byBrashEarl3612-04-201709:36 AM - edited 12-04-201709:37 AM
Thinking that you should cut back or give up on prospecting altogether during this time of year? What to do when…
It’s the Holidays!
No one’s doing any work. It’s the holidays.
Nothing gets done till January. It’s the holidays.
No one sets appointments till the New Year. It’s the holidays.
Too much to finish up to take the time to prospect. It’s the holidays.
Prospects are taking time off. It’s the holidays.
I’m taking time off. It’s the holidays.
My assistant is taking time off. It’s the holidays.
Their assistant is taking time off. It’s the holidays.
No one wants to be bothered. It’s the holidays.
No one is thinking about work. It’s the holidays.
Prospects leave the office early. It’s the holidays.
Prospects go to the office late. It’s the holidays.
Everyone is having office parties. It’s the holidays.
No one’s thinking about business. It’s the holidays.
Prospects do conduct business, even during the holidays. Years ago it was possible for a prospect to say, “I don’t have my calendar for next year, call me after the first of the year.” Today prospects have their calendars on their computers, tablets or phones and can schedule appointments for next year or even several years out if they are so inclined.
Prospects make appointments before, during and after the holidays, just as they do at other times throughout the year. If a prospect asks you to call back after the holidays, suggest that you “pencil in a meeting for after the holidays.” Promise that you will call to confirm it. Do so.
If you are struggling to get face-to-face with qualified prospects and/or you need to kick start your sales team’s production, I invite you to download my complimentary e-book, The Cold Calling Survival Guide: Start Setting Appointments in the 24 Hours.And please join us this Thursday, December 7th at 10 am PST as I present my webinar, How to Up Your Prospecting Game in 2018 and Beyond. You will discover key make-or-break elements for successful prospecting, prospecting pitfalls to avoid because they will torpedo your efforts, strategies to up your prospecting game so that you never again want for great opportunities, and much, much more! Click here to register for free!
Wendy Weissis known as The Queen of Cold Calling™. She is an author, speaker, sales trainer, and sales coach. She is recognized as one of the leading authorities on lead generation, cold calling and new business development. Her clients include Avon Products, ADP, Sprint and thousands of entrepreneurs throughout the country.