Hello Friends!
The New Year is right around the corner. If you have not already spent some time reflecting on 2017 and planning for 2018, my advice to you is that you start now. Here are several questions you might ask yourself to help guide your plan for 2018:
- Who were my best customers this past year?
- What made my best customers the best? Can I identify any patterns among this group?
- Who were my least profitable or most difficult-to-deal-with customers? Can I identify any patterns among this group?
- Did any industry or segment comprise a particularly noteworthy portion of my deal flow?
- Which of these industries or segments did I spend the most/least time researching and/or pursuing?
The goal of this exercise is to take a bird’s eye view of your year, to identify what did and did not work, and to determine what skills you may have developed in the past year that you can leverage in 2018. Let’s say you spent a lot of time in 2017 working with a specific industry, segment, organization, or professional role, and you can now honestly say you know how your solution maps into benefits they care about. Guess what? Simply cloning those profiles should give you plenty of prime target(s) for 2018.
To set yourself up for success in 2018, Selling Energy is pleased to offer a special holiday deal. Selling Energy’s three new membership tiers and online trainings are 10% off through January 1st 2018. Use discount code HOLIDAY and give a gift to yourself!
Want our daily content delivered to your inbox? Subscribe to the Selling Energy Blog!
