By Jody Euloth W ith two months left in the year (holy, I can’t believe I am saying that), most people know where they stand in terms of reaching their goals for the year. Some will have already crushed it and are sitting back relaxing, and others are stressing because they are nowhere near where they need to be. Regardless of where you may sit, closing out the year strong is a must. Don’t wait until next year to do this work. Here are three suggestions that will help you close out the year and put you in a good position before the next year starts. Connect with all your clients, prospects and even business accounts you lost - Whether your sales quota is sitting in the positive or negative, connecting with your clients and prospects, before the holiday break, is a nice touch. This means simple things like sending a card to thank them for their business, dropping by with a coffee or even a quick phone call to see how their year was. Doing this before the holiday chaos shows that you appreciate their business or want their business and can be a differentiator for you. Not every business or sales rep makes this effort, but it goes a long way in building relationships. When people come back in the new year, their focus is renewed, and energy will be going into having a strong start. And don’t leave this just for your current clients. I have done this with clients who, in the past year, have chosen to do business with someone else, and it provides a great opportunity for learning. You will quickly find out if they are happy or regret their decision of going with someone else. Appreciate your current clients and work to gain the trust of others. REVIEW AND REFLECT ON RESULTS - NOW IS THE TIME TO REFLECT ON YOUR RESULTS. Yes, this takes time and effort, but your results will thank you. Don’t wait for the new year, the time is now.
a clear break down of your sales and growth development.
ASK YOURSELF THE FOLLOWING QUESTIONS:
Which months were your best and why?
Which were your slowest?
What was the average length of your sales cycle? Can this be shortened?
Knowing your numbers is half the battle towards sales success. Many people leave this exercise to the new year, when it’s a trendy time to reflect, but doing it then wastes valuable time and attention that can go towards drumming up new business and delivering results. Strategize for the New Year - Put yourself ahead of the game by booking meetings with clients. By being proactive, you can avoid a lot of commotion by getting into people’s cal- endars now. When the new year hits, everyone is trying to track down everyone else, so having this in place will save you time and energy. Laying out a clear strategy of the clients who are most important to meet with and breaking them down into hot, warm and cold is a great strategy and approach. For more, sales tips and strategies, sign up for ‘The Dynamic Soul of Selling’ Newsletter at www.meshmedianetwork.ca/ dynamic-soul- of-selling/ For a free 15-minute sales consul- tation to determine if you would benefit from ‘The Dynamic Soul of Selling 90-minute Strategy Session’ email jody@ meshmedianetwork.com Jody Euloth is the CEO of The Mesh Media Network and Founder of The Dynamic Soul of Selling. She helps entre- preneurs, business and sales professionals and creative visionaries get over their fear of selling so they can generate more revenue and make a bigger impact in business.
Social handles @jodyeuloth www.meshmedianetwork.com
While the year is fresh in your mind, review your results and have
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OCTOBER 2018 • SPOTLIGHT ON BUSINESS MAGAZINE
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