Are Your Clients Really on Holidays
Are Your Clients Really on Holidays
Have you ever wondered how can you keep your sales moving during these periods of "slow" demand?
In a minute I'll give you some tips on how to keep your revenue flowing when the rest of the world slows down, but first a few important points.
Point #1.
Not everyone is on holidays. This is a simple point but one that is often lost amongst the holiday plans and seasonal priorities. And many of those who do take holidays may have shorter breaks than they used to. So make sure you're working with the facts, not just a general assumption that "It's not possible, because everyone's on holiday".
Point #2.
Don't leave it until the last minute. You really need to plan ahead to make sure you've got options. Planning for industry slow periods needs to be done months in advance. Leaving it to the last minute may be OK for some, but most of us will find the opportunities have gone elsewhere.
Point #3.
These ideas usually work best when you have an existing relationship with a qualified client. So work hard to establish the relationship, and get your client to understand that you really can help them. When this is achieved you'll often find your client is willing to consider changing their timing, and maybe even waiting a little, to have you do their project.
Did you notice I just said a "qualified" client?
Here's a few tips to help you qualify your clients:
Establish real rapport. It's not always easy, but if you can't relate to your client how will you be able to work with them.
Make sure your client:
> Has a need for your services.
> Has an interest in what you can do for them.
> Has the motivation to do what is required, including making a decision.
> Has invested some time in you. This can be a good indicator they are willing to work with you.
OK now, to rack up those projects for the slow times consider how you can…
Make it known. Clearly tell your clients that you will be available over the holiday period. Don't assume clients will not want to work with you. Many clients will have extra time available to focus on what you can do for them, and to work on making progress with you.
Offer incentives to use your services during this slow period. There's no need to "give away the farm", but be creative about how you can tailor an offer to suit the occasion and stimulate clients into action. A good example is a recent special offer from Debra Jarvis of Brisbane-based Feng Shui Miracles. Her offer of Mini-Miracles prior to Christmas is perfectly timed and matches the holiday/New Year spirit of the occasion. Find out about Mini-Miracles here.
Generate extra leads earlier in the year. One of my clients is about to have the first New Year period ever with projects on their books to start in January. Typically their industry is seen as "quiet" over the New Year period. Initially they didn't believe they would be able to secure work to be done over the usual December/January holiday period. But during the year this firm took a different approach and generated enough leads, and managed them correctly, to take them through into next year.
Stay in touch. Be proactive and call your clients to: check their progress, help them plan ahead, do some research, or ask for referrals. Clients have their own concerns that may keep them from thinking about how you can help. Take the time to communicate.
Are Your Clients Really on Holidays - To learn more about this author, visit Stuart Ayling's Website.
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Most industries have regular cycles of slow time. This is often around Christmas/New Year when many people are on holidays. But it could be based on other reasons such as seasonal sales peaks and troughs, or end of financial year issues.
Have you ever wondered how can you keep your sales moving during these periods of "slow" demand?
In a minute I'll give you some tips on how to keep your revenue flowing when the rest of the world slows down, but first a few important points.
Point #1.
Not everyone is on holidays. This is a simple point but one that is often lost amongst the holiday plans and seasonal priorities. And many of those who do take holidays may have shorter breaks than they used to. So make sure you're working with the facts, not just a general assumption that "It's not possible, because everyone's on holiday".
Point #2.
Don't leave it until the last minute. You really need to plan ahead to make sure you've got options. Planning for industry slow periods needs to be done months in advance. Leaving it to the last minute may be OK for some, but most of us will find the opportunities have gone elsewhere.
Point #3.
These ideas usually work best when you have an existing relationship with a qualified client. So work hard to establish the relationship, and get your client to understand that you really can help them. When this is achieved you'll often find your client is willing to consider changing their timing, and maybe even waiting a little, to have you do their project.
Did you notice I just said a "qualified" client?
Here's a few tips to help you qualify your clients:
Establish real rapport. It's not always easy, but if you can't relate to your client how will you be able to work with them.
Make sure your client:
> Has a need for your services.
> Has an interest in what you can do for them.
> Has the motivation to do what is required, including making a decision.
> Has invested some time in you. This can be a good indicator they are willing to work with you.
OK now, to rack up those projects for the slow times consider how you can…
Make it known. Clearly tell your clients that you will be available over the holiday period. Don't assume clients will not want to work with you. Many clients will have extra time available to focus on what you can do for them, and to work on making progress with you.
Offer incentives to use your services during this slow period. There's no need to "give away the farm", but be creative about how you can tailor an offer to suit the occasion and stimulate clients into action. A good example is a recent special offer from Debra Jarvis of Brisbane-based Feng Shui Miracles. Her offer of Mini-Miracles prior to Christmas is perfectly timed and matches the holiday/New Year spirit of the occasion. Find out about Mini-Miracles here.
Generate extra leads earlier in the year. One of my clients is about to have the first New Year period ever with projects on their books to start in January. Typically their industry is seen as "quiet" over the New Year period. Initially they didn't believe they would be able to secure work to be done over the usual December/January holiday period. But during the year this firm took a different approach and generated enough leads, and managed them correctly, to take them through into next year.
Stay in touch. Be proactive and call your clients to: check their progress, help them plan ahead, do some research, or ask for referrals. Clients have their own concerns that may keep them from thinking about how you can help. Take the time to communicate.
Are Your Clients Really on Holidays - To learn more about this author, visit Stuart Ayling's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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