Well, it’s the end-of-the-year and I always get a bit antsy about now. 
This is when I get seduced by the temptation to hover over the contracts I want to close before year-end. I get itchy to get those deals signed, so that I can blow into new percentages of commissions and achieve epic levels of fame and adulation at my company.
I want to pull it all in NOW.
BUT, I have to remember that the watched pot never boils!
It seems to be a fundamental law of the Universe.
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If I focus on the deals that are about to close – somehow they don’t! My buyer loses budget, their company goes through a re-org, the priorities shift! It’s crazy. But downright reliable. THAT POT WILL JUST NOT BOIL!
When I remember to keep doing the right activity. Keep reaching out to my territory. Keep traveling to see people. Keep booking appointments. When I do all of this, somehow deals close and new opportunities emerge out of nowhere.
A success story
Here’s an example of something I did last week to keep my eye off of that pesky pot – and the outcome surprised me!
I went through all of my 2013 activity. Trips, demonstrations, emails, conversations…all of it. Then, I put together a list of everyone I had touched throughout the year who is not currently in a conversation with me.
Then, I sent an email to all of them – making sure to keep it personal – (no one likes to be part of a mass email).
In the email, I thanked them for the time we had spent together earlier in the year. I included a link to a cutting edge white paper that addresses a key topic in the industry. And, I asked if they had 30 minutes for a conversation to share their vision for 2014 with me.
Know what happened? I got a bunch of emails thanking me for continuing to stay in contact, I got three phone appointments with customers who wanted to discuss the timing of our contract for next year…and I got a commitment to buy for THIS YEAR – out of nowhere!
Very exciting!
On top of that, two of my deals in that pot of mine started coming to a FULL BOIL!
Keep loving ’em ALL UP and you can’t go wrong!
The Irreverent Sales Girl
I was recently talking with a friend of mine who does phone sales and she told me that her company says they are NOT ALLOWED to ask the prospect on the other end of the line if it is a good time to talk.
“If you want to make sure you have your prospect’s 100% attention, let THEM talk!”