Q4 has arrived! With just 3 months to reach those all-important partner targets, it’s time to get serious and focus on the tactics that will get you across the finish line. Check out our year-end sales tips, draw up your strategy and get your celebratory champers ready to pop!
1. Review Outstanding Maintenance
Despite being the easiest way to boost your partner earnings, our first strategy is one that’s often overlooked! Be proactive and review your existing licenses to see who has a maintenance renewal on the horizon. More often than not, you’ll uncover several customers who are ready to renew- so make that call and see how they’re getting along!
2. Arrange Annual Reviews with Your Best Clients
You know your best clients, the ones who have grown with you over the years and with whom you’ve built a relationship stronger than Hewlett and Packard. Arrange an end of year catch up call to see how they’re getting along. Ask about their plans for the next few months. Are they hiring or establishing new teams? Could they benefit from a new feature, another edition of 3CX or a larger simultaneous call count? Your best customers will feel more comfortable sharing their pain points and are more likely to trust your recommendations. If there’s a genuine need (pushing for a sale without a cause will only lose clients), suggest an upgrade.
3. Ask for a Referral
Use your network and ask clients to refer to organizations with similar needs, who would benefit from the services you offer. It’s one of the easiest ways to win business as your clients actually end up selling for you, through their endorsements! You could even offer an incentive to encourage them.
Another easy way to capitalize on advocacy is through client testimonials. 87% of your clients are willing to give you a testimonial- but only 10% of companies ever ask for one.
4. Offer Free Hosting
Have a customer who’s on the cusp of purchasing but objecting to the upfront cost? Sweeten the deal and offer them free hosting for their first year, with Hosted by 3CX. We’ll host, manage and maintain the system so you can relax knowing that you’ve gained an additional client without gaining the hard work.
5. Keep Calling
It may surprise you but statistically speaking, the likelihood of reaching decision-makers actually increases toward the end of the year, so don’t give up calling if you haven’t reached your target as the holidays draw close. Busy diaries can free up towards the end of the year as workloads typically decline. It’s the ideal time to reach out to prospects who are usually too busy for calls. Plus, as spirits are high, you'll find they’re also more willing to have a chat!
6. Capitalise On “Use It Or Lose It” Budgets
For many buyers, it's now or never when it comes to spending their annual budget. For some, there’s even a fear that leaving funds unspent will result in smaller allocations the year after, meaning year-end tech splurges can be more common than you’d think! If you’re speaking to a client with a ‘use it or lose it’ budget, get flexible with your offering. They might be willing to commit earlier if they can pay a portion of the cost now and a portion in the new year when funds refresh.
7. Don’t Forget to Fill Your Funnel!
With pressure mounting, many reps make the mistake of dropping everything other than deals that could close before December. Whilst it might seem tempting, doing so can exacerbate pipeline issues and lead to a rocky start in the New Year. Remember to dedicate a few hours a week to top-of-funnel activity (LinkedIn Posts, discovery calls, demo’s etc) which will help to ensure you have a full pipeline to get back too after the holidays.
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