The Holidays – Don’t Mail It In
The Holidays – Don’t Mail It In
Often when I am working with companies as a business analyst, I will hear all sorts of reasons why it is “not a good time to sell.” I’ll have the sales producers come up to me and say, “Well, it’s the holidays, people aren’t around, I’m not sure there’s much I can do right now.” And what do I say to them?
It’s just the opposite – it’s time to be aggressive!
Often during the holidays, decision makers are working the day before or the day after holidays, whereas their support team is not. I’ve had a lot of success in my career calling people the day between Thanksgiving and the weekend or the day before, or after Christmas etc… Pick a holiday, I’ve had success with this approach.
Why?
Why is this the case? Quite often many of the company’s employees are out on vacation. For a business owner, executive – your coveted decision makers, these are the quiet times they can often utilize to get things done. The times most people take off they are in the office catching up instead of on the road. What I have found is if there is a time they may answer the phone, it is during the holidays. Staffing is lean and your decision makers are not busy in meetings or out of the office.
Who Should You Call?
It is important to target this time, just like any sales activity. Who are the clients you have trouble getting in touch with? Who are the prospects who you know are interested but have not been able to nail down for a meeting? Who are the decision makers you can’t seem to get to respond to your phone calls or emails?
Prepare
Call expecting to speak with someone. Be up to date on your last conversation or email. Be up to date on what is happening with their company. Be polite, let them know you understand it is the holidays and you want to respect their time. Be ready to ask for a commitment to the next step. Be genuine.
Get to it!
So, don’t mail it in on the holidays because, guess what, your competition is mailing it in! This should not be minimized, you will most likely gain respect from your client, or prospective client because you are continuing to work hard when everyone else is not. So get to it and you’ll gain an advantage by getting in touch with those decision makers and closing more business.
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