It really is 2017. All the celebration, hoopla and hype are way behind us…well, till next year that is. So, what are you going to do to make 2017 your most profitable year ever? Read on for my five tips to make 2017 your most profitable year ever!
1) If you didn’t do it in December, and you didn’t do it in January, it’s time to get organized. Carve out time on your calendar, right now, for prospecting. You’re better off making calls every single day than to crowd all of your calls into one day. Be realistic - don’t say you’re going to make 7 hours of calls if you really only have 45 minutes available.
2)Prepare. If you don’t have a good, targeted list of leads that fit the profile of your Ideal Prospect then it’s time to create it. And, if you’re not 100% sure of what you’re going to say when your prospect answers the phone, or what you’ll say in a voice mail or in a prospecting email, then it’s time to give this some serious thought to that as well. It’s too hard to get prospects on the phone these days and it’s also hard to get them to return a call or respond to an email. This is not the time to be winging it.
3) If you did not make your numbers in 2016, figure out what went wrong. If there is something you can change moving forward to get a better result – do it!
4) Were there opportunities that you missed out on in 2016? What sales did not close? If you’ve not already done so, go back to those prospects, and ask them about the status of their company and/or the project or account that you were discussing. Determine whether or not you can breathe new life into this old opportunity.
5) Take a look at all of your prospecting activity from last year. What was the most productive and profitable for you? It doesn’t matter whether it was cold calling or referral selling or networking or canvassing or social media. Identify the top two or three activities with the highest ROI and do more of those activities, and less of the ones that didn’t work as well.
Want more advice on achieving your best prospecting results in 2017? Join our free webinar, 2017 Prospecting Secrets, next Thursday, February 23rd, at 10:00 am PST. I'll be discussing all too common prospecting myths and misinformation that could be torpedoing your efforts, why metrics matter, the single best way to grow your pipeline this year, and much, much more! Click here to register!
Wendy Weiss is known as "The Queen of Cold Calling™". She is an author, speaker, sales trainer, and sales coach. She is recognized as one of the leading authorities on lead generation, cold calling and new business development. Her clients include Avon Products, ADP, Sprint and thousands of entrepreneurs throughout the country.