Here's how to prepare for Q1 2024.

As we gear up for 2024, I'm determined to boost my sales and take control of my financial success a strong start to the new year is crucial and I aim to have 24 meetings scheduled with both current customers and new prospects in my 2024 calendar before the holidays here's your action plan if you want the same.

You will need to review your entire current customer list and identify who you want to have a partnership review with in Q1 2024 (get the invites out to them right away). These are the easiest meetings to make so handle these first.?

Remember to have a plan as to what you want to propose to them.??

There is an easy way to create those meetings with current customers (that have not yet bought these solutions) that will ensure the opportunities for your “subject matter experts” to have their chance to bring their additional solutions to your meeting, which will eventually increase your profitable market share and earn you more commissions.?

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Here is an example of what to say to a current customer to assumptively close these assessment opportunities: you can replace the blue section for any selling solution you want, to emphasize a specific selling solution in your partnership review.

Good morning (Insert their name),

It's (Insert your name) from (Insert name of your dealership), your technology partner. As you know we pride ourselves in continuing to look at opportunities to uplevel your technology infrastructure to create cost reductions whenever possible, so I wanted to get our calendars coordinated for a January or early February meeting to ensure your compliance, profitability, cyber security, and efficiency goals are being accomplished.

For Managed IT:

I'm lucky enough to have (Insert name), our managed IT subject matter expert available to me in January to assess your current IT infrastructure to briefly understand if there might be an opportunity to:?

• Create stronger enterprise grade security of your knowledge base data.Ensure that cyber protocols are in place to reduce ransomware attack opportunities.?Provide remote access to data for employees when necessary. ?

There is no charge for this, as it is part of your contract (as a premier client), and we both look forward to this conversation. Would any of the times below work in your calendar (insert four times).

I will take the liberty of sending you a invite for this first time listed but please feel free to offer an alternative.

Everyone here at?(insert name of your dealership)?appreciates your business and is looking forward to starting the new year off for (insert name of their company)?as successfully as possible.

For Document Management

We’re lucky because I have?(Insert name),?with me who is part of your technology team to:

• Identify better?management of the entire lifecycle of your content, including documents, spreadsheets, contracts, and scanned images.Streamline your workflow with document automation and data capture, create transactional documents with variable content.?

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Managed Print Services

We’re lucky because I have?(Insert name,?with me who is part of your technology team to:

• Identify the current monitoring process of all your printing devices to evaluate the opportunity for any immediate cost reductions including?print usage, or device efficiency.?Take an additional look at all your printers, to identify and determine if consolidation of brands could positively impact costs.Show how a green initiative and the reduction of the IT carbon footprint of your technology infrastructure can be achieved.?

Unified Communications (UC) Products:?Equipment, software, and services. This can include control, management, and integration of these channels.?

We’re lucky because I have?(Insert name,?with me who is part of your technology team to:

• Provide information on combining multiple enterprise communications channels, such as voice, video, personal and team messaging, voicemail, and content sharing under one solutions and price to create cost reductions and better communication channels.Identify stronger protocols with the workforce both mobile and onsite including encryption protocols in place when dealing with video face to face discussions with staff, clients, or vendors.?

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Mailing Solutions

We’re lucky because I have?(Insert name)?with me who is part of your technology team to:

• How our mailing solutions can create efficient workflow for your business including shipping to streamline costs and your incoming and outgoing mail processes?How digitization may help with mobility and time saving around mailing and shippingOpportunities for postal cost reduction?

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Supplies

We’re lucky because I have?(Insert name),?with me who is part of your technology team to:

• An apples-to-apples cost analysis as to whether acquiring supplies from us would create cost reductions, faster turnaround on deliveries, and keep Business your business supply closet filled on demand when you need it.?

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Cyber Security?

We’re lucky because I have?(Insert name),?with me who is part of your technology team to:

• If cyber security insurance would be beneficial for the organizationAssess the dark web presence on the infrastructure and how to reduce breach attempts.Identify what other firms are doing in your industry right now to create compliance around cyber security protocols.

You can include this in an email or tweak it to deliver over the phone or send it in your invite to your?current customer.?

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If your dealership does not have subject matter experts in each of these solutions but has the territory executive bringing this information to the customer, you can still utilize this information and just say “this is what you're going to come talk about” since you have the bullets.?

Use this to chart your success (click on the paperclip to download it).

24in24AppointmentLog.docx

Also schedule your prospecting time for the whole first quarter of?2024?into?your calendar right now,?why wait.

• Open the calendar and make?these?meetings?with yourself.?You?will?need to schedule?at least (four)?90-minute?prospecting?sessions every week.?If you plan it into the calendar, then you have a shot of doing it.?
• Having them scheduled ahead of time will ensure you have the placeholders to accomplish them and unfortunately for most sales executives, when time gets short, the first thing we eliminate??is our prospecting time.??

Make 2024??the year that you make??prospecting a number 1st?priority?to ensure more net new meetings, proposals, and sales. That’s where your money comes from!

• In December, you will also want to schedule time to do:?

• prospecting research,?
• identification of the 200 top accounts,?

• Identify the 40 accounts that you want to go after in January and February.
• Start your marketing presence with these top 40 accounts now by:
• Create Google alerts for those 40 accounts now,?
• Plan on sending holiday cards to them?this month – even e-cards are a good prospecting touch, and they are free!
• Connect with them through LinkedIn including posting to them.?

Plan your 1st?Quarter?of 2024 NOW and focus on 24 in 2024 and you will?

Make More Meetings ~ Make More?Money in 2024! ?