How to make December a great month for sales…

Bruce King

Have you have exceeded your sales targets for 2013?

If you have, great – well done! If you have not – it’s not too late.

There is much you can do in December to close even more business and set yourself up for a fantastic 2014. Here are a few tips to help you accomplish this, especially if you operate in the B2B sector…

Your prospects are in ‘buying mode’…

This is the season for buying presents and therefore prospects are in buying mode. They are also starting to relax, feeling festive and often far easier to reach out to and make contact. So reach out!

Contact all current customers / clients…

If their location and time permits, visit them in person. If not, telephone them. Thank them for the business they placed with you in 2013. Subject to the levels of business they conducted with you and providing their company’s policies permit them to accept gifts, take or send one of an appropriate nature with a hand written ‘thank you’ note. Relevance is more important than cost.

At this meeting whether face to face or over the telephone, also…

Ask for several referrals. These can be referrals within the customer’s own organisation and / or referrals to their contacts in other organisations AND….

Aim to close any outstanding sales opportunities. Maybe you can use the following?…

Remember that many companies have a financial year end of 31st December …

Many of the people you may deal with in these companies have budgets which, if not fully utilised, are reduced in the following year. So close out as many of your sales in the pipeline as you can by raising this point – sometimes people forget their own corporate policy!

The same strategy applies to sales to new customers. So if your product or service has a short sales cycle and a deal can be closed by mid December, hit those phones now!

If your product or service has a longer sales cycle, it is still a great time for Cold Calling and setting up appointments for early in the New Year. I know how good it feels to come back to a full diary in January and hit the ground running!

Much of the above also applies to customers you have sold to in the past but have ceased doing business with you AND prospects who never did business with you. Maybe you can make the time to contact them too?

Have a great few weeks selling in December!


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