Monday 8am: Read this newsletter
Monday 8:15am: Make the most of the holidays
That time of year again when we lay out your holiday selling strategy and key dates until the end of 2018. Grab your calendar and let's get to it.
November 21st - Thanksgiving Eve - This day will work like a typical Friday when referral sources will look to clear beds prior to a (hopefully) long weekend. Treat it as such.
November 22nd - Thanksgiving (enjoy!)
November 23rd - Day after Thanksgiving. If you are working this day, be available to your referral sources to coordinate referrals. If you are off of work, but in town...keeping your mobile phone on could pay dividends.
December 14 - FDTS (Final Day To Sell). This is the final day you should attempt any educational selling this year. After this time, many of your contacts will still be working, but with their mind in holiday mode, they won't retain anything you try to educate them on. Save all of your selling messages after this date until 2019.
December 17-21 - If your agency does any gifting to referral sources (including hand delivered cards), this is the week to do it. Again, be available to coordinate referrals but ride the holiday cheer and good feelings this week. Stay within the Stark and Anti-Kickback statutes with any gifts.
December 26-28 - Bi-annual re-qualifying. This is your time to re-qualifying ALL of your key accounts. Your referral sources will be more relaxed after the pressure of the holiday is over and you are likely to get a bit more time, and better information. Don't pass this opportunity by. You have a LOT of work to do in only 3 days, but 3 days is all you have. Ask all of your key qualifying questions to make sure that 2019 starts off with you using the latest and greatest info to craft your sales strategy for each account.
The next 6 weeks can be the most productive weeks of the year if you handle them correctly. Some reps are going to lose focus and let some of their market share slip away...don't be one of them!
If your agency needs to kick off 2019 with a bang, let's talk about about a custom day of sales training in YOUR office to get your team on goal and on track next year. Feel free to email me for details.