Five Things to Know About Your Lousy Sales Month
How is your February going, Sport? Disappointed with the numbers, are you? Blame it on the short selling month if you like (19 selling days vs. 21 for mighty January)...or blame it on the economy...or blame it on Rio...but the blame lies elsewhere.
1. It has NOTHING to do with your sales activity this month.
2. It has NOTHING to do with your sales activity last month.
3. It has little to do with your sales activity two months ago.
4. It’s roots go back to your sales activity three months ago, but...
5. It has more to do with your sales activity four to six months ago.
The selling cycle in this industry is three to six months. Double it for digital and variable data programs. Quadruple it for publishing.
Pull out your calendar and look ahead three months. That’s what you are affecting right now.
Sales activity begets appointments. Then comes quotes and volume. The fastest way to improve your sales volume is to increase improve, and monitor your sales activity. Do it consistently. Do it often. Do it now!
Need a quick boost? Check out one of Bill’s Webinars On Demand at www.GetPrintSales.com.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at email@example.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 salesvault.pro.