Finish Strong: Make the Fourth Quarter Count
After more than 30 years in this industry, I know what these final three months can mean. Goals are still within reach. Customers are making decisions. Budgets are being finalized. Respiratory season is arriving. And suddenly, conversations that may have moved slowly all summer have a little more urgency.
In other words, it’s selling season.
As we head toward the finish line, I want to challenge every Repertoire reader to simplify your focus. Focus on what matters most to the caregivers you serve and help them finish their year strong.
Start with respiratory diagnostics. Flu, COVID-19, RSV and strep will bring patients through the doors of physician offices, urgent care centers and clinics across the country. Ask them now: Are you prepared?
Next, look at infection prevention. More patients mean more opportunities for infection to spread. This is the perfect time to talk about disinfectants, wipes (Lord knows we have enough new wipes being launched right now), hand hygiene, PPE and other infection control products. Sometimes a great sales conversation begins with one simple question: “What do you need from me to be ready?”
It’s also equipment season. As you walk through your accounts, do your own inventory of what needs to be updated and replaced. Are they compliant? What has been on the practice manager’s wish list all year? Be sure you understand section 179 and how buying equipment at the right time of year has tax advantages.
Most importantly, use the resources and relationships available to you.
There are two-minute videos in RepConnect designed to give you quick conversation starters around these product categories. Two minutes of preparation before walking into an account could lead to a much bigger conversation.
And reach out to the manufacturer partners advertising in this issue of Repertoire. Ask them to ride with you. Learn about their products. Ask what’s working in other territories. Then take those ideas to your customers. Manufacturer reps want you to succeed because when you win, they win.
We have three months left. Three months to serve our customers, strengthen relationships, find opportunities and finish what we started back in January. It’s selling season.
Dedicated to the Industry,
R. Scott Adams, Publisher