It’s finally upon us, the final quarter of 2021. This time of the year is the most important for businesses in terms of sales. Why? Because how well you perform in the fourth quarter will determine how your following year will go. The more you take advantage of opportunities during this time the better your chances of beating your competitors.
Any other year, this period is already quite stressful for many businesses. Add a continuing pandemic, a fairly new and unfamiliar work setting for some employers, an unstable economy and things get extra tricky.
Well, worry not. As with anything, all you need is a solid plan and some good old gumption.
We’ve compiled some tried and tested strategies below for closing out the year as successfully as you can.
Start with the right tone
A lot of employees dread the final quarter and if they aren’t motivated, it can result in low productivity. Get your team together and hyped for the final quarter. As their team leader, it’s crucial to set the tone as early as the first of the month.
Talk about the progress you’ve made together as a team and how you can end the year on a high note. Highlight each member’s role and how they can greatly contribute to achieving the company’s goals. Acknowledge challenges and concerns and how you’ll overcome them together. If it’s possible, offer incentives and bonuses for reaching certain objectives.
Review the year that was
After getting everyone excited and focused, the next thing you need to do is review and assess the past year.
How are your sales figures? In which parts were you successful and which parts were you lacking? What got you conversions or gained you referrals? What opportunities were lost and why? Are there still prospects you can follow up on?
Be thorough and compile your answers. Get insight from each team member. With all this information in hand, you can create an effective plan.
Focus on your customers, old and new
With the last quarter having so many holidays, focusing on customer experience is important. Maintaining smooth customer experience, offering discounts to attract new customers and exclusive offers to loyal customers, and paying extra attention to questions and requests all go a long way in building relationships and carrying them over into the next year.
Keep in mind as well that these have been difficult times. Offer messages of hope and solidarity with your audience and how you’ll pull through together. Send “thank yous” for their support and loyalty.
Think about 2022
While reaching out to clients and customers during the holidays is a must, the truth is that like you, they will most probably be busy with their own business. Sometimes giving them space is better as to not potentially annoy them with last-minute sales talks. That’s why you shouldn’t just focus on closing a deal before the year ends.
Instead, start positioning yourself with your customers and clients in 2022. Get a foot in the door and let them know you’ll be there to help them achieve their goals next year.
Review, improve, and repeat
At the end of every month during the fourth quarter, review your plan and find out which areas need improvement. If there’s not much time left, take note of what you need to update and apply it for next year.
The fourth quarter doesn’t have to be a daunting time for everyone on the team but not a time to be laid back either. Gather the data, make your plan, adjust accordingly, and plan ahead for 2022.
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Let’s talk about your end-of-the-year needs! Schedule an obligation-free consultation with us now.
