It's Budget Season - Already!

If I ask a typical sales rep what time of year it is, I will hear answers like “vacation season” or “summer doldrums”.  You may be surprised to hear that this is budget season.  Yes, your customers are at the very beginning process of building out their budget plans for 2013.  Are you engaged in that process?  If not, you should be. 

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Here’s an example of how and email from my book worked yet again.  I was conducting a pipeline call with a rep.  He was frustrated that a prospect had gone dark.  After a few great meetings his contact was not returning calls or emails.  I suggested that the rep send an “Are You?” email right then, during our call.  He did and guess what happened?  The prospect emailed him back while we were still on the phone.  This, after weeks of ignoring repeated calls and emails.  That’s why I wrote the book.  The emails work – all the time!  If you have prospects that have “gone dark” – and who hasn’t – the book is for you.  There is also an email for following up on leads, and another for planning killer sales calls.  What are you waiting for?  Those deals won’t wake up on their own!

The book, Click “Send” and Sell!  Three Unconventional Emails with Extraordinary Sales Success  is available at just about every electronic outlet, including Amazon, Barnes and Noble, Sony, and Kobo. It’s also available for your iPad at the iTunes store.

No eReader? No problem! Click HERE to download and print the book in any format you want.

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If you have an existing customer and are looking to grow your business with them, now is the time to ask them about their 2013 plans.  This process will also help you understand just how good your relationship is with your customer based on their level of transparency with you.

I would suggest that you begin the budget dialogue with something like, “We are in the early stages of our 2013 planning and you are one of our important customers.  What do your plans include for us in 2013?  I’m not asking for specific budget figures, although feel free to share those!  I’m more interested in how you plan to grow with us next year.  What are your priorities?”  Ask something like that then listen closely.  If you are dealing with the right kind of people you should get some good answers.  You will quickly learn whether or not you are a strategic partner, how much (if any) you can expect to grow with this customer, and by how much.

You should ask the budget question to all of your important customers.  The kind if insight that you will gain is invaluable and will help your organization budget for next year.

This time of year, although typically slow, can be incredibly important for next year.  Use this time wisely.