Sales Tips to Finish 2021 Strong

Even though there didn’t appear to be much of a “summer”, the calendar kept moving. Not long ago we were writing about What to Expect From Salespeople During this Time and Adapting Your Value Proposition, and now fall has already arrived. Whether vacations were canceled, rescheduled or modified, working people hopefully took some time off to refresh and sales has become top of mind again. Let’s turn up the momentum as decision makers return from their “summer” vacations, eager to start the last quarter strong.  

Track Your Efforts and Re-strategize. 

Identify the prospects you contacted these last few months, and ask yourself the following questions:  

• Did you make ‘touch base’ calls by phone when businesses were adapting to the pandemic?  
• Did you utilize any direct mail campaigns or email newsletters and monitor engagement?  
• Did you attend any virtual networking events or conferences?
• Did you enter new contact information into your CRM or prospect Excel spreadsheet?   

If you engaged in any of the above, give yourself a pat on the back for continuing your sales efforts in earnest, even if your efforts culminated into relationship-building with less-than-stellar sales results.

Your recent efforts will help your company stay top-of-mind as businesses are re-opening their offices. You will be thought of when the time is right. Track those callbacks, nurture those opportunities with multiple forms of marketing. 

Nurture Existing Leads 

You may not have directly reached the decision-maker as easily over the last few months, but the rapport you’ve built with their associates will pay off. In these last few months of the year — continue to nurture these seeds of opportunity. It’s go-time now because companies are working on their budgets for 2022. Imagine being top-of-mind in a purchasing decision as the budget is being finalized! Being in the right place at the right time will make a difference in your sales results.  

It’s easy to stay laser-focused on bringing in NEW business, but don’t miss out on the chance to reach out to current clients and grow based on referrals. Staying in touch with these individuals and nurturing your professional relationships is key to client retention and increasing the chances of referrals. Reach out to clients to receive feedback and ask if there is anything you can do to improve their experience.  

All About Timing 

Now might be the time to call prospects that postponed buying decisions from the past few months. Most businesses have adapted to the new normal, and are now comfortable purchasing products and services they put off for some time. There are plenty of hypothetical situations here, but one thing that remains the same among all businesses is how crucial this time of year is. Find out how your product or service can help prospects be more productive, efficient and happy.  

Take the Next Step

Work your list and organize your updated sales activity in a CRM or, at the very least, an organized Excel spreadsheet. Assign “call back dates” to the prospects you want to reach out to again soon. Since trade shows and conferences have been canceled for the time being, consider investing in phone outreach and appointment setting, or utilize marketing tactics such as email newsletters, direct mail campaigns, and LinkedIn connect & awareness programs to boost your prospecting efforts. Use all forms of communication to get in front of your best prospects and nurture the relationship during the new normal.  

Schedule a consultation today!