Businesses often obsess over one particular kind of number, their sales quota. It’s that time when numbers become exceptionally important as businesses race to meet their end-of-the-year sales quota. Sales goals have value for companies as they motivate employees to perform at their best, create momentum for an organization, and help a business become more profitable. However, attempting to reach those goals can sometimes feel challenging, particularly at the end of the year.
There are strategies that businesses and sales representatives can utilize to increase sales and make more profit while doing it. From creating urgency to bringing customer-specific solutions, learn how to set yourself up for success. These tactics can create compelling incentives to give buyers a nudge to close deals and help businesses meet their year-end sales quota.
How do I make my end-of-the-year sales quota?
Creating urgency, delivering personalized solutions, bundling products, and capitalizing on year-end spending are all ways that print businesses and resellers can work to meet end-of-the-year sales quotas.
Strategy #1: Create Urgency Around Solving a Problem
Creating urgency around a customer’s goals will help to incentivize them to buy as soon as possible. Frequently, one of the most difficult aspects of sales can be getting a customer to make the decision to move forward. Customers naturally have their own needs and timelines, which don’t necessarily align with a business’s year-end sales quota.
Create a sense of urgency, and encourage your customer to take prompt action by making them feel like today’s the day their problem will be solved. Rather than focusing on a timeline, focus on the urgency of solving the problem. Continue to restate the problem that they are facing and then reinforce how you are offering them a creative solution that solves that specific problem or need.
In order to do this successfully, it’s important to understand your customer’s needs and preferences and be prepared to recommend print and promotional products that address those concerns. Take the opportunity to suggest complementary products as well, such as asking if they would like the companion envelope for a form or recommending deposit tickets with all check sales.
Strategy #2: Deliver Personalized Solutions
You’re not selling products; you’re selling solutions. Demonstrate to customers how your products will fit their needs by delivering solutions designed to address a business need. There’s no need to wait for your customer to come to you with a product already in mind. Be proactive, ask questions that help identify known or unknown pain points in the business. A simple question like, “what do you wish you could change in your marketing campaign?” can open an important discovery dialog. Identifying their pain points will enable you to recommend personalized print and promotional products that will help them achieve their goals.
To see the greatest success, make sure that you not only understand a customer’s needs but that you are also well versed in your company’s offerings so you can provide them with a solution that will meet their goals and desired business outcomes. Print businesses and resellers can build long-term, highly profitable relationships when they understand what their customer truly values and then deliver powerful solutions.
Strategy #3: Use Bundling as an Incentive
Print businesses and resellers can provide more value for customers and incentivize them to make a purchase by bundling different products. A business that typically sells checks and forms might also offer envelopes, business cards, or even promotional items. If there is a product that you don’t currently offer, DFS advisors can provide the knowledge needed to expand into new product lines without adding any overhead.
Bundling is an ideal way to help companies reach their end-of-year sales quotas because it can not only lead to new sales now but it can also give you an opportunity to upsell those items in the future.
Strategy #4: Capitalize on End-of-the-Year Spending
Budget and timing are an essential combination. For many businesses, budgets expire at the end of the year. That means that as the year comes to an end, some businesses will be looking to use up the rest of their budgets. Print businesses and resellers can take advantage by trying to close sales before the end of the year.
Remember that customers are more than willing to pay a premium for something that truly delivers extra value to them. Even among products that have the exact same features, customers are frequently willing to pay a higher price for a product that they perceive to have greater benefits associated with it. The key is to highlight how you can help solve your customer’s challenges and the value that you bring.
Meet your end-of-the-year sales quota by learning your customer’s business, operations, customers, and goals, and then look for opportunities to point out where your product can benefit. Remember that customers don’t just buy products; they buy solutions to make their business more successful. Let DFS help you drive long-term business success. Outsourcing with DFS allows you to benefit from industry experts who can help you find ways to offer more printing services and make your business more profitable and efficient.
Key Takeaways
- Sales quotas motivate employees to perform at their best, create momentum for an organization, and help a business become more profitable.
- The right strategies can create compelling incentives to give buyers a nudge to close deals and help businesses meet their year-end sales quota.
- Print businesses and resellers can work to meet their end-of-the-year sales quota by creating urgency, delivering personalized solutions, and bundling products.
- Outsourcing with DFS can help you expand into new product lines without adding overhead.
