Sales Tips for Q4

September 8, 2009 at 11:43 am | Posted in Adrian Miller Sales Training, Adrian's Network, entrepreneurship, Marketing, Networking, sales, Sales Training, small business | Leave a comment

We’re closing in on Q4 and, for most folks, this has been a difficult year (to say the least). As we head into this all important final quarter of 09, we should all make a vow to end the year on top.  Yes, revenues might be down and clients might be more difficult to obtain. Still, if you follow these tried and true success techniques, the end of the year might be more positive than you ever imagined.

1.  Stay Close to Your Prospects and Clients.  This can’t be reiterated enough. Spending time, money and energy developing prospects and servicing clients only to allow them to “fall off the grid” is a sure recipe for disaster. Staying close, staying relevant, staying ahead of the curve so you KNOW what to present to them and when….well, these are all strategies to keep you top of mind and considered a valuable business resource just when they are eliminating their “vendors” and other folks they consider to be dispensible.

2. Keep Current. Just when you think you know everything there is to know about your clients and prospects, there are changes and these changes can alter the very relationship you have or are striving to develop.  Rather than finding out TOO LATE about upcoming changes, be diligent about continually probing to find out what’s happening with your prospect’s or client’s company, personnel changes, business growth plans, marketing initiatives and more.

3.  Stay Visible. Now is not the time to disappear and hide from view. Review your budget for Q4 and then make certain to deploy highly synchronized sales, marketing, PR and networking initiatives. These DO NOT have to be expensive (see for extremely cost-effective and results-driven networking!)

By keeping these three things in the forefront of your mind you will be able to keep pace in Q4 and end the year on a productive note. Yes, revenues might be down but your productivity must stay up so that you can be strong and viable when the economy turns around.

The best time to start is now.


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