I’ve found the last two weeks of the year can be great for prospecting if you do it with the right attitude.

For most companies, the time around the holidays always winds up being a little more laid back, as many people take vacations. The typical rush of meetings and reports just seems to go into suspended animation.

What this means is many people are going to be willing to talk who don’t normally make the time to talk with people who call them.   For you, the salesperson, this then becomes a dream opportunity to develop more business.

I suggest you break down your list of calls during the last few weeks of the year in this order:

Existing customers:  Objective is to thank them for their business and look to uncover new opportunities.

Previous customers:  Don’t forget about these people. Call and wish them a great year and all the best for the holidays.   Be sincere about it and you’ll be amazed at what information will emerge, including potential business.

Developing prospects:  These are prospects you’ve been trying to get to buy but who have yet to make a decision.  Call and wish them the best for the holidays. Be sincere and you will likely discover new information and possibly new opportunities.

Vendors, partners, associates, etc.:  Don’t forget all of the other people you do business with in one form or another.  Calling and thanking them for their support is huge. Not only does it help to reinforce your relationship, but it also can open up new leads and opportunities.

Yes, you can leave a voicemail if they don’t answer.  If you can’t catch them in person, the next best thing can be a voicemail.

Whatever you do, don’t think the last couple of weeks of the year isn’t any good for sales prospecting.  Key to making it work is to have the right attitude and shift who you’re calling.

Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.


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