Hitting Your Year-End Sales Goals
Gearing up for the final sales push
As we close in on the end of the year you and your teams have either finished up your goals for the year or hopefully you’re closing in on them. The tail end of each year is always a hard time to not just close sales but also to just get in contact with people. As the holidays approach, it is more challenging to reach customers.
Keeping these factors in mind, I have some sales ideas below to help ignite a sprint to the year-end finish line.
Contact all past and current customers. Generate an email or mailer to each of these two groups. One for the past customers which indicates that you want to try and earn their business again. Highlight something that has improved or changed since they last were a customer. Then do another for current customers which is targeting to cross sell them additional, newer or updated products. This is a very common sales approach but be sure you do it. I’ve found that this reaches the largest number of people, therefore resulting in many conversations and sales. You’re casting a wider net but this yields results.
Targeted months of past purchases. Go back a couple years and see who made purchases or became new clients during November and December. Contact them individually via a personal email or phone call. With a past purchase during these months there is a high propensity that they buy again this time of the year. There was a reason they purchased during these months in the past. You may just hit them at the right time again.
Sales promotion for your team. This can be limited to just your sales team but maybe you open it up to everyone on your team. You could think of it as an end of the year sprint. Make it a promotion that generates excitement and fun. The bigger the award and incentive the harder more will push. Be sure it’s something that is simple to understand and begin immediately.
Locking in current prices now. If someone has indicated a willingness or are considering an upcoming purchase, this is the time to offer locking in this year’s prices. With how inflation has affected almost everything locking in prices this year could pull forward some sales and save your proactive customer money. Maybe there is a price increase coming. Mention that and lock in costs before that occurs.
Discount or sale for current and prospective customers. A popular option this time of year is having a sale targeted to getting current customers to repeat as buyers. Then having a seperate sale targeted to prospective buyers to give them an incentive to buy now. This promotion can be crafted in a multitude of ways. Be creative but also craft it so it’s very simple to understand from a customers point of view.
Be honest and upfront. Explain that you’re close to hitting your year-end sales goal. Maybe this sale hits your goal. When all else fails, do not be afraid to ask what it would take to close the sale. Once you ask, be sure you shut up and listen. When you present this option, be ready for what they may ask for. You’ve given them control of the sales process, so be ready to accept certain terms or offer some concessions.
These ideas can be used at anytime throughout the year. The key is setting these practices into motion. Get these implemented today. If you happen to be close to your goal, I hope some of the tips help you and your team achieve your goals for the year.
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