It’s 3 AM and I’m awake.
For some reason my brain took this opportunity to review my sales forecast and it’s terrifying.
I know I have one client project that finished this month, and one that’s finishing at the end of the year, so my top line is dropping. My 3 AM brain is certain of that.
What my 3 AM brain can’t find is any possibility that I will ever close another piece of business again. In fact, it’s inventing reasons why all my other client work is going away sooner rather than later.
Oh, and there’s that new person I brought on. AND that piece of software I just signed up for…more expenses, less revenue. My 3 AM brain is now taking me through a customized version of that tunnel scene in Willy Wonka and the Chocolate Factory.
Gene Wilder is singing; “There’s no way of knowing which way we will be going… Not a speck of light is showing, so the dangers must be growing…”
In the cool light of dawn…
But when I get up and look at my actual forecast the picture is different.
I cut some expenses last month and even with the new software they are trending down.
I hired that new person because I’ve got several proposals outstanding. If even half of them close we’ve got more than enough work.
There’s something about the dark, the middle of the night, that brings up all my fears and insecurities about my business.
Does this happen to you? How do you tell your 3 AM brain to shut up?
It’s essential in these moments that I have an up-to-date, living budget. One that I’m tracking month-by-month to keep my finger on the pulse of my business.
Do you have a budget?
If not I have a template you can download (with instructions about how to use it).
If you’d like help with it, hit reply, I’m happy to help.