EagleTribune.com, North Andover, MA

December 30, 2012

What are you doing New Year's Eve?

Sales Moves
Jeffrey Gitomer

---- — What are you doing New Year’s Eve? That is one of the most asked questions on the planet the week before we ring in the New Year. And people (you included) will go on ad-nauseam about what their New Year’s plans are.

Then on New Year’s Day, you stumble around, watch some TV, have a party, or should I say after-party, and grudgingly prepare for the next day, the first work day of the New Year.

During that day, everyone will talk about what they did on New Year’s Eve and New Year’s Day. The stories will range anywhere from ribald tales about Las Vegas, to the more mundane, “We just stayed at home.”

No one ever asks, “What are you planning on achieving this year?” or “How much of that weight are you going to take off this year?” or “What will you do differently in the coming year that you didn’t do in the past year?” There aren’t many questions or responses about what positive things are about to happen next.

It seems as though people are wiling to spend hours talking about the superficial, and not one minute talking about the reality of their lives.

NOT ME.

Yes, I am going to wish you a Happy New Year.

Yes, I hope it’s a healthy one and a successful one.

But that is just a wish.

The reality is for you to have a healthy, successful New Year, you’re going to have to work your ass off. You are going to have to do more in the coming year than you did last year. You are going to have to harness the power of your work effort and your intelligence, and do your best to turn it into money.

I know I will.

REALITY: I have written many things about the lunacy of making New Year’s resolutions. They are not a total joke, but they are close. For all of you watching or reading, please send me one dollar for every resolution you made but never kept.

Heck, I’d have to send myself a few hundred.

Here are a couple things you should resolve to do in the coming year that will allow you (and me) toover succeed and over achieve:

1. Allocate your time in 30-minute segments. This gives you a full understanding of whether your time is being “spent” or “invested.”

2. Take at least two of your allocated segments (one hour) and dedicate them to writing each day. Writing will clarify your thoughts, and help you find and solidify a clear (or clearer) direction.

3. Learn to use business social media by becoming actively involved. Build your reputation AND your personal brand.

4. Visit your top 10 customers before the month of January is over, and talk to them about why they do business with you, and what they’re looking to achieve in the coming year. Ask for (earn) business in January.

5. Make a secret list of the big things you are looking to accomplish over the next few years, not necessarily just this year. Maybe it’s to write a book, maybe travel to certain places, or maybe to get a bigger house. Whatever it is, write it down. Somehow written things become more solid in your mind that just thoughts.

5.5 Make plans to celebrate, not just achieve. I have found that celebrating an achievement confirms and affirms the reward in your mind. Not just “I did it,” but also, “I’m proud that I did it.” That celebration will lead you to the next.

So here we are, the day after New Years, and you are thinking, “Why is Gitomer giving me a cold slap in the face my first day back on the job?”

ANSWER: Someone has to…otherwise you may wait until February or March. (Further (gentle) slaps in the face will be available weekly in this publication or my weekly email magazine, Sales Caffeine.)

But between now, and then, and every day, I thank you for being my customer, and for your continued loyalty. Happy, healthy, wealthy New Year!

GitBit: Want a few more ideas on how to achieve what you’re setting out to do this year? They’re yours by going to www.gitomer.com and entering the words GOAL POST IT in the GitBit box.

Jeffrey Gitomer is the author of "The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless," "The Little Red Book of Selling," "The Little Red Book of Sales Answers," "The Little Black Book of Connections," "The Little Gold Book of YES! Attitude," "The Little Green Book of Getting Your Way," "The Little Platinum Book of Cha-Ching," "The Little Teal Book of Trust," "The Little Book of Leadership" and "Social BOOM!" His website, www.gitomer.com, will lead you to more information about training, seminars, and webinars — or email him personally at salesman@gitomer.com.