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Planning for a Strong 4th Quarter and Beyond
We are just about to start the fourth quarter of the year… are you prepared? The fourth quarter is the most important business growth quarter of the year. You have about 12 weeks left and want to end this year strong and prepare for whatever is coming in 2024. This period often holds immense potential for revenue growth and can establish a strong finish to the year. To make the most of these final months, strategic planning is essential.
Follow these key points to help plan for a robust 4th quarter in business:
1. Make a Plan
Reflect on the year so far. Analyze the performance of the first three quarters, then work with your team to determine which customers you are going to call on… more specifically, when and how you are going to call on them. Set clear objectives about what goals you are going to accomplish, how you are going to accomplish them, and who from your team will be involved. These goals should align with the company’s overall annual objectives. Be prepared to use the holidays to your advantage and determine where you want your sales to come from during the 4th quarter and in the new year. Once you implement your plan, review it every three weeks or so and take the time to adjust based on real-time data and market shifts.
2. Reach Out
Networking and connection are key. There are many ways to reach out to your customers and open the door for opportunity. You can invite your customers to parties, take them an end-of-the-year gift (just be sure to comply with any regulations around gift-giving), or just stop by and wish them a happy holiday.
The holidays and the relaxed party atmosphere provide a good reason for you to get out of the office and visit with your current customers and stay in touch with those all-important prospects you have been nurturing all year long. You can also invite them to a fall trade show you are taking part in. This is a great way to reconnect with your current customer base and attract new prospects. You can learn more about the benefits of networking and attending fall trade shows here.
3. Set the Stage
With the next year’s budgeting being reviewed, the fourth quarter may not always be the right time to ask your client for their business. However, it is the perfect time to set the stage to ask in the coming weeks or months. By setting the stage, you can plant a seed for the new products or services you will begin offering. Knowing and catering to your customer’s needs will help differentiate you from your competitors. So when you give them a call the first week of January, they are not only expecting your call, but they are open and ready for the conversation to purchase your new products or services.
4. Strategize
While pushing for a sale can be the wrong strategy during the holiday season, it is a great time to add value and position yourself for success for the first quarter of the following year. When all your competitors are using December to celebrate the holidays, you can meet with your team. Having team meetings will help clarify which customers you called, what you discussed with them, what gifts you delivered to them, and how they enjoyed your holiday visit. More importantly, having discussions on what decisive actions to take for each customer can help turn the holiday visit into a sale, thereby creating more revenue. Strategizing with your team during these slowest weeks of the year (the week before Christmas and New Year’s) can help you create a very clear and precise action plan. You and your team will know exactly what to do when you walk in your customer’s door and close those deals before your competition even know what hit them.
By planning for a strong 4th quarter, businesses can capitalize on the unique opportunities that arise during the holiday season. Taking proactive steps to align strategies with changing consumer behaviors and market trends will position your business for success and set the stage for a prosperous year. Remember, the 4th quarter isn’t just an ending — it’s an opportunity for a remarkable new beginning. Are you ready to get started?
If you need help planning for your fourth quarter strategy, please give me a call at 724-612-0755. Together we can help your business end this year strong!
About the author: Autumn Edmiston is the CEO and owner of the Edmiston Group. The Edmiston Group is a multifaceted Pittsburgh-based marketing consulting firm providing senior-level marketing management services to businesses and non-profit organizations on a short or long-term basis. Core areas of service are business development strategies, website creation and management, social media management, marketing, strategic planning, and public relations. The Edmiston Group has consistently delivered and implemented real-world, proven business marketing ideas and strategies for business.
The Power of One-to-One Meetings at a Trade Show
Trade shows have long been a cornerstone of networking and business growth, offering small business owners a unique platform to showcase their products and services. Amid the busyness and vibrant displays, one aspect stands out as a game-changer: the one-to-one meeting. In a sea of handshakes and business cards, these personalized interactions offer invaluable opportunities for small business owners to make meaningful connections, foster relationships, and drive success.
Here’s why these meetings are so relevant:
Tailored Engagement: One-to-one meetings allow you to customize your pitch or discussion to each individual. This personal touch showcases your commitment and understanding of their needs, setting you apart from competitors.
Relationship Building: Trade shows are about more than immediate sales – they’re about building lasting partnerships. One-to-one meetings provide a chance to connect on a deeper level, forging relationships that can lead to collaboration, referrals, and mutual growth.
Efficient Use of Time: In a busy trade show environment, time is precious. One-to-one meetings let you focus on high-priority prospects, maximizing your time and efforts for the best possible outcomes.
Information Exchange: These meetings offer a two-way street for information sharing. You can learn about potential clients’ pain points, goals, and preferences, enabling you to tailor your offerings and solutions more effectively.
Problem Solving: One-to-one meetings are conducive to problem-solving discussions. Whether a prospect has reservations or queries, you can address them directly, turning hesitations into opportunities.
Qualifying Leads: Not every interaction leads to a solid lead. One-to-one meetings allow you to qualify prospects, ensuring you invest resources in prospects that align with your business objectives.
Memorability: In a crowded trade show, personalized attention leaves a lasting impression. When you take the time for a one-to-one discussion, potential clients are more likely to remember your brand and message.
Versatility: These meetings are adaptable – they can be casual, structured, spontaneous, or planned. This flexibility enables you to accommodate various prospects’ communication styles.
The more technology comes into our lives, the more important these one-to-one interactions are. They are invaluable. At trade shows, these personal meetings offer an opportunity for small business owners to connect, engage, and thrive. This connections empowers you to deliver tailored pitches, build relationships, and gain insights that can steer your business toward greater success.
If you are getting ready for your next trade show and need help with organizing your exhibit or planning your strategy, the Edmiston Group can help! Give me a call at 724- 612-0755.
About the author: Autumn Edmiston is the CEO and owner of the Edmiston Group. The Edmiston Group is a multifaceted Pittsburgh-based marketing consulting firm providing senior-level marketing management services to businesses and non-profit organizations on a short or long-term basis. Core areas of service are business development strategies, website creation and management, social media management, marketing, strategic planning, and public relations. The Edmiston Group has consistently delivered and implemented real-world, proven business marketing ideas and strategies for business.
Maximize Your Business Success with a Back-to-School Sale
As the summer days wind down and the back-to-school season approaches, as a small business owner, you have a golden opportunity to boost your business revenue and to engage with your community through a well-executed back-to-school sale. This annual tradition doesn’t just benefit students and parents; it can significantly impact your business’s success. According to an article by Statista, “American parents, guardians, and children were planning to spend an estimated total of 41.5 billion U.S. dollars. This would equate to roughly 890 U.S. dollars in school supply expenses per American household”. Let’s delve into why a back-to-school sale is essential for small businesses and how to make the most of it.
Why Back-to-School Sales Matter:
- Increased Foot Traffic and Online Traffic: Back-to-school shopping is a seasonal ritual that drives customers to your store or website. Capitalize on this heightened interest to expand your customer base.
- Revenue Boost: A well-promoted sale can bring a surge of income during a period when spending is on the rise. It’s an excellent way to make up for any lulls you might have experienced earlier in the year.
- Brand Awareness and Engagement: Offering exclusive deals during a back-to-school sale can create a buzz around your brand. It encourages potential customers to interact with your business and become loyal patrons.
Strategies for a Successful Back-to-School Sale:
- Early Planning: Start your preparations well in advance. Decide on the dates, discounts, and marketing strategies you’ll implement.
- Attractive Discounts: Consider offering enticing discounts on school supplies, clothing, and accessories. Bundle deals and “buy one, get one” offers can also attract attention.
- Multichannel Promotion: Utilize your online presence, social media platforms, email newsletters, and physical storefront to spread the word about your sale.
- Themed Marketing: Craft engaging marketing materials with a back-to-school theme. Use visuals that resonate with students, parents, and educators.
- Incentivize Loyalty: Consider offering additional discounts for repeat customers or creating a loyalty program to encourage future purchases.
- Collaborations: Partner with local schools or educational organizations for mutually beneficial promotions. This can strengthen community ties and increase your reach.
Key Takeaways:
Back-to-school sales aren’t just about boosting sales for a limited period. They’re an opportunity to showcase your business, attract new customers, and foster loyalty among your existing clientele. By offering attractive deals and a positive shopping experience, you create a lasting impression that can translate into repeat business throughout the year.
As a small business owner, you have the advantage of agility and personalization that larger corporations often lack. Use this to your advantage by tailoring your back-to-school sale to resonate with your local community’s needs and preferences. With careful planning and creative marketing, your back-to-school sale can become a cornerstone of your business’s success year after year.
About the author: Autumn Edmiston is the CEO and owner of the Edmiston Group. The Edmiston Group is a multifaceted Pittsburgh-based marketing consulting firm providing senior-level marketing management services to businesses and non-profit organizations on a short or long-term basis. Core areas of service are business development strategies, website creation and management, social media management, marketing, strategic planning, and public relations. The Edmiston Group has consistently delivered and implemented real-world, proven business marketing ideas and strategies for business.