4th Quarter Sales: A Four Step Plan to Finish Strong

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By Mike Brooks

Knowing exactly how much you’re going to earn acts like a magnet that attracts clients, opportunities and business your way.  Having this exact number also motivates you to take action and continue taking action throughout the quarter.

Happy Fall everyone!  Next week is the first week of October and the official start of the 4th quarter.  I always know the end of the year is coming because that’s when my phone rings off the hook with companies wanting to hire me to help them finish the year strong.

So, what’s your plan to finish 2011 strong?
If you don’t have an immediate answer, then use the four keys below to get organized, focused and committed to having your best end of year yet:

1) Be Crystal Clear on your personal income number and revenue goal.

Quick: Exactly how much money are you going to earn by December 31st of this year?  And exactly how much business are you going to close to earn that?  If you can’t answer that with absolute clarity, then this is goal one for you.

Knowing exactly how much you’re going to earn acts like a magnet that attracts clients, opportunities and business your way.  Having this exact number also motivates you to take action and continue taking action throughout the quarter.

Take some time today to identify these two numbers and then write them down on a card and keep it with you at all times.  Post it at your desk, on your bathroom mirror, in your car, etc.  Remember, what you focus on you create.

2) Call your best/biggest clients first.

Your greatest asset as a closer is your current list of clients.  Now, I didn’t say “all” your clients, but rather your best and biggest clients.  It’s been said that 80% of your business comes from your top 20% clients, so who are they and what is your strategy to help them buy more this quarter?

Make a target list of these clients and begin calling them this week.  Be on the look-out for not only more business, but referral business as well.   Once again, identify a number you expect to generate from your top clients and add 10% to it.

Remember, if you aren’t getting their business, someone else is.

3) Call your “A” Leads Next.

Identify your most valuable leads next and make attempts to reach them by mid-October.  These “A” leads should include deals you almost closed earlier this year; leads or companies who told you to call back at this time; and those clients who regularly buy and who you know will place orders with you.

Prioritizing your leads in this way will make sure you spend your time in early October focused on those leads that will give you the best return for effort.  Bottom line?  Call these leads next!

4) Start visualizing how it feels now that you’ve accomplished your revenue goal.

A great motivator I learned from years ago told me that what’s important about goal setting is to begin acting and feeling as it you’ve already accomplished your goal.  He called it the “Be” state.

So project yourself to the holidays, and ask yourself, “What does it feel like now that you’ve accomplished your goal?”  “What are the things you’re enjoying now that you have?”

Start thinking about the company holiday party and what it feels like to receive your bonus or recognition.  How about your family?  What are they feeling now that you’ve made your goal?  How confident, positive and happy are you?

These are the feelings you should identify now and begin affirming every night when you go to sleep and every morning first thing when you wake up.   Again, you become what you think about all day long.

These are the four keys to having a great 4th quarter.  I’ve already organized my business to be in alignment with them, and I can already feel how good it is to have accomplished them.  It’s a great state to be in and I encourage you to get in alignment with these keys as well.

Have a great week and enjoy the 4th quarter!