COVID19 "Remote Working" Day One Hundred and Thirteen of Selling Copiers
Today marked the last selling day of August for me. I wanted to finish somewhere close to $100K but only managed to get to $82K. There was one last client that had a shot on Friday for two orders. I was able to receive the smaller of the two orders. Not what I was hoping for but I'm happy with the $82K.
Closing early has a couple of bright spots for me as I see it. For instance there's a little more urgency earlier in the month for that final push. Then there's the calendar month that so many close by.
The rest of this week is a mixed bag for me. Tomorrow means heavy prospecting because I have nothing else to do. I'm pretty much caught up on proposals and my "to do" list. The plan for tomorrow is to contact all on my opportunity list and then to dig into the CRM to see what I can develop.
I've been worried about September because I only have $66.4K that could close. At this point in order to make my quarterly goal I need $46K. This means that 70% of these opportunities will need to close by the 23rd of the month. I'd be much happier if the $66.4K number was $150K and the reason for that is because of averages. For me the average means that 66% of those opportunities will not close during the month. You'll lose some, some will move the buying decision out further while others will fall of the face of the earth. That 66% would be a bad number for me and means that I will only get about $22K of the $46K that is needed.
Another not so good sign is the Labor Day weekend that's right around the corner. Figure on losing 1.5 working day thus our selling days is reduced to 20.5 days.
The only way to win is to prospect. It's the phone calls, the emails, the in-mails or text messages that will add opportunities. Even when times are as bad as they are in New Jersey we need to remember that sales (selling) is a numbers game. The more peeps you contact the greater your chances are for developing additional opportunities. Thus the way I see it, is that I need to add $80K or so in opportunities for this month. Yes, it's a tall task but I've never backed down from a challenge.
There's something I want. I want to have a better year than last year. I want to prove to my-self that I can do this even with a pandemic. There's times, well it's almost every night before I fall asleep that I run through all of the opportunities, the revenues and the opportunities that may close. In addition it's that time when I think about additional things I can do to help move an order to the finish line, I just wish I could tape those thoughts because most are gone by the time I wake up. 
There are two goals for this month. One is to hit my revenue number for the third quarter and the other is to garner an additional $80K in opportunities. I'll be tracking both of these daily starting in the AM.
I had one appointment today and that appointment was a good hour in travel time to get there. As much as I don't like to waste that time anymore that time was much appreciated today because it gave me to time to think. Most peeps will say when you're driving you're not working, however that's not the case because the entire time to and from the appointment is spent thinking about work.
By the time I got back to my home office and had some lunch it was about 2PM. I spent the rest of the day prospecting with nothing gained. But there is always tomorrow.
-=Good Selling=-
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