Holiday season, tax season, vacation months are tough on sales professionals. Decision makers are more interested in their plans and monetary obligations. “Let’s revisit this solution after the holidays – tax season – vacation” is their mantra. What I have found, however, is that this can be a great time to prospect… with a strategy. Here are six fresh ideas that can help you with successful prospecting during any distracting season or holiday.
Sales Challenge Quiz.
Six Fresh Ideas for Successful Holiday Prospecting
1.) When visiting family/friends during the holiday and/or vacation months… Ask them to help you out – Don’t sell to them! You want to get invited back to family/friend gatherings right? Anyways… Offering business cards for them to hand out to those that might benefit from your offering works well. Try it… you’ll be amazed of how many sales referrals you will get with no pressure.
“The only people who aren’t involved in network marketing are people who don’t understand it.” – Mark Segars, Network Marketer
2.) Reaching a decision-maker can increase during a holiday or any vacation season. Gatekeepers are on vacation many times with managers and owners filling in. A great and easier time to contact them. Another tip that has worked for me is arriving around closing time. Typically the only person still there is the owner and/or manager.
3.) It’s cold/hot outside and you don’t want to foot-blitz etc… Great! Telemarket! You need a fresh approach however when cold-calling during the seasons. Here’s an example.
Sales Prospecting Script – Lead Gathering
Hi (CONTACT) – This is (YOUR NAME)… I just wanted to touch base and wish you a (GREETING). How’s the (INFORMATION RESEARCHED ON CONTACT) coming along? Have a nice chat, then continue with this…
Do you know anybody thinking of buying (PRODUCT)?
The holidays/vacation are a time when many people put these things on hold. We find this a great time to make contacts and offers. With that in mind we have (SPECIAL OFFER).
Tax time is typically a stressful time… Did you know there is a special (TAX OFFER) tax savings by buying now!
Just keep me in mind would you? And give me a call if you hear of anybody who could benefit from our offer (or tax savings)! (WELL WISH).
4.) Help potential customers with new year’s resolutions. Get creative about what kinds of tips, services, products, and programs you can offer to help people meet their resolution goals. Great ice breaker would be… “What resolutions has your company made that I could help with?” or “Did you know that if we plan now most of this purchase could be written off your tax debt?”
“Marketing is too important to be left to the marketing department.” – David Packard
5.) Re-ignite old networking relationships and recognize the ones that have been fruitful. The holiday/vacation season makes it easy and fairly inexpensive to meet and align good cross-reference goals. While I am not a huge fan of gift giving here are some examples of gifts that could work during these times…
Mugs, pens, notepads and/or other office paraphernalia with your business logo.
Gift certificates for lunch at your referral sources favorite restaurant.
6.) Plan, Plan, and Plan. It is extremely easy to let time get away during any holiday – vacation – tax season month. It is critical that you make sure your calendar is full of daily prospecting, lead generation, information gathering, presentations, demos, and closing meetings early on. Take into account all of your activities and build them into your schedule. Do this early and stick to it. Otherwise you’ll find your pipeline looking pretty bleak.
These are just a few of the creative ideas that could be had for successful prospecting during the distracting vacation – tax – holiday months… Maybe you have some that you would like to share?© 2006-2017 SalesBlog! | Photos courtesy of 123RF