Ending Your FY Powerfully In Japan: Episode #228 Japan Business Mastery Show

Ending Your FY Powerfully In Japan: Episode #228 (Audio here:https://bit.ly/3ZbTsmM ) (Video here:https://bit.ly/3YWNt45 ) Japan Business Mastery Show

Salespeople often fall into a rhythm of easing off as the year-end approaches, especially in Japan, where the fiscal year ends in March. This period, leading up to the holiday break, can see a decline in productivity that equates to 8% of the year. To maximize sales, it’s essential to maintain focus and activity through December.

One effective strategy is to reach out to existing customers. Even if they are currently utilizing some of our solutions, there are often additional products or services they may not yet have considered. To identify these opportunities, create an Opportunity Matrix, listing available solutions at the top and clients on the side. Use check marks to denote what clients are currently purchasing and mark potential sales chances as A, B, or C for follow-up discussions.

December is also an ideal time for prospecting, particularly by reconnecting with “orphans”—clients with whom you previously had a relationship but have since lost contact. Various factors, such as changes in personnel or economic conditions, may have caused these clients to drift away. Use this time to reach out, even if meetings may not occur until January.

Another crucial action is to identify look-alike targets—companies in the same industry as current clients that would likely have similar needs. Instead of random calls, conduct targeted outreach to these potential clients, leveraging existing industry knowledge to craft compelling opening conversations.

Finding the right decision-makers can be challenging, particularly in Japan, where information is not always readily available. Annual reports can provide insights into key personnel, while social media platforms like LinkedIn might also help, though penetration in Japan is relatively low. Utilize your network for referrals, and if necessary, refine your credibility statement to get past gatekeepers and reach decision-makers directly.

When communicating with potential clients, emphasize your experience with their competitors to strengthen your credibility. Present a general statement about your services, back it up with evidence of successful collaborations with similar companies, and assert your authority to command a direct connection to the decision-maker.

Ultimately, the goal is to expand the sales pipeline and maintain momentum through December, setting up meetings for the new year. In Japan, December, known as "shiwasu," signifies a busy time when teachers are on the move. Similarly, salespeople should stay active and focused as the year closes, ensuring a strong finish and a robust start to the new year.

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About The Author

Dr. Greg Story, President Dale Carnegie Tokyo Training

Contact me at [email protected]

Bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery".? He has also written "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めましょう) and his brand new book is “Japan Leadership Mastery”.

Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations.?He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki.

He publishes daily blogs on LinkedIn, Facebook and Twitter

Has 6 weekly podcasts:

1.?????Mondays -??The Leadership Japan Series,

2.????Tuesdays – The Presentations Japan Series

Every second Tuesday - ビジネス達人の教え

3.????Wednesdays - The Sales Japan Series

4.????Thursdays – The Leadership Japan Series

Also every second Thursday - ビジネスプロポッドキャスト

5.????Fridays - The Japan Business Mastery Show

6.????Saturdays – Japan’s Top Business Interviews

Has 3 weekly TV shows on YouTube:

1.?????Mondays - The Cutting Edge Japan Business Show

Also every Second Thursday - ビジネスプロTV

2.????Fridays – Japan Business Mastery

3.????Saturdays – Japan Top Business Interviews

In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development.

Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 39 year veteran of Japan and run his own company in Tokyo.

Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan.

Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.

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