Dec. 30, 2022
Four key steps for a FAST sales start in the new year!
Four key steps for a FAST sales start in the new year! Looking to get a FAST start with your sales in the new year? Listen to this episode! Joe Beck, Founder of "The Sales Activist," breaks down 4 critical steps to help you jump-start your sales year...
Four key steps for a FAST sales start in the new year! Looking to get a FAST start with your sales in the new year? Listen to this episode! Joe Beck, Founder of "The Sales Activist," breaks down 4 critical steps to help you jump-start your sales year and get ahead of your sales goals!! You don't want to miss this episode!
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Welcome to the Impact Sales Podcast. I'm your host, Joe Beck,
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and I am super excited to be with you here
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today for this episode. This is a topic that's near
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and dear to my heart and that's getting a fast
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start to the new sales year. Well, before we dive
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into that topic today, I wanted to spend just a
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minute talking about what's going on in the market right now.
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Right around the time that this episode drops, we're going
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to be right in the middle of the holiday season.
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People are taking time to rest and reflect on what
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the current year has been like, what's worked, what hasn't worked,
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the things that maybe they would have liked to have
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tried but didn't get a chance to, and their start
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need to tee up what they would like their next
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year to look like. So this episode today is going
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to be well timed for all of you that are
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out there planning for the new year, anticipating what you
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wanted to look like this episode today, listening to this
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episode is going to have a major impact on your success.
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So don't go anywhere. We're gonna take a quick break
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and we'll be right back. Hi. This is Joe Beck
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with a sales activist. Are you a high ticket coach
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or entrepreneur selling a high ticket product or service. If
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you are, how would you like to triple your sales
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results in six months or less without spending an additional
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penny on advertising? That's right. If you're a coach or
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an entrepreneur and your sales results aren't exactly where you'd
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like them to be and you like to quickly figure
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out how you can triple them in six months or less,
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I'd like to talk to you. You could schedule a
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complimentary Impact Sales strategy session to talk about exactly how
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we can help you triple sales results. Guarantee. Just reach
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out to me by texting the word sales to the
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number four oh nine five oh nine seven three five five.
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That's sales to four oh nine five oh nine seven
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three five to five. You could schedule a complimentary consultation
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and we'll talk all about how we can triple your
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sales results in six months or less. This is Joe
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Beck with the Sales Activist. You don't have to settle
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for average sales results. I'll talk to you s and
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we're back with the Impact Sales Podcast. I'm your host,
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Joe Beck, and we're going to dive right into our
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topic for today, which is four specific things to help
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you create a fast sales start to the new year.
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We Like I said in my intro, this is a
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topic that's near and dear to my heart. This is
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something that you know, I've been talking about with sales professionals, coaches,
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entrepreneurs for many, many years, and that's getting a fast
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start to your sales year. You know, like with anything,
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sometimes how you start, the faster you start, the better
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you can trend against your goals, the easier things become
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throughout the year. It's not always the case, but it
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can be in many cases. And you know, over a
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thirty four plus year sales and leadership career, I've learned
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a lot of different things to be able to help
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people get a faster start to their sales year. And
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it's not that you can't make things up as time
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goes on. It's not that you can't get caught up
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on your goals, your objectives and whatnot. But you never
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know what the future is going to bring, and I
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always believe that it's always in your best interest to
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get a faster start, get ahead of your goals or objectives,
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to trend in a better place versus trying to play
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catch up all year. I think it's less stressful for
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the sales professional, the coach, the entrepreneur who's trying to
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sell for themselves. I think it takes pressure off of
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you when you get a fast start and trend better
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against your goals throughout the year. I think it makes
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it a lot more fun and easier to do things
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when you're on track to your goals and objectives. And
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I just believe that being able to position yourself to
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have a fast start creates a lot of excitement and
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momentum throughout your year. You feel energized and enthusiastic about
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it because you're off to a good start, just like
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I believe that. You know, the longer you go with
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a slow start, the more that that can eat at you,
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The harder it becomes, the more stress you feel, and
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sometimes the harder it is for you to accomplish what
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you'd like to accomplish. So you know, the topic today
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is four very specific things that you can do to
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create a fast sales start, So let's dive right in
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and talk about number one on the list. So number
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one on the list, and I think this is one
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that people overlook, but it's a reality, and I think
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it's so so important. Is you should make sure that
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you're prospecting and lead generation efforts are set in your
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calendar for the entire year. I mean block them off. Now.
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I know this is more of a time management topic,
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but I'm going to tell you, as far as your
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sales success goes, it's amazing how many people don't do
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this one little step. They don't block off time in
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their calendar and make sure that they have prospecting and
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lead generation time built right into their schedule. If it's
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not in your schedule, now get into your calendar as
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soon as possible and block that time off. Make sure
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that you schedule that time throughout the year. It's not
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that you can't change your plan, but set it up
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for your entire year. Put it in the calendar, make
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sure it's set, make sure it's scheduled so it doesn't
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get overlooked. It's amazing to me how many times I
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talk to people after the first quarter of the year
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and they're off to a really, really slow start. They
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aren't having the sales results that they'd like to be
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having by that point of the year. And then we
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go back to look at January and they kind of
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just kind of phased into the new year with this
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lax of days ago, you know, low energy effort, meaning
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they get through the holidays and then it's kind of
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just slowly starting things up, cranking the engine going at
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the beginning of the year. And when you look at
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the calendar, they hadn't really committed to a certain amount
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of time to prospect and generate leads specifically in their calendar.
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So number one in the list, make sure you schedule
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that effort in your calendar for the entire year. Block
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that time off. Now, again, this is a time management thing,
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but I'm gonna tell you it's also a sales thing.
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If you don't block that time off, those things probably
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aren't going to happen. Something else will come up, some
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other distractions, some other issue that you need to deal with,
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will distract you from making sure those things are done.
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So get that into your calendar. It's not that you
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can't change it. You can make adjustments as you go.
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But if you don't put it in your calendar across
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the whole year. Right now, at the beginning of the
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new year, you're gonna find that you're gonna be playing
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catch up because you're gonna not have it scheduled. Other
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things are gonna come up, hot topics, issues that need
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to be addressed, and as a result, you'll keep pushing
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off that prospecting and lead generation effort. And that includes
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whether you're doing that yourself or whether you're working with
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a company to do it. Make sure those things are
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set January one, the first day of the year, and
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that they're set for the entire year. It's not that
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you can't change them. You absolutely can. You can go
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back and change them later, but get them in your
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calendar first. Make sure that that's set up. That's number
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one on the list. So let's jump on to number two.
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Numbers two through four require a little bit more description
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and explanation, So let's jump right into number two and
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number two is reconnect and refresh communication with your entire
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sales pipeline. Now, this is one that makes people a
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little nervous. They get a little uncomfortable sometimes, and I'm sorry,
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but you know, to to achieve great sales success sometimes
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you have to get a little uncomfortable. Well, in this instance,
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I highly recommend if you want to get a fast
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start to your new year, that you go back through
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your sales pipeline. No matter where somebody is or was
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in your pipeline, if they are not yet a client,
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if they are somebody that has pushed you off, has
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said no, just isn't ready. They're still being developed. No
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matter who they are, I recommend that you reconnect, re
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engage with them, and refresh communication throughout your entire pipeline. Now,
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this can be such a great, great step for your
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business that I can't emphasize enough how important this could be.
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It's amazing to me how many times people lose touch
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with prospects, or they don't follow up in the right timelines,
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or something changes with that prospect and the prospect hasn't
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updated you. You know, you can't sit back and expect
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that they're going to communicate with you what's going on
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with them. You need to be the one that takes
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the reins and is proactive and communicates with them. So
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to start your year off, if you want to get
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a fast start, do a reconnect with every single person
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in your sales pipeline, no matter what the status was.
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Just reconnect with them. Find out what their plans are
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for the new year. Find out specifically you know if
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things have changed, if there's anything new that's come up
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since you last connected with them. It's amazing to me
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how many opportunities are missed simply because we don't know
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what we don't know. People have things changing and going
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on in their business all the time. Budget becomes available,
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decision makers change conditions within the business, change good or bad.
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All of these changes can happen constantly within your business.
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Yet we have it in our notes to follow up
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in ninety days or one hundred and eighty days, and
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we just sit and wait for that little reminder to
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come up in our system telling us to reach out.
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We'll throw the reminders out the door and make contact
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with everybody in your pipeline. Do it as quick as
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you can. And the reason is you never know what
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you can jump start by way of opportunities. Sometime opportunities
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that you thought were lost could be reinvigorated and brought
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back to life. Sometimes people that you thought that weren't
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ready have now become ready and could be a legitimate
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opportunity for you right now now. Sometimes you will get
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somebody that'll say to you, hey, I'm not quite ready,
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that's okay, Just checking in with you. Wanted to make
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sure that you had Number one great holidays. Number two
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that if there's anything else that I can do to
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support your efforts in the new year, please reach out
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to me. I want to be your trusted advisor and resource. Okay,
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even if you aren't working with them yet, make that
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offer to them. Communicate to them that that is what
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you'd like to do for them. You want to be
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their trusted advisor and resource in your particular area or category.
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And that is such a powerful statement because whether they
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work with you now or later or never, if people
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perceive you that way, that will be how they treat you.
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That will be how they interact with you. They will
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look at you as that trusted advisor and resource. Now,
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of course you're going to need to do your thing.
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You're going to need to do your part. You can get,
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deliver quality service, do great at what you do, make
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a huge impact on them. That's all part of it
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as well. But if they're not ready now, just plant
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that seed and say I will be ready for you
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whenever you're ready. I'm here. If I can be of
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a resource to you, please let me know. But it
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starts with reconnecting It starts with refreshing those communications right
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out of the gate to start the new year. Now
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why is that so important, Well, I'll tell you everybody,
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if they're smart about their business, everybody in the beginning
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of a new year, wants to get things going in
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a big way. They want to start in a positive way.
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They want their year to get off to a good start.
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They want things to happen, their business to improve. It's
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the ideal best time for you to be talking to people.
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It's the ideal best time that people are going through
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this mindset of new year's resolutions and a fresh start
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and an opportunity to start over and make up for
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mistakes or things that didn't go the way that they
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thought they should have gone in the previous year. It's
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your opportunity to engage them that way and tap into
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some of that energy and enthusiasm and get them the
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help that they need through the product or service that
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you offer. And it's such a unique opportunity that the
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beginning of the year that you know you try to
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do the same thing later on. It's not quite as
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powerful now, maybe it has some of the same type
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legs to it. At the end of the year. Wanting
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to finish the year strong. But in the middle of
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the year it's not always as powerful statement. But to
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start a year off, it's so important to reconnect with
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those people and just refresh those communications that you have
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with them. Now, that is for the people in your
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sales pipeline, But who else should we be communicating with?
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And that goes to number three, And this is one
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of my favorites. This is a big one. This is
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one that so many people underutilize and missed the opportunity
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to make the most of. And that's reconnecting with business
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associates and contacts that you haven't spoken to lately. Now
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I'm not talking about people that are already prospects. I'm
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