Hit Your Sales Goals Out of the Park This Month

by : 

Megy Karydes

November 14, 2016
Marketing Mondays - Hit Your Sales Goals Out of the Park This Month

Earlier this month, the Chicago Cubs won the World Series, something they hadn’t done in 108 years. Living in Chicago, it was pretty electric to watch this team not only meet their goal, but have fun doing it. Are you ready to meet your 4th quarter goals?

These next six weeks are important to most retailers, especially independent retailers who count on this season to carry them through the following year. It’s going to be hard to add anything more to our already-busy plates, but I’d like to throw out an idea that could help you not only meet your sales goals this year, but hit them out of the park!

Make a goal list

What figure are you trying to reach before the end of the year? Is it a financial one or introducing your shop to a certain number of new customers? Whatever your goal, make a goal list. Write it down and reference it daily, even hourly.

Analyze your data compared to your goal

If you want to look at this from a sales goal, determine what number you’re trying to hit this holiday season in terms of sales, let’s say it’s $75,000, and work backwards from there.

If your average customer during the 4th quarter buys $50 worth of product, that means you need 1,500 customers to hit that number (this is, of course, provided you can meet the demand by having product that customers will want to buy). Between now and the end of the year, those 1,500 customers translates into needing 35 customers per day (if you work seven days a week) to each purchase $50 (or more) worth of product. Is this realistic? What do you need to do to make this a reality?

These numbers are all arbitrary, but they’re meant to help you set sales goals that are realistic and achievable.

Reach out to your customers

Create five columns that should be part of your Goal List. Each column should include the following:

  1. Customer name
  2. Email and/or phone
  3. Called/Emailed (then include date when you did it)
  4. Connected (include date)
  5. Sales (if you have tangible evidence that the customer came in as a result of your contact, include the sales figure here)

Start calling and emailing your regular customers. You may not have 1,500 customers on your customer list and you might have more, but start calling and emailing your best first and go down your list. Make it a goal to reach out to at least 20 a day and ask them to bring a friend. I realize it’ll be hard to make 20 calls or send that many emails to customers daily between now and the end of the year but even a little goes a long way.

How can you reach others? Some of whom aren’t already customers? Regular walk-by traffic? Other marketing tactics? Social media outreach? You see where I’m going with this? By assessing your numbers and creating a strategy to get you to your target goal, you will be well on your way to knocking it out of the park this holiday season!

Megy Karydes helps small businesses harness their marketing power. She’s also a freelance writer whose work has appeared in The Atlantic’s CityLab, Midwest Living magazine and Chicago Tribune, among others. Find her at MegyKarydes.com.