Holidays, Schmolidays
Will You Meet Your Revenue Targets This Year?
How’s your agency’s year-end looking?
Across the creative agency sales-o-sphere fewer new projects are coming in, sales cycles have lengthened and fewer prospects seem willing to commit, well, to anything. Everyone’s in that scary Dr Seuss spot, The Waiting Place.
So let’s get serious about what you can do to get to the strongest finish possible. Which sometimes becomes a nice holiday bonus of a stronger start to the new year too.
Meet Quota and Set Up for Next Year
There are about 6 more selling weeks left in the year. Gulp.
I’m not going to tell you to double down on your selling activities like every other sales coach out there.
Sure, you could do that if you’ve somehow found a way to bend the space/time continuum to fill your pipeline or you’ve got a lot of prospects who are just waiting until the end of the year for some reason.
This is How to Increase Revenue (and Profit)
Your best use of these next 6 weeks is to connect with your existing clients.
You and your account team should be spending every possible moment having non-project related conversations with clients. Especially the ones where you’re only working with one department in their organization.
What are they trying to achieve by the end of the year? Can you help with that?
What are their top priorities for the first quarter of 2026? Can you help with any of those?
Who else in their organization should get to know you and your agency?
They already know you and trust you. Hopefully they like you too. It makes it easier when you take them out for a holiday drink to ask them these important questions that might, just maybe, lead to some unexpected business for you.
Yes, yes, the holidays start in 2 weeks, but I guarantee that your clients and prospective clients aren’t sitting around ‘holidaying’ either. They’re also frantically trying to get things done before the end of the year too. Which can sometimes make it harder to take them out for that holiday drink, but is really a convenient excuse not to provide the kind of relationship building that results in more sales and more profit for you.