Today is Tuesday, December 16th, 2014. Excluding weekends and the Christmas holiday, that means there’s only 11 business days left in 2014. Translation: you’ve only got 11 days to close deals.
Having said that, if you haven’t established conversation with your prospects as of today — good luck. As the end of the year is fast approaching, people tend to unplug and rely on their trusty Out of Office (OOO) auto-reply. But, don’t turn into a Scrooge in the face of the “OOO” blocker. We at ToutApp still believe that Wednesday, December 31st will be one of your most important sales days of the year.
Think of December 31st in these terms: it’s another day to do what you do best. Sell.
Know Your Pipeline
As mentioned earlier, December 31st isn’t the best day to go around and try to open new business. It’s more than likely that you won’t be able to reach the right people, let alone anyone at all. December 31st is all about tying up loose ends. Wrangling in the stragglers and making sure they sign that DocuSign.
Chances are, you’re in sales at a company that has some sort of organized pipeline. You know your pipeline. And, you know exactly where each prospect is in that pipeline. If they’re in the training stages–great, make sure they have everything they need to get them going on January 5th. If a prospect is in final evaluation stages, give them a ring and close that deal.
Close from Anywhere
The beauty about technology, but more importantly, technology paired with sales is that you can close from anywhere. Your parents couch in your PJs? Close those deals. In an empty office in San Francisco? Close those deals.
If your prospects are like you–they’re just trying to close deals too. Sure, some of them will be OOO. But, maybe they’re in sales too and they’re trying to close out the year and quarter on a high mark.
What I’m saying is this, everyone needs a break from their family during the holidays, and they’re going to check their email. And, if they’re going to check their email you might as well sign them a DocuSign with an end-of-day expiration date.
On December 31, 2013, Market Wired published an article titled “Today is the year’s best day to buy a car.” Why? Because everyone loves a deal. Why pay full price on December 30th when you can cut a deal on December 31st? People wait until the last day of the year because the odds are in their favor. Last day of the year = prices are slashed!
Salespeople need to clear their inventory and meet their sales quota for the month. And people, well, we’re a buying culture and we’re always on the hunt for a deal.
Like any consumer, everyone knows that a good thing (like a deal) won’t stick around forever. There’s an steadfast expiration date. Unlike those Bed, Bath and Beyond 20% off coupons (though, technically, they have an expiry date–but the store honors them anyway).
It’s the last day of the year and if you don’t sign today, prices are going to skyrocket next day on January 1st.
On the prospects’ side, most likely, if they haven’t spent their entire 2014 budget yet–chances are they’re going to do it on that day. Prospects are on the hunt to spend the rest of their fiscal budget money and get the best deal to set them up for success in 2015.
What better way to end off a successful year than with a strong sales close? In the words of ToutApp’s VP of Sales, Eileen Wiens says, “It ain’t over until it’s over.”
Here’s to December 31st!