I am going to be honest: All I can think about is 2015.
As of this writing, early September 2014, I’ve almost sold as much business for 2015 as I have for all of 2014.
This is very exciting. And explains why I’m so excited about the coming year. And don’t get me wrong, nothing wrong with planning for and thinking about the future.
But there are still four months left in 2014. Lots of exciting stuff can still happen now, in the short-term. This is exiting too.
But how to proceed? How to conduct oneself? How to prioritize one’s actions? How much effort do I exert to close business NOW verses the next calendar year?
Now, some big changes and evolutions afoot with the business, most of it centered on changes in how I will approach things this coming year. But I have to be mindful that there is still fruit ripe for the picking…right now.
How does one balance this?
Prioritize serving your customers first and foremost. Act in their best interest.
Just this afternoon, I just lost a gig scheduled for late October 2014. But in the same conversation, sold two projects that will pop in 2015.
My client is a winner. But so am I (even though I might have lost a little revenue designated originally for 2014).
What I can promise you is that this mindset won’t always jive with your end-of-month numbers. And if this is a problem, well, then you have bigger problems.
But in the end, you and your prospect will come out winners.
Like I just mentioned, I’ve punted several Q3 and Q4 opportunities to 2015. While this will result in less profit for me in the short-term, it does yield a heck of a good 2015.
Look, always good to close as soon as is practicable. Not arguing that. But if you are operating in the best interest of your potential customers…
…you both will come out ahead.