Firstly, merry Christmas to you all!
You’re running around trying to take advantage of the best sales in town because it’s the season of gift giving. It’s coming up to that time of year when you’ve drank more than you should have, spent more than you should have and promised more than you should have.
As this year draws to a close and a new one is born, we start thinking about what we’ve achieved and what we want to do differently going forward. Will you be putting together some dreadful resolutions in the hope that it sparks some revolution in your life? Whether you are or you aren’t, we’ve got two crucial tips for you to carry with you over the threshold of 2018.
- Do more planning this year
A gung-ho head-first approach into sales has its rewards but they’re short-lived if there is no blueprint beneath it for support. We can all think of times we’ve rushed into situations from relationships to sales pitches and we wished we’d prepared just a little bit more beforehand. Those facts and figures which were rusty – what if you had a really confident grip on the client’s case before you entered that boardroom to obtain their business? It could have made the world of difference. This year make time for contemplation, consideration and calculation.
- Rank and Filter
Do you have a huge, long list of leads in your database? Are they categorised or ranked? It’s an uphill struggle if you are contacting your potential clients without a system in place to track their temperature. This does not require sticking a thermometer in their mouth but instead, simply using your intuition, the notes on the screen and your personal experience with them to gauge how likely they are to become a customer. It’s always nice to have low hanging fruit for those difficult periods to give yourself a morale boost and it’s incredibly valuable to enter a phone call or a meeting equipped with the knowledge of exactly how warm or cold the lead is. This should impact your approach and your prioritisation of that meeting/ phone call.