October 12

Fourth Quarter Strategy Tips


Hey, this is Meridith Elliot Powell. And this week, I want to give you a tool, a great strategy that’s going to put you in a position to really close a lot of business as we end out 2021 and put you in a position to close some business right at the beginning of 2022. As all of you know, fourth quarter is my favorite quarter of the year. It is the quarter to put your foot on the gas and to keep selling. So here’s a strategy that I want you to use to get some easy sales and really position yourself for a strong finish and an even more powerful start. I want you to write down your top 20 or 30 clients, those people that you either are doing a lot of business with, or more importantly, those ones that you should be doing more business with. You know, those clients that come to mind that you love them, you’re really excited you landed that first or that second deal. You know, there’s more potential with them. They’re bought into you, and there’s just some kind of synergy and connection between the two of you. So write those customers, those clients down. Now, on the other side of your sheet of paper, I want you to write down all the products or services you offer. Everything that you offer within your company. Just make a list. And once you have those two columns complete, start to look at your existing customer. Those people you should be doing business with and ask yourself, how many of your products or services do they actually have? Do they actually use? Research tells us it’s usually two or less. Now we look at that column and ask yourself, how many products or services should they be using? Where is the potential you’re catching on now, you know how easy this is going to be. Your calls for the next couple of months, reach back out to those customers, let them know you’ve been thinking about them. You know where their goals are for 2022. And you’ve got some ideas with some products or services that are going to help them get there. It is the perfect storm. You’ve got customers that need more of you and you want more of those customers. So what are you waiting for? Put that strategy in place and you are going to finish 2021 strong kick off 2021 stronger and turn all of this uncertainty into your competitive advantage. We’ll see you next week with another sales step.


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Stu Heinecke

Stu Heinecke
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