The first workday of the new year is going to be January 3. That means before we know it, the first month of the new year will quickly be disappearing.  I’m not trying to panic anyone, but my point is pretty simple — If we’re all going to achieve our 2011 sales goals and if we are going to keep our sales motivation moving along at a good clip, then it’s important for us to stay focused and determined. Now, not later.

Use the first week of the new year to take the following 4 steps:

First, make follow-up phone calls to all of your 2010 clients, especially those with whom you may not have talked in the last month.  Objective of these calls is to touch base and start laying the groundwork for business you can do with them in 2011. 

Second, make phone calls to the customers with whom you are currently working.  I’m a firm believer in this and here’s why: Many of these people have probably taken at least a few days off the last few weeks. In that time, they may have either come up with some new ideas worth discussing with you or they may have forgotten to follow up with you on something they said they would get to right after the first of the year.  Either way, you want to connect with them early in the new year to make sure you’re as close to the top of their list as possible.

Third, push hard in making follow-up calls to any prospects you believe might be close to making a decision.  Just like with the others you are calling, you’re trying to make sure you’re at the top of their list. You want to be on their “to do” list in the new year.

Fourth, don’t forget to make a push from a marketing perspective.  What this means is merely getting your name out in front of as many people as possible.   This will have the lowest payout compared to the other three items I’ve listed, but is still critica. At the start of the year, there are always a wide number of new prospective customers that may suddenly appear on the scene. You want to make sure when they’re in the search mode, they come across your company and you before they think of calling someone else.

Now is the time to boost your sales motivation.  Now is the time to resolve that 2011 will be a stellar year.

Copyright 2010, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

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