Soar to Success December 2017

SOAR TO SUCCESS / December 2017 / Business Acceleration Strategies Timing Matters in Sales By Diane Helbig W hether you sell B2B or B2C you want to be communicating when your prospects and clients are listening. The goal is to be top of mind when the prospect or client is ready to buy. There are three aspects to creating a communication strategy that puts your message in front of the prospect at the right time. Decide Timing Grab a calendar and plot things like holidays, deals you’ll offer, events, blog and newsletter submission dates, and calling/card outreach schedule. It is this schedule that will keep you consistently in front of your prospects and clients. This is something you don’t want to leave to chance! Wrap your promotions around events, holidays, or seasons. If you have a slow time of year, create an offer to pull in business. Here’s an example: If winter is traditionally slow, offer 10% off a product or service your clients can use at that time. Devise Messages Your messaging should be a mix of sharing infor- mation, offering promotions, providing tips, and