I’m writing this post on Friday, December 8th. The next two weeks – let’s say until Friday, December 22nd – are going to be crazy for most sales professionals. This is the time to bring in those last-minute sales for the year. You’ve also got the holidays adding to your task list. It may seem like one more holiday happy hour or lunch will put you over the edge.
No matter how busy you are right now, there is one thing you should be doing, and most of your competition is not doing. This one thing may add a ton of anxiety to your plate when you first think about it, but it’s an enormous opportunity. What is it?
Between now and December 22nd, you should be prospecting like mad. I know that sounds ridiculous because no one has time for discovery calls or demos. While that’s true, there are also three other dynamics happening right now that are also true.
- Your prospects are in better moods right now. It’s the holiday season – everyone is happier right now. Make those phone calls, stop by and meet those strangers. You’ll be surprised how nice they’ve gotten since October.
- Your competition has given up for the year. While they’re back at the office trying to create a sense of urgency so their customers will issue that last-minute order, you can be getting in front of their customers and stealing them!
- Most people will agree to a meeting “after the new year”. There is a sense that January 4th isn’t two weeks away, but a year away. When approaching your prospects, suggest meeting “after the new year”, and recommend a time. They’ll take the meeting because it seems so far away, and their perception is that next year won’t be as hectic.
Thanks for reading, but now get out there and schedule some appointments for next year!
