Seven Selling Weeks - Short Attention Span Sales Tip
Do me a favor and check the calendar. If you are reading or watching this tip on the day it was released, May 15, 2017, you are at the beginning of a crucial seven-week time period. This is your last chance to affect your summer sales.
For most of us here in the States, July and August are the slowest times of year and because of the selling cycle (the delay between sales activity and sales results) the work that you do between now and the end of June will dictate your sales for those two summer months.
You got some choices...
First, you could procrastinate. You know what you should do and you know that you should do it, but something always seems to take precedent. You will waste this opportunity.
A second option is denial. People who choose this path have the belief system that states, “My existing base of business will give me all the work I need.” If this is you, I hope you are right. But, as they say, “hope” is not a plan.
The third option is one of embracing the idea that a few extra calls a day over the next seven weeks will make a difference. You will prioritize so that these calls are made. You will prepare a list and a process for obtaining new business from new accounts (as well as more from existing). You are no less busy than the others, but you will make the time and, as a result, you will reap the reward.
Not counting Memorial day, there are 34 business days between now and the week that includes the Fourth of July. Do the math:
- One extra call a day, 34 opportunities to grow;
- Two extra calls a day, 64 opportunities to grow;
- Three extra calls a day, 102...
- Four? 136...
- Five? 170.
All it takes is one of those calls to hit. Think of it this way: If you bought one scratch lottery ticket each business day for the next seven weeks, you would have 34 chances to win. Buy five and that buys you 170 chances.
Which odds do you prefer?
The video version of this sales tip goes into more detail. Click here to watch the video.
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Bill Farquharson can be reached at (781) 934-7036 or email@example.com