Q4 is typically a strong one for IT sales, which makes it critical to make the most of these last few weeks. We're here to help with some tips and ideas for generating a few extra sales and continuing to position yourself as a trustworthy value-added reseller. Not everything will be about getting an order, but being a visible, helpful, and responsive partner can pay dividends for years.
For those who work in sales, the fourth quarter can be stressful. It is a scramble to close long-gestating deals, hit targets that could make or break bonus checks, and gameplan the coming year's strategy. Your industry focus could significantly impact your ability to "take the foot off the gas" at this point. Retail is preparing for its busiest season, impacting warehousing, logistics, and shipping, while hospitality providers may see more travelers, diners, and events.
For many industries, budgets come with a deadline to spend them. If your customers still have money to spend on IT projects and technology resources, this could be the last chance to do so, which puts you in a prime position to help them spend that money. Not only are you helping your bottom line, but you may be helping them justify maintaining or growing their budget for another year.
This one is mostly for retail and hospitality customers or those affected by the increased Q4 traffic in those industries. In addition to staffing and stocking up on products, ensure your customers have thought about the "little stuff" they may need to get them through the rush without interruption.
An uptick in seasonal technology needs and employees also increases the need for training and support. A broken POS during peak shopping hours can impact a lot of revenue.
We're trying to help you close more business and meet your goals for the year, but sometimes, it's important to leave your interests behind and focus on your customers.
Most salespeople have a lot of customers, accounts, contacts, and projects to balance. Inevitably, some things get pushed aside for that big deal or a handful of high-maintenance customers.
You're not alone in your push to finish the year strong. Everyone in the channel is doing the same, and we may be able to help one another collectively.
Your specialty may be networking, servers, security, or other managed IT services. Modern businesses are innovating by utilizing edge technologies and IoT devices connected to those networks and piggybacking on existing cameras, compute power, and systems.
Have you spent months, weeks, or maybe just the last hour trying to sell something? Now is the time to make your case and ask for the business. You are likely to hear no more often than yes, but that's the sales life, right?
Maybe you and your customers are good for this year (congrats!), making this a great time to look to 2025 and beyond. For those who aren't swept up in the holiday shopping/travel season, there may be some "downtime" you can take advantage of.