Are You Having a Summer Sales Siesta?
I love summer! It is a wonderful time to get outside, hang out with friends and give yourself a well-earned "breather."
However, you may be surprised by the other reason I love summer!
This is the time of year I sell 75% of my bookings for the fall. While everyone else is lying on the beach or playing golf - I am speaking with clients/potential clients about their goals for the next 6 -12 months.
Years ago I had a wizened old guy for a sales manager who told me something I have NEVER FORGOTTEN.
"Always walk into the quarter with 75% of your target already achieved and the rest is gravy."
Don't Fall Asleep At The Wheel of Your Business!
Selling 3 months ahead -It works!
I sell my services a minimum of 3 months in advance- so when September rolls around and everyone is in FULL SCALE PANIC mode - you guessed what I am doing - selling for January!
Take a look at your business so far this year. Evaluation should NOT just happen once the year is over. Ask yourself these questions:
1) Is my marketing working? How am I tracking it?
2) What goals are being achieved? Which ones aren't happening?
3) What new goals do I need to set for the next 3-6 months?
4) What needs to go?
Have A Siesta and Dream About Your Business Sales At The Same Time!
As summer is the time of year for reflection and relaxation - make it work to your advantage! When you are having fun - you are open to inspiration. I get the best ideas when I am walking my dog, hanging out in nature and letting my mind ROLLLLLLL around a bit.
Then I put my ideas into action - so you had better STAY TUNED on what is coming your way this FALL from The Sales Diva!
Your Diva Dare? Sell 3 months ahead - and start the process of thinking proactively with sales instead of "reacting" to market conditions. Create your OWN conditions instead!
Kim Duke, The Sales Diva, provides savvy, sassy sales training for women small biz owners and entrepreneurs. Kim works with clients internationally, showing them The Sales Diva secrets to success! Sign up for her saucy and smart FREE e-zine and receive her FREE Bonus Report "The 5 Biggest Sales Mistakes Women Make" at www.salesdivas.com
How do you keep your focus during the summer months?
What strategies do you use to stay ahead of your goals?
Great post Kim. I personally like to sell 60 to 90 days ahead of time too. It feels good to know when everyone else is scrambling that your quarter is already in the bag. The key to this strategy is to have great follow-up skills so that all those contracts actually end up delivered.
Again... Great advice!
-Brad
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I don't know. I am unfocused and behind on my goals. Where's the slacker's blog.....
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Hey Kim
You seem to be correct - yet not quite there.. market conditions change and u need to be accustomed to tht too. so while i agree tht its good to look at a larger picture that is 3 mts down the line it is also critical that we understand what the present holds for us. with todays political & global warming scenes.. we cannot take our surroundings for granted.. no1 told us that there shall be a 7/11 comin our way - 3 mts in advance, and then when it happened it washed off businessess tht were booked more than 3mts in advance. most of us hoteliers faced the music for a long time! and m sure you will agree with that.. althugh scenes of this nature do not happen all the time, it is nice as i say "lets not take our present for granted" as i blv that the present only shall sow our seeds for the future!!!
cheerz lady
Benaifer
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Hi Benaifer,
I do believe in being flexible in the present. It is part of creating a good plan.
However, what gets businesses in far greater trouble is not the large catastrophes. (that requires planning on an even bigger scale)
Most businesses fail to plan. And it gets them in very deep water without a life jacket.
Also - those who have the weakest relationships with their customers because they don't communicate with them on a regular basis, or who haven't diversified their business with enough revenue streams, or who have taken their customers fro granted -will suffer. And large events like what you mentioned will take them down.
You seem like you have a healthy and proactive attitude - and you're right - the hotel industry took a beating after 9/11 (as did many, many other businesses.
And the businesses that survived and continued to thrive - made a plan.
Thank you for your note!
Kim
www.salesdivas.com
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Thanks for your feedback Brad!
You nailed it on the head re:follow-up. I would also add that you have to be actively looking for new ideas and opportunities for your clients that are unique.
Once you start getting out of the "I'm selling for this month" panic mode - you have way more opportunities to impress your clients and gain their business.
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Great article! In the article you mention marketing and goals. Specifically you ask "is my marketing working?" I wondered if you were talking about marketing yourself or your product. In your articles "How are you impacting your prospects" and "People win because..." I believe that you are focusing on marketing yourself. Marketing yourself is a very interesting topic to me because it ties in rapport, alignment and long term relationships. Do you believe that marketing yourself is important?
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Hi Shane,
I believe in marketing yourself as well as marketing your product in front of the right target audiences. (otherwise all you're doing is wasting time and money)
Here's the deal.
People buy from people (and companies) they trust, like and respect.
They also buy "the story" behind and about the product more than features and benefits.
So you bet - marketing on all levels - especially yourself - is going to help you position yourself as an expert, attract clients and long-term relationships.
Remember - selling is like dating! And most people don't "get married" on the first date.
Good luck!
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