Here's how to reach for that "Low Hanging Fruit” and add more revenue to your year end.

As we head into our last quarter for 2021, we can look back at our “low hanging fruit” in other words, prospects that we have met with, took all the way to a proposal stage but didn’t close. Now is the time to reach back out to them and reignite the deal. Why? Because deals that haven’t closed are never dead, they’re just deals waiting to close and prospects typically have the money to be spent, especially in the 4thquarter.

Deals to spend additional focus on are?those that might involve solutions other than just hardware. Many dealerships are seeing that fulfilling the hardware portion of your proposals is becoming increasingly more difficult. That does not mean we can't sell, it means focusing on solutions like software, signage, unified communications etc., other than just printers and MFP's. This also give us a great opportunity to work on honing in on our solution selling skill base so we can sell, fulfill, and make commission right away.?

A great place to look for these deals, is to go back and identify 10 prospects you wrote proposals with solutions for but did not close this past summer. Review these proposals, call the prospects, email them, or stop by their offices: ask for a meeting, and find out why the deal didn’t close. Perhaps they decided to go with another dealership and if that is the case, find out how that solution is working. If they have not decided yet, maybe this will be the opportunity to open discussions back up and close some of these prospects- adding more Net New revenue to your que before the end of the year.

List the 10 Prospects you are going to go back after this month.

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Once you have identified at least ten proposals that you have written?but not closed, you then put these prospects back into your top 40 prospect list that you use to try to schedule a meeting.?

Here is an example of what you might say…?

?“Hi (Insert prospects name), this is?(Insert your name) from?the?(Insert your dealership name). I have been thinking about?(Insert name of their company) since June and I was wondering how the technology solution you went with is performing, how well is it working for you?”

There can only be three answers:

1. “It’s been going great.”
2. "We didn’t end up going with anything.”
3. “It’s not answering all our needs.”

Here are examples on how to respond…

1. “Well I am certainly glad to hear that. I will take the liberty of inviting you to any of our lunch and learns and will hope you and your firm have a prosperous rest of the quarter”
2. “You know I hear that quite often. Many other?(Insert name of industry) when presented with recommendations take a step back and review what components and results they truly will need from their technology. We have worked with?(Insert power number) other?(Insert name of industry) and its sounds like good timing. I would like to come back in and discuss what tweaks we can make together to our recommendation that will better serve?(Insert name of their company). Do you have time tomorrow afternoon?
3. “I hear that quite often. I can definitely be of service. I would be happy to come in and discuss how to work to gain additional dividends from the technology investment you just made so it can better serve?(Insert name of their company). Do you have time tomorrow afternoon?

Identify, call, email or, walk in on them, restart your dialogue and some of them will meet with you again.?

Meet with enough past and present prospects, focus on solutions,?and you will close some of them before the end of the year!

Kate Kingston??~ Make More Meetings ~ Make More Money!??

P.S. If your sales force is not out seeing new prospects 8-10 times per week (per salesperson) you are missing out on new business for 2021! If you would like to discuss how your sales force can increase your revenue (as your colleagues are doing right now) please call or email at 646.831.5184??~ [email protected]??~ www.kingstontraining.net