Okay, here it is. Once a year I drag out this sales tip as a reminder to you. I don’t care if you’ve been listening to these tips for the seven years that I have been doing them, I want you to hear it again…
The three most important selling months of the year are September, October, and November. What you do—or what you DON’T do—in this roughly 90 day span will determine how your 2015 ends and how your 2016 begins. Prospect hard, and you will reap the benefit (not to mention the fact that you will thank me for reminding you!). Fail to do the work and, hey, I can’t help you. Just don’t blame you Monday morning sales tip guy. I tried to warn you!
See, here’s the thing: There is something magical about Labor Day. It’s like a switch gets flipped and summer, though not technically over, is perceived as being behind us. Our clients and prospects mentally get their heads into their business and suddenly things start happening again.
Couple that fact with the notion that there is a 3-6 month sales cycle and voila, you’ve got yourself a sales tip.
So, the work you put in during September, October, and November will start to pay off in November (maybe!), December and January. That’s just how it works.
90 total days, probably 60 of which are selling days. That’s finite. It’s like Lent except that you are allowed to eat meat. Two extra sales calls a day. Three? Or how about 7? Come on. I challenge you! What a difference it will make to your Q4 of 2015 and Q1 of 2016.
You’ll thank me for the tip and you’ll thank yourself for the extra effort.