One of the key actions that you can undertake at the start of the New Year is to ensure that you have a plan of activity in place that will maximise your chances to secure the business you need for the year ahead
In my observation, many people know the sales figures that they require but often don’t have a robust enough plan of activity in place to achieve them
Key Drivers to Secure Sales
Other things being equal, over the next 12 months the number of clients or sponsors that you will generate will be determined amongst other things by the number of prospects you identify, the number of approaches you make to qualified prospects and the number of meetings you can secure
Likewise, if your strategy is based on attracting clients and sponsors rather than approaching them, your success will be determined by the number of activities which you undertake where you can showcase yourself.
A Robust Plan
The key is a logical and robust plan of action which if implemented will deliver the required number of prospects that you require to feed into your sales pipeline.
Required Action
Identify the activities that you can undertake to identify the prospects that you require e.g.
Review Face to Face Channels
Write down a list of all the events, associations, conferences etc that your audience will be attending and where you have the opportunity to meet prospects. Book yourself in.
If your competitors are attending these events and you are not, who is more likely to feed the prospect into their sales pipeline?
Review Media Channels
Write down a list of all the media that you and your team will review daily, weekly, monthly to identify prospects. Subscribe and start reviewing
Again, if your competitors have a logical plan to review relevant publications and you do not, who is more likely to feed the prospect into their sales pipeline?
Attraction Strategies
Identify all the opportunities where you can showcase yourself and your organisation
Approach conference organisers for the opportunity to speak to your audience
Approach magazine editors for the opportunity to write articles to attract your audience
Competitive Advantage
Whilst your competitors are easing themselves into the New Year, why not be the person, the team and the organisation that has developed and started implementing a logical, credible and robust plan to achieve the sales that you want to achieve