How Salespeople Can Make the Most of December (Plus an Awesome Prospecting Technique)
You may have noticed that most offices (with the exception of retail and businesses fueling the holiday season sales) are becoming empty as we approach Christmas. People are mentally checking out of work for the year regardless of whether or not they’re still at work. Taking a week or two off work to spend time with your family at a tropical destination is great and may be well deserved, but I believe that if you’re showing up to work mentally checked out, you might as well stay home because in sales, it’s all about the bottom line and the net results—not how hard it looks like you’re working.
For those who are pushing at full force to the finish line of 2016, I’ve share below 3 tips to make the most of December, plus an awesome prospecting trick that’ll have you rocking and rolling with some solid leads come January.
1. Put in the hours. December is an incredible opportunity to gain an edge and an advantage over most people in your field. While they’re watching Home Alone for the 18th time, you can be scooping up the deals they didn’t care enough to go after. Although we generally don’t like comparing ourselves to others because it may not make us feel good about ourselves, sales is competitive—and if you’re planning on winning, you better be outworking your competitors.
2. Strategize. Don’t wait until January 1st to put together a new years resolution that you’re likely to break within the week. Success loves preparation—so set yourself up to win. Use any downtime you may have to plan out the next year. Doing this early will grant you an opportunity to get all necessary resources in place for next month. This way, you won’t be fumbling around like everyone else in the first week back after the New Year.
3. Fill up your pipeline. Don’t use the fact that you’re getting voicemails and vacation responders as an excuse to drop all your sales efforts this month. If you’re having difficulty reaching your prospects, use this instead as an opportunity to build a massive pipeline for January.
Now here’s a clever little trick you can use to gain a more direct access to many of the prospects you weren’t able to get a hold of (based on an article by HubSpot). Set up a simple holiday greeting message that will automatically send out to your prospects at a time like Christmas Eve. Often times, your prospects will have an automatic vacation responder on. You will likely get a message back saying something like “I am out of the office with limited access to e-mail until January 2nd. If this is urgent, please contact me on my cell at…” Bingo! Now you have your prospect’s cell number and can reach out to them directly without having to deal with a gatekeeper.
Navid Amin is Recruitment Consultant at RMSG in Toronto, Canada. Navid helps clients through designing and implementing hiring initiatives. He is passionate about sales, marketing and technology. Connect with him on LinkedIn at ca.linkedin.com/in/navidamin and follow him on Twitter at @Navid_Amin.