Over-Relying on Customers to Make Up the Shortfall for Revenue

There are an over abundance of articles focusing on repeat business from customers. The 7 Tried and Tested Tips, the Art of Customer Retention or How to Encourage Customers to Come Back. You can spend hours reading the same thing over and over again.

What if sales had sold all they could to their customers? What happens when customers stop responding to your marketing efforts because they already purchased it? Especially at the end of the year, we turn to customers to help close the revenue gap. What if this time, there’s just simply not enough?

New Business

It seems impossible to uncover, sell and close new business by the end of the year. Maybe yes, and maybe no. There’s one thing most of you have in common, is that you subscribe to SalesLeads’ Project Reports. We sometimes get into the habit of looking at the SalesLeads system for what’s ‘new’. But most of us forget to go back to 2 months or 6 months and recall a project report that was not quite ready, but may be now.

You may have even exported the project report or saved it. You meant to go back to contact, but something else came up. And like all of us, it was put to the side until later. Well, now is later.

Log Back In

It’s time to log back into the SalesLeads system and search under “My Projects”. Input the Publish Date to reflect 2, 4, 6 months or however far back you need to go. If you’ve touched these project reports before, it’ll help you recall your last conversation. Put your game plan together for a fast and successful sales cycle. Now call, email and team up with marketing to get it started.

Now you have a really good way of closing that gap in 2019…and fill the funnel for Q1 2020.