Five Top Strategies for a Great Fourth Quarter

 

With just 100+ days left in the year…Here’s how to make them count!

1. Know your numbers.  Savvy business owners and entrepreneurs already know how much new business they need to bring in before year’s end.  They also know how much marketing momentum they need to head into the first of the year ahead of their competition.  Don’t wait another day to get a handle these numbers if you haven’t already.  Figure out what you want and need to make before January 30th and create a strong action plan to support that goal.  Make yourself a daily chart to ensure that you stay on track.

2. Leverage the opportunities to connect.  The fourth quarter is filled with holiday gatherings and neighborhood invites.  The holidays create an amazing reason to reach out and connect with your customer base.  Connect with every existing customer you have and wish them a happy holiday season ahead.  Be sure they know that you’re there for them and happy to answer any questions they might have.

3. Ask for referrals.  Before you hang up – be sure to ask your clients if they know of anyone who might be in need of your product or service.  Share specific resources you can offer in return and assure your customers that you will always treat anyone they refer like royalty, never do anything to challenge their trust and promise to keep them in the loop often.  A referral is not small thing in this economy.  Put people at ease and help them to feel great about making that decision.

4. Don’t leave your marketing to chance.  Automate the processes for your marketing – both for the short term and the long term.  Life gets in the way sometime – no doubt.  We get busy, over-scheduled and over-committed – especially as we make our way toward the winter holidays.  Put a plan in place today to make sure that you have all systems “go” to make sure you are staying top-of-mind in your marketplace.  In less than 30 minutes you can schedule your direct response marketing campaigns for the next 3-6 months. Knocking out your marketing in under half an hour gives you a lot more time to prospect, present and close – the three things closest to your bottom line.  It also helps you make up for larger than normal volume of downtime you’ll spend at holiday activities.  Spend guilt-free time with friends and family; attend winter recitals and holiday concerts without worrying so much about what’s not getting done in the office.

5. Commit to the extra mile.  I love the Wayne Dyer quote, “It’s never crowded along the extra mile.” Commit to 10 extra calls a day over the next 17 weeks.  Even if you are taking the Tim Ferriss approach and working a 4-day workweek, that’s 680 additional calls that will bring you closer to new customers, clients, contracts, and closings between now and the end of the year.  Do you think that could be worth a sale or two or three before the end of the year?  You bet it will.

The truth is that the bottom 80% of the businesses in our industry won’t be doing these five things over the next quarter.  Many will look at how far behind they already are from their goal, throw their hands up and give up.  Many will do the basics – no more and no less and continue to live commission paycheck to paycheck.  It will be those of you who strike out, step up and stay laser-focused who will be out on top this year – and kick off 2012 by storm.

Where do you want to be in four months?

If you need help – call us.  We can help you have the best 4th quarter of your career.  Call 866-319-7109 or email us at okiam@prospectsplus.com .