8 weeks to go - 4 options to lock in business before year end
Michael J. Hughes North America's Networking Guru
Helping business/sales professionals identify, access and leverage networks for optimal results.
An event scheduled for the latter part of this month has just been deferred to next year. That's not unusual, but it is a harbinger of the marketplace mindset.
The closer we get to year end, the more it exponentially affects the probability of confirming client engagements this calendar year. That's not pessimism, it's reality.
Eight weeks from today we'll be into December. The window is closing to confirm business before year end. This is a time to add a sense of urgency to conversations.
I'm not sharing this point to add to the pressure you may be under. I want to help?you develop strategies that stimulate options to hit your numbers or your results.
Communicate. This is the time to increase the quality and quantity of communication with your highest-value prospects. The more you know about their situation, needs and priorities, the more you can give them a reason to buy now.
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Ask. It's amazing how many professionals don't have the courage to ask for the sale NOW. You need to be more proactive in conversations. If nothing else, this strategy will open doors to additional conversations and options.
Incentivize. It's amazing how others respond when a reason to buy now appears. This could be a financial reason (discount or impending price increase), value-based options (extra services) or opportunity-focused (lost sales).
Lock it in. When all else fails, this is a chance to get a head start on next year by getting the prospect to confirm today for a start later. This can be done by confirming dates in the next year (and requesting a down-payment).
This week's tip: The clock is ticking. Urgency trumps process. This is a time to accelerate your activities and increase your communication.?
P.S.: not sure these options fit your situation? Let's chat. I can help.