The Next Sales Chunk
<<BREAKING NEWS!!! The new Short Attention Span Sales podcast has been launched! Go to BillFarquharson.com/podcast and choose an episode. Then, subscribe and take in a new topic each week!>> Okay, then…
This week marks the end of the first of three chunks of sales segments.
- The first chunk was March, April, and May and it determined your sales in July and August. If you do, in fact, have a slow summer you can look back on this first chunk and realize that you did not do your work, you did not do your prospecting or client development. Summer slowdowns are not natural occurrences, they are created by what you do or don't do in this first chunk of sales time.
- The second chunk of sales time is now upon us. What's your plan for July and August?
Here are two ideas:
- Continue to prospect and do not make the assumption that no one wants to hear from you. It's a self-fulfilling prophecy. Think of it this way: Your competition believes this myth and therefore, they are not making the calls they should make. That makes for less noise and a better chance that your call will be returned or received. Make the calls. Make the calls. Make the calls.
- Call three to five random people each week. This is incredibly gratifying and potentially rewarding from a sales standpoint. Call old friends. Call the kind of relative that you only see at funerals and weddings. Call old clients. Check in. Find out how their life is going. Ask what they are up to. Don't rely on Facebook and LinkedIn. Go old school.
This second chunk of sales time represents a unique opportunity. What will you do with it? You have a chance to move the sales needle while your competition is sleeping.
Bill can be reached at 781-934-7036 or through his recently updated website BillFarquharson.com where you find free content and ideas as well as info on his books and sales training programs.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.