way or another.

The question is by how much (should you raise prices). Try this quick exercise:  Choose one or two of your most popular product lines, and increase the unit price of that item by fifteen cents.  Then do the math.  Now increase the price to .25 cents.  Do the math.

See my point?  You’ve done nothing significant and already you’re making more money.

To make the largest impact on your bottom line, do this across product lines.  Decide how much revenue you want to add, and then raise prices accordingly.  Be judicious, of course.  The point is that even small increases across product lines can add significantly to your profit.

Sounds easy coming from a guy who wasn’t living in what experts are calling the most “over-communicated” time in history– television, internet, email, smart phones and PDAs, text messaging, social media sites, radio, billboards solicitations, advertising and more.  Seems three boats, three crews, a compass and a few waves were easy going compared to the barrage of digital information challenges that make up this 21st century.  And what does this have to do with running a business, you ask?  Plenty.  Studies now show that distractions, multi-tasking, cyber- and information- overload are taking a toll— on our productivity, and our sanity.  And it’s getting worse.

There are thousands of images, messages and modalities competing for our attention every single day and they’re wreaking havoc on our ability to focus, reach our goals and to get done what we have to do.   Add to that the stress of growing a business, and you can see where this ends—in days filled with frustration, an ever-growing list of things to do, and little feeling of accomplishment.  In a word:  overwhelm.

So what do you do?

This:  learn to master your distractions.  This will be easy for some; not so easy for others.  But it’s worth the effort because it is the only way you can truly be successful and feel peaceful while creating your good fortune.  Here are a few tips.

1.    Decide to make yourself and your goals a priority. Before you begin your day, know what it is you want to accomplish, and then do only those things bring you closer to you goals.  For example, when I was running a large company, I would close my door and put a sign on the outside that said ‘unless there’s a fire, do not disturb”.  Now the fact that I was the boss helped a bit, and now I don’t have exactly that luxury, but everyone can do something similar that works for them.  These days, when I’m with a client or talking to one on the phone, I shut off my computer, turn off my phone and give that client my total attention.  It makes a difference—to both of us.  I do better work; they get better results because I’m truly in the moment with them and our flow isn’t interrupted.  I realize everyone can’t do that but they CAN do something that works for them, even if it’s just one small thing.  Even that can make a huge difference.

2.    Get clear about your agenda for the day BEFORE you allow other people to superimpose their agenda on you. There always will be someone wanting something from you.  Learn how to protect your time so you don’t get to the end of every day having done everything for everyone else and your To Do list is still sitting there without any indication of progress.  You won’t get anywhere in life if you keep putting other people’s agendas ahead of your own.

3.     Avoid multitasking. Our brains cannot work efficiently while multitasking, so stop doing it.  Instead, schedule chunks of uninterrupted time each day to focus on what must be completed.

4.    Disconnect. Information overload can curtail creativity, so take a break, and allow your creativity to flourish.  Creative insight doesn’t come from looking down at one project for hours unrelentingly.  It comes when you do that first and then unhook and step away.  Take a walk, exercise, do something else entirely.  Being exposed to both traditional media and modern digital devices adds stress to life, and although these are wonderful devices, our brains aren’t geared to handle this type of perpetual multi-tasking.  So take a break, and notice how much calmer you feel.

There are easy ways to take advantage of today’s technology and the distractions it creates, while limiting the side effects.  And even if you implement just a few suggestions, it can really change your life.

First, get organized.  To do this most efficiently, think in terms of outcomes.  What needs to be done, by when, using what resources, what is the next step that needs to be taken, etc.?  Once you determine what needs to be done, plan it out on a calendar.  Everything that you consider incomplete must have a reference point for “complete”—either a “next step” or a due date.  Using this next-action decision making results in clarity, productivity, and accountability.  I once read that there are only two problems in life:  (1) you know what you want and you don’t know how to get it; and/or (2) you don’t know what you want.  Knowing what you want and scheduling time daily or weekly to get it done is critical to staying on track, and staying focused.

Second, know what’s important, and use your time wisely.  You must cut the non-essentials from your life to create the time for the essentials.  Way too many things these days compete for our attention NOW.  Narrow your focus to what you really want to accomplish, carve out specific time limits to get it done, and stick to the program.  It keeps you focused, and more importantly, it produces results.

And finally, give yourself a break.  Periodically, stop thinking about thinking, planning and organizing and all of the million things you need to get done, and do something else.  Have fun, break a sweat, compete at what you love, read a book, or whatever else makes you happy.   A sense of well being is best focus enhancement on the planet.

Remember:  You can’t harvest what you haven’t planted.  Pipeline additions must match pipeline subtractions.  Don’t spend too much time harvesting and too little prospecting.

Step 2: Get to the right prospects; not the easy prospects.  That means that you need a clear prospecting roadmap, and a plan for building your sales pipeline.  Know and understand clearly your prospect profile (i.e., Does the prospect have a need?  Can they afford to buy from me?  Etc.).  Too many people new to sales spend too much time trying to sell to people who don’t meet their established criteria for a viable prospect.  In short, they expend the wrong effort at the wrong time with the wrong prospects.  Don’t get confused.  Create a prospect profile and work only those people who match that profile.  Don’t waste time with those who don’t.  Stay objective; stay focused.

Remember:  Treat everyone like a prospect.  Until you know they are not one.

Step 3: Know when to ask for the business, and then ask.  You have the right prospect who meets your qualifying criteria, you’ve established the relationship and the need, now ASK FOR THE BUSINESS.  Yes, exactly that.  Ask.  If you’re afraid to ask, you’re in trouble.  Now breathe, and ask.  Or pack up and go home, because unless you’ve been around for a while and new business is flooding your practice, you’re going to have to ask for the business.  Take heart.  We’ve all been there and survived and thrived as a result.  It’s just the idea that takes some getting used to.

Remember:  Every “no” is one step closer to “yes”.

Now get out there and sell.  You can do it.