Not counting the weeks of Thanksgiving and Christmas, there are five working weeks left in 2016. I advise my clients to push the gas down hard at the end of the year, and lead them through a process to do so. A strong finish can mean the difference between a good year and a tremendous one. In my own business, I have an opportunity to double my sales for the year in these last five weeks!
So, here are some approaches to pushing the gas down now, and finishing the year strong:
What quotes and proposals are outstanding? Follow up on them aggressively. Demonstrate your interest in working with your customers and prospects.
Who considered working with you, but did not? Call them. Use the impending calendar change as the reason your contact. Be present, be caring.
Identify five to ten good prospects who don’t know you or have not heard from you in a while. Call them. “Tom, I wanted to reach out to you with the year winding down…”
Call five good customers and ask them what they’re buying elsewhere that you can help them with. “Because I’d love to help you with that this calendar year.”
These are just four of my two dozen or so end-of-year approaches. It doesn’t matter to me which ones you implement, as long as your customers and prospects are hearing from you more than they ever have during the next five weeks.
Watch the latest Revenue Growth video, on happiness in sales, here.
If you like this kind of thing, see my latest book, which dives deeply into these things. Forbes called it one of the top business books of the year.