Core selling months by  Mike Pagan

Mike's profile on the executive and business coaching network

I am a firm believer that there are only 6 'core' selling months in the year for new business - the rest are all part months or non new business months. The table shows the 'selling zones' for my business.

What does this mean? For you? And for me? Does it mean I shouldn't bother with the non core months?

Far from it!

It is easier to make excuses for not achieving sales in the non-core months but that does not mean we shouldn't be trying, some of my greatest success have been achieved in non-core months.

If you are trying to fill the diary for January next year now (October) is the time to be really focusing. If the average lead in time is 6-12 weeks then December and January will be too late.

During the non-core selling time it can be more difficult to get to the 'Real' decision maker that is the major difference. In many instances the decision has to be made by more than one person, which means you may have to close the deal more than once.

The timing of any marketing campaign needs to tie in with your 'selling zone' calendar. We have experience of the effectiveness of telemarketing, PR, advertising and email campaigns can be increased or reduced by 50% or more by changes in timing alone.

If my beliefs are correct by focusing now you have two months to make it happen or the start of next year could be a quiet one!

Two months of core selling equates to 9 weeks - which equates to 45 days - do I need to go any further?

Good luck to you all growing your businesses.
 

Copyright 2002-04 ©Mike Pagan used with his expressed written permission

Executive and business coaching network