The time is ticking and the time is running out to see new clients this year due to how busy most businesses are. Our packaging factory is closing for the season on the 18th December which is two weeks today and any customer who runs out there is very little we can do. Most have ordered extra to cover them for the just in case moments and like all the other factories we have to call it a day.
The clients i am seeing to day will sample the product and will not be ordering this year and this is more having an eye on January. I have one more client booked for next week Tuesday and that will be the last for this year.
I am not necessarily hunting for the big accounts as you end up becoming their bank. One client which we dropped was spending over $80K monthly, but was never paying on time.
I have known from previous years you are wasting your time thinking anyone is paying attention as most workers are already thinking about the Christmas break and where they are travelling or staying at home. One has to use the time to maximise the results and even next week is a risk of being too late.
The time will be better spent compiling lists of potential customers which is important as it gives you direction for the second week in January when everything opens up again. If clients are going to change suppliers this is the prime time most will swap over. Starting fresh giving another supplier a chance to prove themselves and you must be ready.
January/February is when most of the enquiries come through with potential customers checking their prices are in line with other manufacturers. sadly only a handful of companies follow this practice and those that do we tend to pick up the majority of those clients.
The beauty about working for yourself is that the business never closes and you need to use the time wisely as there is always work that needs doing. The next 3-4 weeks is so important in planning for next year that one can compile a potential client list that can keep you busy for the next 12 months. Having a list of 300 potential businesses is like gold dust as the strike rate I work with is around 40 percent so I would expect to add 120 new clients from 300 visits. The trick is getting through the front door speaking to the right person so there is no need to rush things and take the time to get the right information first.
The client I am seeing next week was contacted back in September and only know are they ready to see me which is a good 8-10 weeks. We have been in contact every other week and I do not want to just drop the sample at reception as I need to make contact with the buyer personally. I could have dropped the sample off months ago, but that leaves no impression and the chances are you have lost the opportunity. It does not matter how long it takes as long as you land the client when all things are done.