Conversational Selling Skills – Advice for the end of 2023

Yes, it’s December 13^th, but it’s not time to give up yet! Here are some things you can do to close out the year strong and start 2024 with a bang.

• CALL every prospect who told you the need to “Think it over,” this year. Check in, wish them Happy Holidays, and ask if they have had enough time to think it over. You may be pleasantly surprised!
• Send 20 LinkedIn connection requests per day. (per week if you’re too busy to do it every day) Consider: “Who is selling non-competitive products or services to my ideal client?” Connect with people you want to network with. Once they accept, thank them for accepting your connection request and set a time to meet, whether in person or via videoconference. Establish and NURTURE these relationships. I’ll take establishing relationships with good referral partners over reaching out directly to try to sell via DM all day long. This type of relationship can pay huge dividends.
• Contact every happy client you’ve ever worked with. Check in to see how they’re doing. Introduce them to others who may have a need for their services as well as others who they may be able to network with.
  ASK THEM FOR REFERRALS! Do not do this at the beginning of the call…GIVE first, then ask, “As you probably know, I grow my business through direct referrals from happy clients just like you. Who do you know that I should be speaking with?” Then, do the toughest thing for salespeople to do: shut up. They may tell you, “No one comes to mind but I’ll let you know if I think of anyone.” But they may also say, “I’m glad you asked…you should meet _________.”
  A well made introduction from a referral partner takes you halfway to the sale.
• Schedule time on your calendar (MINIMUM one hour) for the week between Christmas and New Year’s to set your goals for 2024.*Financial – How much money are you COMMITED to earning by 12/21/24?
  *Relationship – What goals do you have for your relationshps with your children, spouse or significant other, other family members, friends?
  *Spiritual – Whether you believe in a god or not, we’re all part of “something.” Call is what you like, what goals do you have regarding your relationship with the universal energy that binds us together as humans?
  *Physical – What goals do you have regarding your body?

  Show me any highly successful person and I’ll show you someone with big, clearly-defined goals. Dr. Maxwell Maltz claims we’re ALL born with a “success mechanism” in or brain. We’re BORN to be successful. But your success mechanism needs something to focus on, and what it needs to focus on is your goals. If you don’t have clearly defined goals, you’re using hope as a strategy. How’s that working out for you?

• Finalize sending out holiday cards and gifts, if any, so they arrive before Christmas.
  Not every client deserves a gift, but for those that do my personal favorite is FOOD!!
  You can order great gifts that are typically hugely appreciated and won’t break the bank.
  Carson’s Ribs have been a big hit for me in the past as well as Omaha Steaks. I also like sending fruit baskets from Harry & David. You can do a one-time basket or a service that sends different fruits each month for a year. 

• CALL every client you’ve worked with in the past two years. Notice I said CALL.
  DO NOT TRY TO SELL THEM ANYTHING
  Touch base to see how they’re doing, how their family is, are they taking a time off between now and the end of the year, any New Year’s plans…in other words have a conversation and be interested in them.
  Make people feel special and appreciated.
• Make 3 or more introductions per day:
  *Introduce networking/referral partners to someone who may need their services
  *Introduce your prospects and clients to each other if they have products/services they can useDon’t be concerned with, “But I’m not getting anything personally out of these intros.” YOU ARE. When you introduce two people where one or both have something the other may be able to use, you get the “credit” for making the introduction. People remember when you do nice things for them with no expectation of anything in return. GIVE generously. It always comes back to you over time.
• Ask yourself:
  What did I do this year to improve my weaknesses and/or build on my strengths?
  Did I read any worthwhile books?
  Go to seminars?
  Listen to podcasts?
  What can I do now to make sure I’ve grown, personally and professionally by this time next year?Create a list/plan and IMPLEMENT!

• Evaluate your current pipeline. Is there enough in it to start 2024 off at full steam? If not, get busy and send some emails, makes some calls, reach out via LinkedIn, knock on some doors…whatever prospecting methods you use, use them!Avoid starting out in January with a lack of appointments on your calendar and potential business in your pipe.