Peady’s Selling Engagement sponsored by IRD Prospector
Welcome to this week’s post on sales and selling success.
There’s only a couple of weeks and its Christmas!! Time to plan a break and enjoy some well-earned rest.
But in the time remaining, before you take that break you’ll still have to face a perennial challenge for media salespeople. I’m sure you’ve been told “call me after Christmas” and when you do call in early January you get the “she’s on vacation for another 2 weeks” reply! The double whammy which often affects your January revenue.
I’d like to share two ideas with you. An early Christmas gift if you like and a great way to get the year off to a great start.
Idea 1: Make an appointment
When you get the “call me after Christmas” brush off (and that’s all it is) respond with a simple “great, I hope you have a relaxing Christmas break too….by the way when are you back on deck?”.
Most reasonable prospects and customers will give you a day or date. Here’s your opportunity “so, why don’t we get together for a new year’s coffee (or catch up) how does time/day work?”. Push for the appointment.
Sure, some won’t agree to meet; but some will too. Now, your January planner has some appointments scheduled!
Idea 2: Pre-holiday business referrals
Before you go on your break personally contact all your current customers and thank them for their support (now when I say personally I mean face to face or via the phone – not a text or email).
Part of the pre-Christmas wrap-up conversation should include taking time to review their current challenges and needs so that when you return to work they are in your January opportunity pipeline.
After that conversation, it’s only natural to ask for referrals. You do ask for referrals, don’t you? And, while asking for the referral, politely ask them if they would make the introduction for you.
In most cases these new prospects won’t want to see you until after Christmas anyway (which probably suits you too). So simply schedule the appointment for early January.
Think about it. Let’s say, you’ve got 30 regular clients, 15-20 of them provide a referral and you arrange meetings with 10 potential new customers. Serious opportunities that you have uncovered from your current customer base.
What have you got to lose?
Both ideas work, I’ve tried them. And even if they only partially work you still have some customers to see in January you’ll be in a much better position than doing nothing. Suddenly, your January pipeline looks solid!
Until next week, good selling!
About the author
Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.
He can be contacted at [email protected]
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