How to crush the last quarter

Posted on 16. Sep, 2016 by in Uncategorized

As summer comes to an end, anxiety levels for some service-based professionals start to rise. Racing minds begin asking: “Will I make my year-end goals? How do I get there and what can I do immediately to make an impact?”

If you’ve already met or exceeded your year-end goals, congratulations! This article is still applicable to you because you will get valuable advice about how to secure business now for 2017.

If you haven’t met or exceeded your goals, take a deep breath and rest assured that we have you covered with the ideas noted below. Read on and remember, you’ve got this!

#1: Own it

Let’s face it… the real truth is that there is only one person responsible for where you are in your business right now. That person is you.

Everything about you is a result about your doing or not doing. Own it and accept that by doing the same thing, you will get the same results. If you want a different outcome, you need to change your behaviour.

Once you own this and decide it’s time to make a change, you have already taken a step toward achieving your year-end goals. You see, the most powerful change anyone can make, always starts in the mind!

As you read this article, ask yourself honestly whether it’s time for you to own it. If the answer is yes, you’ve already completed Step #1!

#2: Ways to Take Immediate Action

If you look at today’s calendar, will you see appointments and events that helped you to achieve your goals? If you were to look at your phone records for the day, would it show time invested with the people and projects that were your true priorities? Did you communicate with the people whose help you need to get you where you are going?

Taking action to support your goals is huge. Use 1-2 of these ideas noted below (or use some of your own) and flush them out further so that you have a plan of action to help meet your year-end goals:

  • When meeting with existing clients, always do a full-service check to determine if they have additional needs to be met and if appropriate, ask for qualified referrals.
  • Set up a lunch with Centres of Influence and business acquaintances to find how you might help each other.
  • Attend networking events where your ideal target audience hangs out.
  • Find ways to become more social with your clients. Research indicates that those who socialize with their clients receive significantly more referrals. For example, take your clients to lunch, volunteer with them at their favourite charity, engage in similar hobbies or activities together, invite them to dinner with spouses.
  • Find venues and places where you can present to your ideal target audience and create content in your presentation that will “wow” them. Be sure to offer a call-to-action or collect their names so that you can follow up.

#3: Planting Seeds Now for 2017

One mistake that I see often is that professionals are struggling to meet current year-end goals without planning or thinking about what they can also do NOW to secure a healthier business in the new year.

Start looking at the bigger picture. Are there any speaking, sponsorship or other interesting opportunities that can move you closer to your ideal target audience? By doing your research now, you will have a better chance to secure these opportunities for 2017.

Which skills and/or certifications are necessary for your profession? Review appropriate training or programs and get yourself enrolled. Investing in yourself will always benefit both your clients and your business.

Do you have a marketing and sales process? If you do, does it need improvement? Take an assessment of your current situation and determine what you would like to do next year that will help propel your business. For example, maybe you would like to get more active on social media. Start talking to the right professionals now so that you can have a plan in place for 2017.

The last quarter of 2016 can be your best one yet! All you need to do is take action NOW.


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