If you've been around TruMethods for more than a year, you know what time of year it is: It's selling season.
Selling season is the time between September and the end of the year when the conditions are especially good for adding new MRR at the right price. Business leaders during this period are evaluating people, reviewing processes, and assessing vendors to ensure they finish the remainder of the year strong and prepare accordingly for the following one.
We’ve watched many of you achieve your sales goal this year during a pandemic. But there's something special about the psychology of this time of year, as business leaders turn their attention to the end of the year and start thinking about 2021.
Decision makers are more open to consider change. They're ready to make decisions. I've seen the impact of selling season over the last several decades. I believe that COVID will exaggerate the effect of this year's selling season. Every SMB has a new business plan. All decision makers are more open to talking and listening. They’re also more available. We have great wedges with security and collaboration. Our messaging around the Technology Success Process is resonating even more because of all these changes.
New customers at the right price are the lifeblood of any profitable and thriving MSP. When I owned my MSP, I had a self-instruction card that I read at the start of each day. And it went like this: “Every day, I stay focused on finding new customers. I don't let busy work get in my way. Success is too important.”
If you had a good year in sales, this is the time to make it great. If you’ve struggled, there’s still time to make your goals!
Let’s do it. It's go time! Go time means that you must do something different to increase time, attention, activity and accountability around new logo sales. If you don't have a plan and daily and weekly activities, then start now. If you have a plan, look at it again and be sure that it's dialed in.
Remember this: 2021 doesn't know when you sold the MRR. Q4 MRR may not have a big impact on 2020 revenue, but it has a full impact on 2021.
Now is the time to act. Make this selling season your best one yet!