Only two months left in the year. How confident are you in making your annual goal?
It’s not too late, no matter where you currently stand. The worst thing you can do is pack it in and blow off the rest of the year.
Here are 4 quick tips you can run with right now:
First, realize the fastest business you’re going to get is from your existing customer base.
Schedule a meeting or minimally a phone call with each of your existing customers, with one very upfront objective and that is to get more volume now.
This means inquiring about replenishing what you already provide them and seeking out new opportunities. Don’t hold back. Be upfront that you’re looking for volume. If you’ve been providing good service to the customer, they’ll respect your openness. You’ll be amazed at what this simple approach can deliver.
Second, accelerate the level of activity you’re having with prospects you’re close to closing.
Many companies have experienced a good year and are looking to spend money this year. Just as with the first quick tip, you won’t know unless you ask.
Accelerate the number of contacts and don’t hesitate to be upfront about closing by stating they can buy now using this year’s money.
Third, devote an extra 30 minutes per day to telephoning warm prospects.
These are the ones you may not feel are hot and close to buying, but they do know you. Reach out and call them. It takes only a minute and because you already have established a relationship with them, it could just turn into business.
Fourth, set up a weekly blitz of emails to everyone on your prospecting list regardless of what you believe their potential is.
(You’ll notice I listed the tips in descending order with regard to the level of business they typically generate).
The fourth tip is all about repetition. You want to secure business from people looking to buy at year-end. Keep the emails timely by focusing on timely benefits the customer will value.
Notice each quick tip does not involve discounting your price.
I’m very much against using price to close year-end sales for two simple reasons. One, you’re giving away profit, and profit is exactly what you’re looking for at year-end!
Second, you’re destroying the price-value relationship with your customers. The result is it’s profit you’ll never get back in the short-term and long-term.
If you are intent on making your annual goal — and I believe you are — then these four tips will serve you well.
Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.
