Tuesday, December 31, 2013
Thursday, December 19, 2013
It’s a week before Xmas and nearing the ens of the 4th Quarter. Most of the number counters see this as crunch time to achieving your sales goals, and beginning the build-up for next year.
Many of us are unsure what we can do to spped up your prospect and customer decisions. The days seem to be closing faster and if you need to fill your sales gap now is the time to do the best you can without burning the deals.
Below are 12 strategies you might want to review for yourself or your sales team as a way to close more deals without having to resort to cut price discounts or other costly offers
- Review a range of your closed deals this year and make a list of why those customers choose to "wait until ... " and have answers for these objections.
- Allocate the next 2 days trying to close those lingering proposals and maybe go back up to 12 months.
- Try adding some add-ons to solutions you have already sold this year. We have all heard the saying "would you like fries with that" but do you know how much that little saying is worth to McDonalds every day?
- Sell additional items to existing orders. Go back over your orders for the past 3-4 months and see which customers you might be able to "Sell one more". Surprising how many 1 make up a bunch if we only just ask for the order.
- Review your top 10 customers for the current year and see if you can close at least one additional deal with at least 1 of them before year end. If you are not able to close a new deal it gives you an opportunity to see what may be available you can put into your next year forward planning.
- If your clients still have budget to speand see if you can assist them to bring forward spending on 2012 priorities.
- Call every client you have not spoken to in the past 90 days and see if they need your services in December to help get them off to a fast start for 2012.
- Make contact with all of your prospects where they have deferred your advances to see which ones you are able to move to the hot prospects list.
- Review your forecast and identify what is required to meet your target on a daily quota. Then execute.
- Enlist your managers's and / or team's support to overcome the roadblocks holding back your prospects from buying.
- Review your referrals and the customers who gave you these. Contact these and see if they have any additional prospects for you to follow up.
A recent media relaease by Trade Minister Andrew Robb, indicated that total exports of $301b represented a 6% increase in volume but a 4.5% decrease in value.
Australia's total export volumes grew by 6.0 per cent in 2012-13 lead by
- minerals and fuels (up by 9.8 per cent – compared to average of 5.3%),
- natural gas $14.3b (up 19.4%) (5th largest export after iron – ore, coal and education)
- rural exports (up 8.7%) – 3rd year of growth
- wheat $6.8b (up 6.3%)
- vegetable, fruit and nuts $2.2b (up 19%
1. China- $131b, (21.1% of total trade).
2. Japan $69b (11.2% of total trade)
3. USA $53.9b (8.7% of total trade)
What does this mean for SME exporters?
There is great opportunity for food and education and China, Japan and USA are definitely open for business with Australian Companies representing 40% of total exports.
There are numerous grants and incentives on both a state and federal level to support Innovative Australian Companies looking to export and grow their business.
Andrew Robb has indicated that he is keen to take businesses on trade missions. This is an amazing way to grow your profile both nationally and internationally.
This time of the year is a time where Directors and owners should be looking at their business, getting clarity of vision and plan for tgrowth opportunities that will present themselves in 2014 and beyond.
Have you developed a plan of action. Have you got clarity of Vision?
Have a great Christmas and New Year.