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Attract The Right Job Or Clientele:
You may be thinking it’s pre-mature to be getting ready for year-end. However, those in business and possibly with a quota hanging over their heads know that it’s never too early to begin planning. January is the best time to prepare for exceeding all goals, with thorough follow-through in the process each month. And the same is to be done throughout the year.
Like providing excellent customer service, we are to communicate our value-add to attract additional interest and sales. For salespeople, the extra reward is in a bonus they may receive. For everyone else, nothing can replace the good feeling that comes about knowing that we did an excellent job for the year.
Using empathy in communications works well, particularly in times of stressful news. We are never alone, as many others are experiencing a similar situation. Therefore, begin checking in with our better clients to inquire how they are doing and if everything is in place for their year-end to end well.
Should we hear a sigh, it’s best to ask what’s on the person’s mind. Often, people are relieved to know that we care not only about the sale, but about them, too. On occasion, they will need something they do not realize that we provide. Unexpectedly, a sale seems to unfold mysteriously. Even better is that the bond develops, and client loyalty becomes more likely into the future.
Once we connect with our current clientele, the next step is to begin reaching out to those who originally stated, ‘not now.’ Upon making it a friendly call to let a person know we were thinking about them and wanted to check in to see how they are doing their response is generally more congenial. As time gets closer to year-end, I always inquire about plans for the holidays. Many people view this as a complete waste of time, but my experience says otherwise.
Upon going through a long list of ‘not now’ prospects, some will be surprised by the call. A small percentage will be glad to hear from us, and the conversation progresses into new possibilities. Sometimes it takes only one or two extra sales to achieve quota or the revenue we need to pay bills, give employees a bonus, and continue with our endeavors. It’s up to each of us to decide whether making the calls is, in fact, a waste of time.
On The Back End
There is no question that as an entrepreneur, making our goals is entirely our responsibility. And as an employee, we can complain all we want, but whether we make quota or not, the responsibility remains with us. Either way, we need to look hard at our year-end goals, where we stand today, and how we may re-energize the effort to ensure we fulfill them.
Begin with the end in mind to review:
- Year-end goal
- Last quarter monthly goals
- Weekly goals
- Daily goals
Actions to take:
- List the most likely sales to conclude by year-end.
- List the ‘maybe’ prospects that have potential.
- List new prospective clients of interest.
- Prioritize the follow-up calls and social connections.
- Use a CRM system for tracking.
One key to success is being vigilant about tracking our goals, and the other is in the dedication to taking appropriate action. Clients see the value-add in our striving to build genuine relationships. Our bonus becomes over-achieving goals and being more than ready for year-end!
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“Communicate to Attract Interest”
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Most people get so consumed by everyday have-to’s that they forget to review their goals for the day, month, and year-end. The daily routine for review will keep you on track for performing above expectations.
Should you feel a bit behind in hitting your target, it’s never too late to put in an extra effort.
It’s essential to remember that the person on the other end of your communication wants to hear or receive an indication that it is a friendly check-in for updates and that you have their best interest in mind. The hard sell rarely works well.
Before you attempt to reach out to another, take the time to review their online profile and review the messaging that may have already taken place. You want to sound on top of their effort for credibility.
One extra step helps the communication: giving yourself a pep talk before contacting them. Tell yourself, ‘You’ve got this,’ and do some exercise to come across as enthusiastic and helpful. Your state of mind is a powerful tool that can differentiate you from everyone else in your field.
Refer to your contact list and mark off the ones with whom you do connect. Each evening check every contact as a ‘yes’ or ‘no’ for proceeding. Finally, reflect on the communications’ commonalities to improve the ‘yes’ column tomorrow and in the future.
Last, decide upon the outcomes that will have you not only ready for year-end but also smiling, knowing that you did an excellent job. Of course, the job is never over for improving results. The last quarter is a great time to begin plotting out what you want to achieve in the New Year!
- Review your list of clients and potential clients for the year.
- Contact them in the style they prefer.
- Begin each communication from the other person’s point of view.
- Ask for the other person’s updates.
- Also, inquire about their goals for year-end and the new year.
- Should an insight spark a new idea, ask if they might have the interest to hear it.
- Convey your opinion and ask for the other person’s thoughts about it.
- Should their interest be apparent, ask if they are willing to set aside to explore the possibilities.
- Where appropriate, inquire about the person’s holiday plans.
- Celebrate Success!
Today’s insights are provided to help you achieve the Smooth Sale!
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