The first days of Fall bring cooler, vibrant weather and the sightings of leaves changing color. It can also bring a sense of foreboding and uncertainty about hitting fourth quarter quotas, deals that remain stuck in the pipeline, sadness at summer’s passing and concerns about the current and future economy.
Rather than getting caught up in second guessing outcomes for situations beyond your control, take a self-inventory of what you need to do to end the year strong. Stay focused on the behaviors that will propel you toward your goals. Don’t wait for your attitude to be "rip roaring" off the charts to take action. Behavior drives attitude, not the other way around.
Remember, a decision not to make a decision, is a decision. Either ramp up your prospecting activities or leave business on the table. Many companies have unspent budgets in the fourth quarter and need to make those buying decision before year end. Someone will close the deal - why not you?
Understand what your best qualified prospect looks like and then go find them. Concentrate on fine tuning who your ideal customer target is in terms of title, role, industry, business, demographic, etc. When you find them, actively listen 80% and speak 20% of the time. Frankly, potential buyers are not interested in the minutiae of details around your product or service. Prospects are seeking solutions and they buy for their reasons not yours.
Also, beware the prospect who is not talking; they are not a prospect. Don’t waste time with “suspects” but identify those companies and individuals that you can genuinely help and who have the budget to work with you. Your job as a sales professional is to build a book of paying clients, not build a book of new friends.
Develop a behavior cookbook that defines and measures your activities. Be specific in the different types of prospecting pursuits you’ll commit to doing. Block out exclusive times for specific activities like cold calling, networking, inner/outer circle referrals, social media, digital connections, mastermind meetings, free talks and attending industry conferences. Then do them like clockwork. Do them as if your life depends on it. Remember, action surpasses perfection all the time, every time.
Your time is precious, use it wisely by getting conversations with the right people at the right time. Make good go/no go decisions and use an efficient sales process that is measurable, efficient, effective and consistent. Seeking success without planning is like trying to harvest where you haven’t planted. Work smart in developing opportunities that will pull you forward now and propel you into 2023!