Christmas is only 2 weeks away, which means you are deep into the 4th quarter and hopefully well on your way to hitting your year-end goals.
If you are like most, the holidays are an unreasonably stressful time. Your family wants you to spend time with them, your clients are too busy to answer the phone, and you have deals to close. “It’s the hap-happiest time, of the year.”
Take a step back and think about what you can do to help you turn the stressful holiday season into a successful one.
5 Gifts to Give Yourself this Season:
1. A Reason to Connect
If it is allowed in your industry, send your buyer a quick pick-me-up to keep them going through the holidays. For example, a $10 Starbucks gift card or even a motivational podcast or book.
2. An Easier Way to Send a Message
If you are tired of writing and rewriting emails, consider utilizing video in your emails. Stats show, that the response rates to video emails are higher (216% higher according to Vidyard) and it takes less time. Your videos don’t have to be perfect. Just make sure to plan what you want to say beforehand, say it and send it!
3. A Funnel Review
While you have some downtime waiting for customers to call you back, take some time to look at your funnel. Take a good look at what you have for next year and make a plan now to hit your numbers. It’s a bit late to save this year, but a great time to plan for the new year.
4. A Value Prop Check
For every deal that is stuck or slow, make a list of all the buyers and write down their problem, how you solve it, and how you can talk to them about it to create urgency. If there is no urgency for them, there isn’t enough value in what you’re saying. You will need to review your value proposition.
5. A Reality Check
I know you want deals to close and to hit your numbers, but don’t ruin the holidays over something that isn’t going to happen until the 1st quarter. Instead, check-in with the clients and find out what is realistic. What would it take to close in the 4th quarter?
If you want to be positioned for a successful 2020, here is some holiday reading to help you get there:
- Recession-Proof Your Sales
- 10 Tough Questions to Close the Deal
- When Your Buyers are Stuck, Less is More
- Desperate for Leads? Keep Your Funnel Full
Happy Holidays from all of us at Alice Heiman, LLC!
One more holiday gift for you, if you would like a 30-minute session to talk about setting your team up for success in 2020. Schedule an appointment with me!
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