Don’t Quit Now

Don't quit now!
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Lisa Thal

Exceeding budget every month can be a daunting task. We all face account attrition, local business going national, and roadblocks to new accounts. My advice to you is, “Don’t quit now.

In a recent sales meeting, we discussed the phrase “Don’t quit now.” I asked the team what the phrase meant to them. The following are some of the thoughts they shared:
Keep fighting for the appointment by finding new ways to get in front of the decision maker.

Don’t quit sharing the power of radio with advertising agencies and direct accounts.

If you’re falling short of budget for the year, don’t give up on your year.

Don’t stop prospecting for new business.

Don’t stop providing solutions to your client’s needs!

Do you find yourself or your team giving up too soon? When you look at the words “don’t quit now,” you may also see: DOn’t quIT NOW. We need to DO IT NOW! What needs to be done right now to move your business forward? Start removing all the excuses as to why you’re missing revenue goals and start doing what needs to get done to achieve budget now.

Here are three principles you can apply to do it now:

1. Make a list of ten new accounts you can target. Create a substantial business reason as to why they should put you on their calendar. What idea or solution have you discovered that could improve their bottom line? Is there a recruitment opportunity that the company needs, or perhaps a new product or service line they need to create awareness for the consumer?

2. Make the call now! If you don’t make the call, you’re opening the door for your competitor to meet with them first. Once you have identified these essential targets you need to schedule time on your calendar each day to make the call to schedule the meeting. I recommend that you develop a plan that you can implement with various touch points every two days until you book the appointment. You can look for LinkedIn connections for an introduction. Call, email, or send a letter to the client as to why you want to meet or create a short video showcasing how you can help. We have so many creative avenues we can implement to earn the appointment with the customer.

3. Let go of the accounts on your list that you’re certain will not have the budget. It has been my experience that the smaller accounts end up stealing the most time. So, shift your thinking into investing your time with larger accounts that can achieve better success and reach their current customer or bring awareness to new customers.

When you approach clients with a “don’t quit now” mentality, I promise you it will be worth it!

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