March Madness… Starts Today!

Have you ever had a sale that closed really quick?

One that resulted in a core, loyal, customer that will gladly act as a reference and give you referrals.

How did you make that happen? I will argue that you had two things working for you timing and a relationship.

When you have the right timing the sale almost happens by itself – There are few challenges getting to the decision maker, understanding their dissatisfaction, presenting a solution, or closing the sale.

When you have the right timing you get the best customers – Highly appreciative, loyal, customers who represent 80% of your profits, be less than 20% of your headaches, and are most likely to provide you with the most treasured thing in sales, timely referrals.

But timing alone didn’t win you the sale. You won that sale because you already had a relationship with the decision maker when they developed a need for what you sell. This relationship probably resulted in first mover advantage – You got to the decision maker shortly after after their buying process started but long before your competitors selling process began.

Those who expect to close out March with a strong first quarter strong know it’s not the decision makers they are talking to today that will make the difference.

It’s those who they don’t have a relationship with yet but are highly likely to experience a Trigger Event in the next 30-60 days and now have an urgent need for what you sell.

Don’t wait until they experience the Trigger Event and want what you sell. By doing so you start out in the red zone of the Credibility Curve below and you are unlikely to win the sale.

Spend a little time figuring out:

• Who do you want to be selling to in March?
• Which  Trigger Event will cause them to want the products or services that you sell?

Then start building a relationship today with those most likely to the have a need for your product or service in the next month or two. Move into the green zone by treating them today as you treat your best customers  and soon so they will become one.

So avoid the “I need to make my number” madness at the end of March and start building relationships today with decision makers who are most likely to have a need for your prodcuts/services in the next 30 – 45 days.

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