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5 Easy Trip & Tricks to Keep Your Business Thriving Through the Holidays

Five Easy Tips and Tricks to Keep Your Business Thriving Through the Holidays

Some businesses wait all year for the holiday buying season. Black Friday actually derives its name from this! It is called Black Friday because it was at that point during the fiscal year that a typical company went from the “red” (losing money) to the “black” (making money).

Other businesses are lacking at that time of year because potential customers are spending their money on gifts and decorations and travel instead of the more “boring” things like a new roof, appliances, new flooring and so forth.

Utilize the power of your customers being in the buying mood and make a ton of money while helping your customers too!

1. Customers WANT to buy during the holiday season!holiday-sale-shopping

People are in a buying mood. They are bombarded everywhere with sales and deals! Use this to your advantage! It should be obvious but so many small businesses just don’t do it! Create a Christmas (or whatever holiday you celebrate) campaign! Have holiday specials! Give a free gift with purchase!

For a small business, your budget is limited but something as simple (and cheap!) as free gift wrap goes a long way! This can work for any product. Selling new appliances? How about a free saucepan to complement that stove?  Selling flooring,  a nice welcome mat would be a great “buy now” gift!

2. Give potential customers free gifts to just listen to your sales pitch or test out your product

The trick is to have the freebie be in sync with your product. Your clients love free gifts! It can be challenging to get customers to honor appointments this time of year but you would be surprised what they will do for something free! It’s not an accident that banks are known for giving away free blenders for opening an account. It’s marketing and it works! Own a salon? How about a free sample size shampoo with every wet cut? Does your company sell furniture? You could offer free delivery.

You can use this technique at any time, but to tie it in with the gift-giving season, call it your “Holiday Special”. It’s “your gift to them”!

2. Change your telemarketing or telemarketer phone script for the season

In order to get the most results during this time of year, cover the holiday objection before your prospect even brings it up! Try using something like this:

“Prospect, we know it is the holiday season and you are busy! We are too! What we are doing for our customers who do XYZ right now is offering THIS REALLY COOL FREEBIE! We know you could definitely use it this time of year. I have an appointment available at this DATE/TIME or this DATE/TIME. Which is better for you?”

We have used this to give away free a free ham or turkey right before Thanksgiving with HUGE results! All the prospect christmas_giftshad to do was listen to our quick 45 minute sales pitch and they got a $25.00 gift card to Wal-Mart to get their ham or turkey.

We will be doing the same thing right before Christmas as well. The only change to the phone script will be “just for taking a peek at our product, we will be bringing you out a gift card for a free ham or turkey or would you prefer a $25.00 Wal-Mart stocking stuffer card?”

It is the SAME EXACT card but it changes the potential customer from thinking whether or not they want the sales call to what free gift they want when we do our presentation.

3. Train your sales representatives to explain how having your product or service HELPS them during the holidays!

Regardless of what product or service you offer, I am sure you can find a benefit to having that product or getting that service before the holiday. For example, do you sell cars? How about taking that road trip to see grandma in a brand new model instead of that tired old one? What if you are a massage therapist? Wouldn’t a nice, relaxing massage help you unwind before you go visit your mother in-law?

Find a benefit and sell it!

4. Give back to the community!
My company typically runs a food or toy drive for charity during the holiday season. For each presentation, we allot a minimal amount to go to that charity. It all adds up by the end of the month! We then present the donation to the appropriate charity with a BIG CHECK and have their picture taken. This not only gives back to your community but it also helps your company maintain a positive reputation in your area. You may even get some publicity out of it! For Veteran’s Day, we teamed up with Sports Clips on the “Help a Hero” project. They came to the office for the big check (and the real one) and will be featuring our company as one of the contributors to their fund raising efforts. .

 

Sales is supposed to be fun! If you, as the sales manager or business owner, gets stressed out over the holidays, your sales team will too!

Plan to have a successful holiday sales campaign, put it into place and then go have fun selling!

Motivate Your Sales People With Individual Challenges!

Motivate Your Sales People With Individual Challenges!

We all have that salesperson who is amazing when they are motivated and “on” and who just lazes around once they get some money in their pocket.  What can you do to get the guy with all the talent and skill but none of the motivation to get off their butt and DO SOMETHING?  How about an “Individual Challenge”?

 Individual challenges are unique in that not only do they motivate the salesperson, it is also a form of positive recognition. 

Here’s how it works:  Look at what your super star is CAPABLE of…  Don’t look at their best month or their best week but look at your numbers to see what you think that sales person could do if given the right motivation.  Once you have done that, come up with a budget you can live with and a reasonable time frame (I suggest one month).

The next thing to do is meet with that salesperson, one on one.  Make sure this meeting is very light-hearted and friendly, perhaps even a lunch meeting.  Find out what their goals are for the next time frame you have previously decided.  More than likely, they don’t have any goals at all!  Since you just looked at the numbers, you should be able to come up with a reasonable goal that is a bit of a stretch for them but still remains attainable.

Once you both have agreed on what a “reasonable” goal is for the time period, ask him or her what it would take for them to go just a little more and exceed those goals.  At THIS time, let them know you would like to arrange a PERSONAL CHALLENGE just between you and them.  From talking with them, find a prize that is both within your specified budget and something they really want.

Let’s just say your budget for that one person for the month is $300.00.  If you’ve followed my advice, you will know what your budget is before you have even met with your representative.  During your meeting with your potential super-star representative, they mention they would really like to have the latest and greatest gaming system.  Assume that gaming system retails for $250.00.  That leaves you with $50.00 extra dollars to really entice them to carry out the challenge.

The conversation might go like this:

Manager – “Billy, I know you’ve been hitting XYZ numbers but I feel like if you really push yourself, you can exceed that by 10%”

Billy – “You’re right, I probably could”

Manager – “Well, Billy, to be honest, I have thought of putting you in a special personal challenge.  If I were to do that, what would you want to earn as a prize?”

Billy – “You know I’d really love to have a Super Duper Gaming System.  At $250.00, it’s hard to justify spending that kind of money”

Manager – “I tell you what, Billy, if you hit XYZ numbers, not only will I give you that gaming system, I will also throw in a $50.00 gift card to the game store!  That should give you a little extra towards buying the game you want!”

That’s it in a nutshell.  It is simple and easy and your representative gets to pick whatever cash or prizes motivates them!

Make sure you keep the challenge between the two of you.  This is not a contest you want to broadcast until your sales person has earned it.

At the end of the challenge, if your representative has earned the bonus, THAT is when you want to promote it.  At the VERY NEXT sales meeting, make a big deal that you have put “Billy” in a personal challenge and reward that representative in front of everyone.  This way, next month (or time period), you can put a few guys in their own personal challenges and they will work really hard to get the recognition that “Billy” got last month.

If your chosen sales person didn’t reach the goals you put forth, meet with him or her again to reassess their goals and put them in yet another personal challenge.  You’d be surprised at how much activity you will gain from that personal recognition of what each one is capable of.

Good luck and have fun!