And believe me I get it; keeping the energy high and the drive going can be tough as we head into his last quarter of the year. We are tired; we have worked hard all year to meet our sales quotas, excel at our goals, and ensure that our bottom lines are healthy and strong. Not to mention the fact that with fourth quarter comes budgeting, holidays, parties, and a much needed break in the everyday routine.
It is exactly for those reasons why fourth quarter is my favorite quarter of the year. It is the quarter that not only determines how strong you will start 2017, but it is t where most of your competitors have taken their foot off the gas. Success in business is about finding the opportunity and then capitalizing on it, and there is no better opportunity than fourth quarter. Make no mistake – the actions, behaviors, and sales expectations you have now will be the single biggest determining factor in how much business you do in the first quarter and perhaps all of 2017.
Sales and business growth start long before they hit your bottom line. If you want to have a strong first half of 2017, then you need to focus in 2016 on those prospects and customers you want to do business with next year. And fourth quarter gives you the perfect opportunity: while your competitors are slowing down you need to ramp up your fourth quarter strategy.
Holidays, parties, and yes, even budgeting give you plenty of reasons to head out the door to call on customers. One of the hardest parts of sales is just getting in the door and the unique happenings of fourth quarter give you every opportunity to get that door to open. So how do you get started and what do you need to do?
4 Business Growth Strategies To Jump Start 2017
1. Make A Plan – first and foremost, you need to make a plan, and you need to commit to make fourth quarter your strongest sales behavior quarter of the year. Work with your team to determine which customers you are going to call on, which prospects need to make your list, and then specifically ‘when and how’ you are going to call on them. Time is short in the fourth quarter, with end-of-year obligations, holidays and vacations, so time is not on your side. Be clear about what you are going to accomplish and who is going to be involved – both from a customer and an employee standpoint – and how you are going to do it. I advise my clients to have a 4th Quarter Road Map, a fourth quarter customer