Like most people in sales, having a strong last quarter of the year can make or break your yearly numbers. At BPI Media Group, the fall and last quarter tend to be a busy time, and for that, we are very grateful. But, if you're like a lot of companies who are season and fall isn't one of your strong sales seasons, we'd love to help you plan some things to change that and make it a great last quarter of 2012!
While running in a 5K Friday night called Midnight Flight, it got my wheels turning about how we all tend to start out strong since the first mile of that race was my best per mile pace. Then, we tend to "coast" a little or climb an uphill battle in the middle and then scramble at the end to finish strong. While my race time was respectable at 26:35, I have definitely achieved better in the past, and have to remember how I did it: disciplined training. The same is true for my sales, and I'm sure your company's sales as well. If you slack off for even just a little bit, it shows in those monthly and quarterly reports we see from our bosses. I personally get frustrated if I see my numbers slipping, whether it's in a race or in sales. So, let's make a pact to finish 2012 strong and stay disciplined for ALL of 2013, and not just have a great start and finish. Deal?
How do we stay focused and not let up? With the long weekend to enjoy the Labor Day holiday, I was able to get in an extra run on Monday at a local state park. Running the trails is the best time for me to think, so I spent the hour and nine minutes thinking about how I can stay focused, get back my fitness and sales momentum and never slack off...ever again. Here's what I came up with while taking in the phenomenal sights and sounds at Paris Mountain State Park:
- Develop a consistent plan to reach out to customers & prospects.
- Utilize BPI's resources of data analytics and mailing to execute this, especially with 1:1 communications.
- Follow up with customers & prospects to keep them from going cold.
- Maintain TOMA (top of mind awareness) with promotional items and face-to-face meetings.
- Use our website to share information about our company and engage prospects via relevant social media content.
- Stay focused on the end results: better sales and reaching goals!
If you want to commit to finishing strong and staying strong for the last quarter and all of 2013, drop me a note. I'd love for us to do this together! Until next time...Elizabeth
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