You have less than a month left to still make your sales goals this year. Some of you are smiling because you already exceed your numbers. Others are silently suffering because making your sales goals seems out of reach. All is not lost! There still is time for you to implement sales strategies and to make your sales goals—or come much closer—if you act now.
Sales Strategy 1. First things first.
You really don’t have a lot of time to waste at this late date. Right now, or today at the latest, review all customer orders that have been placed, but not delivered in your company’s computer system. Now call each customer and ask if they can increase their order. You know what’s possible. For some it could be to increase the order by one third. Others may be able to double their order. What you’re looking for are some quick and easy to get sales that contribute to your numbers.
Before you thank your customer for the increase, be sure to ask, “Is there any way you can do more than that?” You just want to be sure that you get as much of an order as possible. Then thank your customer profusely for helping you. Next write each one who increased their order a sincere, hand-written thank you note.
Sales Strategy 2. What’s almost closed?
Your next chance at making a last-minute sale is with those accounts who are almost over the finish line, but not quite there yet. You’ve been working on them for months. You might even have thought that they would have closed by now. Perhaps you’re waiting for something specific to happen at your prospect. Your contact could have been tasked with conferring with his manager for an approval. You don’t have the luxury of waiting much longer. Contact your customer. Be clear about your situation and that you are very close to making your sales goals this year. You just need a little more business to meet your goals. Then ask what needs to happen now to get the deal done and how your customer can help make it happen.
Sales Strategy 3. Begging is a strategy.
During the year when you execute your sales process you know that you must ask for the order. Asking for an extra order is not your typical way to sell, but at this late date it can be a very effective strategy to help you make your sales goals.
Here’s how to use the begging strategy and not look too desperate. Why not ask some of your larger customers to place additional orders this year to help you out? This of course means that they have to like you well enough to come to your aid. Explain that you are very close to making your sales goals. You need their help if they can order more product now.
Some customers have the storage, the budget and the desire to help you. You simply need to ask for their help. Why not ask for an early order for next year? Sometimes your company will be able to delay the delivery to suit a customer who doesn’t have the storage capabilities to take additional inventory now. You should also write a hand-written thank you note to all the customers who help you with additional orders.
Next year you might have to work a little harder or be more strategic so that you don’t need to load up at year end to make your sales goals. Before you start thinking about next year, spend some time thinking about your work after you get over the finish line and make your sales goals. Now it’s time to celebrate a job well done. Congratulations!