If you’re in sales, it’s easy to fall into the trap of getting away from selling during the holidays. The problem is that this trap not only affects your production as the year comes to a close, but it can negatively impact the first quarter of the New Year. Slowing down during the holidays means fewer leads in the funnel for January and beyond. So what can you do to keep selling?
Don’t Forget Your Daily Planner
The holidays aren’t a time to put your planner in a desk drawer and wait for next year’s new version. Your daily planner or to-do list may be more important at this time of year than other times. It’s easy to get lulled into a sense of entitlement and take time off and skip activities, but that will lead to a difficult start to your New Year. Rather than skipping your plan because of holiday activities add them to your plan and make the time up where you can.
Stay on Top of Your Activities
Set goals for cold calls, prospecting, and follow up, send cards to clients, visit customers with a promotional gift, or just call to say hello. Whatever activities helped you achieve success the first eleven months of the year why would you get away from them now?
Give Customers a Reason Not to Put You Off
Your clients probably feel the same as you about the holidays. Committing to your product or service may not be their priority. More often than not folks will want to wait until after the holidays, until next year, or want you to call on them in the first quarter. To combat this, you must give them a reason to work with you now. The urgency could be special pricing, add-on products or services, or year-end discounts. Regardless, give your customers a compelling reason to work with you before next year.
Most People Are in a Great Frame of Mind
Rather than dwell on why customers don’t want to buy from you during the holidays consider this. For the majority of your clientele, the holiday season is a happy time of year. For many, it’s a joyous occasion. Your customers are in a good mood and isn’t that when you should talk with them?
The biggest reason sales slow down during the holidays is salespeople get away from the activities that have made them successful. Remember what got you here and keep doing it. Merry Christmas.